Discovering new clients doesn't always involve direct sales pitches. In fact, I've found that the best way to get new clients is not by trying hard to convince them. What does that mean? I've been working in the innovation business for 15 years. I know that it's crucial to keep making your product better by talking to customers regularly. For us who run workshops to help customers solve their problems, those problem-solving workshops are our products. So, to get new clients, I reach out to successful senior managers on LinkedIn, like C-Level, SVPs, and VPs. I ask if I can spend 15 minutes learning from them about how they solve problems inside their companies. If they agree, I curiously ask a lot of questions about their process. Why do I do this? - People like feeling important, like heroes. They like being asked for advice. So, I give them what they want, and that makes it more likely for them to say yes to my request. - Sometimes, they just tell me how they solve problems without asking me anything. That's okay - I still learn a lot. - Most times, they ask why I want to know. When I explain my approach, I often hear, "You didn't try to sell anything, but you've sold yourself perfectly." - Success! If you're interested in learning more, please feel free to ask below. PS: What's your approach to finding new clients?

Hello fellow facilitators! I'm trying to sell the idea of an LDJ to another department in my organization. How would you summarize the top five selling points? Generalized will work just fine. Thanks!

Whenever people tell me they don't get enough clients I send them this fantastic video created by AJ&Smart. It's full of gold! If you are looking to improve your sales skills to be able to sell with confidence simply spend a few minutes watching this video on how to correctly sell ideas, workshops, and services as a facilitator or consultant. How We Sell 6-Figure Workshops - Our Top 12 Selling Techniques - YouTube The video provides examples and tips on how to apply simple tactics in the sales process, making it a great resource for anyone looking to improve their sales skills. Here are some points mentioned in the video that most people forget to talk about when selling workshops (or anything else): - The burning platform: Explain the downside of not progressing with your work. Paint the picture of what life would be like without your solution. - WIFM (What’s in it for me): Explain the benefits for the client as a person, not just a professional. Consider how your work will make their life easier, give them credit, or make them happy. - WIFB (What’s in it for the business): Elevate the ROI and talk about the macro benefits for the business. Consider the additional benefits, such as skills transfer, demand creation, or risk reduction. - Charge for the outcomes, not the methods: Link your fees to the value of what you deliver, not the time and materials. Look beyond the project outcome and consider the other valuable things you deliver. I see this video as a must-watch for anyone looking to improve their sales skills and sell with confidence. Adam

Hi everyone! I am totally new to workshopping, just finished the Facilitation Fundamentals program (which I loved!) and looking to trying it out on my salesteam. We are spending a few day away from the office and we must deliver a solid sales strategy for 2024. It’s a team of 4 + me and we have our manager visiting for the input phase. What would be your advise in designing workshop(s) for this challenge? Thank you so much! 🍀💫🤗 P.s. I also have pipdecks workshop tactics, but don’t know how to start 🥴

Hey Facilitators!👋 I don't know if you remember, but awhile ago I asked you all about your favourite resources for facilitators and I got sooooo many amazing answers back! Thank you for your contributions 💛 Since then, we put together a video of our 7 favourites! These resources are packed with facilitation techniques, tips, tricks, workshop exercises, ice-breakers, and warm-up activities. In this video, I not only cover books but I also discuss tools that will help you run better and smoother remote workshops.Some of these resources are free, and some are paid. By the way, we DON’T get paid to promote any of these products. They’re just great, and we really like them. So if you’re looking to level up your facilitation game, then check out this video immediately 👉 https://youtu.be/bvGOFUeX9NY I go DEEP into these resources to show you what’s great about them and how to use them. So, give a big shout out to all of the authors and creators of these amazing resources! THANK YOU! Here they are in order of appearance: 1. Gamestorming by James Macanufo and Sunni Brown / Sun Kagami 2. Workshop Tactics Pip Decks by 🎴 Charles Burdett 3. Miro 4. The Surprising Power of Liberating Structures by Henri Lipmanowicz and Keith McCandless 5. SessionLab 6. FunRetrospectives by 🎯Paulo Caroli 7. Facilitator Club Free Community by AJ&Smart Have you tried any of the above resources before? Which one is your favourite?