Do you only offer the usual courses. You know, the usual list of manual handling, health and safety courses, food hygiene and all those other courses you can find on 90-95% of provider websites?
This employer market is limited and incomes restricted.
But there is another way where incomes and profit grow at an exponential rate.
You see while very few ever look beyond offering this shortlist and, if asked for something out of the ordinary, just say they there is no call for it. The really smart providers do something entirely different.
Follow-up is a superb way to increase your sales and profits and is very easy to understand and undertake.
So lets start with the Follow Up basics.
You’ve met someone and they have shown genuine interest in what you have to offer. You exchange cards and part company with promises to get back in touch. But clearly you will not be doing any business if you don’t get back in contact.
Sadly that is where many potential business opportunities fail. No further contact is made.
Now it might be that you feel getting back in touch feels a bit pushy. OK, but if you aren’t prepared to push at this stage there is no business to be had. You have to make the effort to get back in touch.
Budgets are tight and Finance Directors are demanding evidence
before awarding contracts or budgets.
Internally you might find yourself having to justify existing budgets whilst externally getting that vital contract now means convincing your prospect and their FD.
So how do you convince people that you are right? Without evidence you are just another person with an opinion. In fact ti is often worse, you are a sales person with an opinion and sales figures to hit. Continue reading →
Are you a tough negotiator like Tesco .. or do you have more sense?
The recent spate of media coverage over the tactics that the supermarkets use with suppliers has exposed many of them to the public gaze. As long ago as the 1990s I supplied a number of supermarket chains so the current stories do not surprise me. I’ve been there and have the T-shirt.
I dumped Tesco, Sainsburys and several other supermarket chains before they controlled the business I then owned. It was tough but subsequently I was much better off.
Most people miss most of the functions that LinkedIn offers and whilst it will never fully substitute as a CRM system, it has some functions that will replicate a few of them. This makes it a great Employer Engagement tool.
Bearing in mind that so few FE organisations have little in the way of CRM systems these are worth considering.
On the image above I’ve marked 6 functions that can be found on LinkedIn profiles. Go to anyone you have linked with and you’ll find it at the top of their profile (just under their photo).
As Principal I employed very few consultants but did employ Stefan on the basis of a clear ROI.
I would recommend him to any college, university, business or Government agency as a reliable consultant who will become indispensable.
Ioan Morgan CBE Latterly FE College Principal & CEO
He certainly does what he says on the tin...... I've worked with Stefan for many years and he has an uncanny knack of cutting through the ****, focussing on the essentials and coming up with creative and inexpensive marketing ideas that work.
Stefan isn't called the 'Marketing Magician' for nothing you know !
His ability to see marketing solutions that really work is second to none, without spending a fortune.
I think Stefan's great strength is taking problems and solving them, in a clear and positive way, without a whole lot of jargon.
I recently had the pleasure on working with Stefan on publishing a new marketing book. "Creating Business Growth" quickly became a Bestseller in several countries around the world. This project came together and was guided from concept to successful completion by a true leader. That leader is Stefan Drew. Stefan is an experienced marketer and I highly recommend him.
Stefan is very thorough in his research and understanding of a clients requirements. He has a proven record of delivering comprehensive strategic marketing plans that address education / FE issues critical to the ongoing success of a ...MoreStefan is very thorough in his research and understanding of a clients requirements. He has a proven record of delivering comprehensive strategic marketing plans that address education / FE issues critical to the ongoing success of a college. I would recommend considering Stefan for any project that involves strategic planning, communication or digital marketing.
I have worked with Stefan and have learnt a lot from him. He has extensive knowledge in digital marketing and he is keen to share his passion for the kind of deep audience insights that digital marketing can offer. ...MoreI have worked with Stefan and have learnt a lot from him. He has extensive knowledge in digital marketing and he is keen to share his passion for the kind of deep audience insights that digital marketing can offer.
His enthusiasm for marketing is infectious and he is a joy to work with.
Stefan is a valuable and regular source of sage advice and counterintuitive thinking. His tips on media and visibility have benefited my both clients and me and he always has an insightful perspective to share. If you get the chance to work with him, take it!
Stefan drew from a wealth of marketing and educational sector knowledge to provide suggestions, solutions and ideas which proved to be effective and beneficial to the organisation. I would have no hesitation in seeking his expertise in the future.
Stefan has a wealth of practical ideas to solve your ,marketing problems, based on a lifetime of experience in the real world. His down to earth approach is easy to implement and he's very adept at saving money, helping you focus on marketing that will get you new clients or more business
Having experienced a wide range of corporate marketing "experts" over the years, Stefan offers a very different cool and pragmatic approach. Without looking to simply throw money at the problem, he finds different ways and I've seen some great results.....