Instructions on Marketing Training Courses to Businesses

Instructions on Marketing Training Courses to Businesses

SELLING THOSE BUSINESS BABY COURSES, LIKE A BOSS 💼👨‍🏫💰

Ready to take your on-demand online courses, live workshops, or hybrid blend to the next level? Sell 'em like a pro to corporate and business clients! With the COVID-19 pandemic, businesses have seen the benefits of quick, micro-learning, self-study online courses, and it's time for you to jump on the bandwagon.

In our recent webinar series Level Up with Plus, we chatted it up with Sarah Cordiner, one of our longest-standing training wizards about strategies she uses to sell B2B courses to Fortune 500 and ASX-listed companies worldwide. Don't miss out - sign up for instant access to this 4-part series here!

Sarah's got over 14 years of experience in the B2B space for both government and corporations, delivering training, and has personally acquired and delivered training projects worth over $8 million! So, listen up, as she shares insights on how to sell your courses to organizations and businesses.

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Creating vs. Selling: B2B vs. B2C Courses

When dealing with individuals, you're selling straight to the end-user (B2C). In the B2B world, things get a little spicier as you can get more creative in customizing how you sell and deliver your course, and the added goodies you can offer your student-takers.

If your heart is set on selling to corporations, you can take 2 distinct selling paths:

1. Selling to individuals within the company who purchase the courses themselves (great for companies that offer an education or skills allowance for each employee).
2. Selling the company bulk licenses that they can distribute to their staff.

A key difference between creating a B2C course and a B2B course? B2C learners are okay with generic training not tailored specifically for them. However, in the B2B world, there's an expectation that the course content and delivery will be contextualized to the organization's needs.

This may include:

• Reskinning your course to match the organization's branding
• Adding administrative users for analytic reporting
• Offering certification options upon course completion

You may also need to adjust the examples in your course content to organization-specific ones to help them relate. It's all about making them feel like the content is speaking straight to them and not just another run-of-the-mill training course.

Learn More: Check out the Bulk Sell App to unlock B2B course sales

Finding High-Paying Clients

Once you have a basic course prepared, it's time to dig up potential corporate gems to pitch and sell your courses to at scale. First, zero in on a niche or industry you'd like to work with and search for organizations within that field. After that, compile a list of all the organizations you could approach. Don't forget to consider the geographic areas you'd like to focus on, too!

When you've got your top picks, ask yourself:

1. What specific problems do they have that your course will solve for them?
2. Who has the authority to make decisions (e.g., Training Manager, HR, Workforce Development Manager, or Head of Training)?
3. How can you best connect with them? (e.g., networking, conferences, social media, job sites, phone, email)

To grab their attention, consider speaking at conferences or doing mini-talks and workshops on your topic for networking groups or associations within your niche. Be sure to pitch your course to event attendees when the moment is right!

Remember, the person you meet at the HR or Training department is your client, not the employees within that organization.

Find more tips here on how to create a profitable B2B course

Crafting a Training Proposal for B2B Clients

You'll be writing tons of proposals for corporations and businesses in the B2B context. Sarah suggests a straightforward format for writing proposals:

1. Cover page: Include your and the client's logos
2. Contents page: Add a table of contents when the proposal is more than a couple of pages
3. Introduction: Focus on your client's needs and problems, and how you can solve them with your topic
4. Scope: Explain what you offer, including options for purchasing your course and your expertise
5. Proposal: Detail your offer, including pricing, course content, learning objectives, and delivery formats
6. Benefits: Emphasize the benefits and expected outcomes for the client and employees
7. Course Curriculum: Include a summary of the course content, including learning objectives, and the delivery formats
8. Options: Detail any additional options, add-ons, or extras with your courses
9. About the Facilitator: Include bios for all key course instructors
10. Terms and Conditions: Outline what's included and not included in the purchase, including any commitments, payment terms, renewals, and necessary legal info
11. Signatures: Sign and add client's signature when they're ready to go
12. Contact details: Include important contact details, and possibly in the footer of each page, for easy access

Ensure the entire proposal is professionally designed, clean, and submitted in a PDF format, not a Word doc or within an email. Include page numbers, footers, and signatures throughout the PDF document.

Packaging and Pricing Your Offering

Pricing your training and courses can be a tricky dance, but knowing what others in the industry are charging can help you find your sweet spot. When pricing, consider your qualifications, expertise, and the delivery method of your course.

A "per head" rate with bulk discounts for multiple users can be an effective pricing strategy. Here's an example Sarah shared:

• Individual registrations: $97 each
• Bulk discount for 10 users: $77 each (total: $1,540)
• Bulk discount for 50 users: $57 each (total: $2,850)
• Unlimited users within the organization: $5,500 per month

Are you ready to level up your online courses and sell 'em to businesses and organizations like a pro? When you join our Plus plan, our experienced team will guide you in organizing and customizing your online courses for a seamless B2B selling experience.

Ready to make the switch to Plus? Book a call with our Solutions team and get started today!

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1. To enhance your online courses and monetize them effectively, consider the B2B space, where you can tailor your course content to the specific needs of organizations.
2. Take advantage of the growing demand for quick, micro-learning, self-study online courses, especially in the corporate sector in light of the COVID-19 pandemic.
3. With subject matter expertise and the right strategy, you can sell your courses to Fortune 500 and ASX-listed companies worldwide, as our training wizard, Sarah Cordiner, demonstrated.
4. Expand your B2B course sales opportunities by identifying high-paying clients within a specific niche, crafting tailored proposals, adjusting course content for organizations, and networking effectively with decision-makers.

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