Please don’t take that next course, training or certification program – before you read this article.
One of my clients, Sarah, called today. She is an acupuncturist who is just getting her practice off the ground. She came across a training program in yoga and meditative techniques that she really wanted to register for. She wanted my opinion as to whether she should take it. I get this question all the time from my clients – should I take this new training course because I really want to, or will it take away from my current business? This question is especially pertinent to coaches and health professionals – individuals who feast on learning new skills.
Another one of my clients, Pam, called last week. She is a photo-journalist. She was interested in pursuing a masters training program in a special kind of photography – a program that she thought would increase her credibility with her clients.
So how do you decide if doing another training course is the right decision for you and your business?
Here’s a 3 Step Decision Making Approach:
1. Get really honest with yourself about the purpose of the course. Is it for your own pleasure or will you be able to EASILY wrap it into the business that you offer.
Let’s start with pleasure. If you are at a time in your business when there is a lull or when cash flow is plentiful, then by all means go and enjoy! Or if you are facing burnout and need to take care of you, go for it. But if you are in the middle of building your practice or launching a new product, it is not the right time to leave and get distracted with learning something new.
And if you aren’t bringing in the cash flow to pay for the program, then it might be more practical to invest in the tools and strategies you need to build your business. That way you can easily pay for an extra training course a year or two down the road. Besides, starting and growing a business is the best personal development vehicle I have ever seen. I have seen women who come to me in fear and end my programs standing in front of rooms filled with 30 people. If you are looking for a way to transform yourself and your life – delve deep into learning everything you can about your business. Yes, it will all come up – your inner demons, the time those girls said no to you on the playground, your issues with your mom. And you’ll work through them and be able to show off a thriving business as a result.
If you feel as though you’ll easily be able to wrap it into your business – get clear on how that will work. In this market, specialty expertise is king. As I told Sarah, offering her clients yoga and acupuncture might confuse them. Plus she cuts off referrals from yoga teachers and studios if she is offering her clients yoga services. Make sure that you aren’t just trying to be the Jack of All Trades in your profession. You’ll attract more clients (and make more money) as an expert in your silo of business.
Here’s an example of a training that did work well: my client Samantha, who is a weight loss expert, just did an extended training with an expert who taught her how to implement a rapid weight loss protocol with her clients. Samantha immediately turned that investment into clients by advertising to women who are engaged. She gained the investment back within six months.
In the case of Pam, I asked her what was driving her need to get more credibility. She responded that it would help her to attract more clients. Pam is a new Platinum client, so I asked her if she had started to execute on the 4 clients in 30 days strategy that we had developed together during her one-day intensive. She finally admitted that she was scared. She’d much rather go get more training than put herself out there to new people who could potentially reject her.
We worked through that fear together and it wasn’t long before Pam had her 4 new clients and was using that extra cash to get massages instead of paying dues to another training program.
2. Make a decision about this new training program and determine your ROI.
If you’ve used the analysis above and realized that you just want to escape your business or that you are trapped by fear – then get thee to a business coach or mentor to help you get through your fears and give you a step by step plan to build your business.
If you’ve decided that you can definitely use the training and incorporate it into your business, then it’s time to determine a return on investment plan, monetarily and otherwise.
If the training costs you $3,000, and you know that you could increase the cost of your programs by $300, then you’ll need 10 clients to break even on your investment. How long will you give yourself to get those 10 clients? I generally suggest giving yourself about a year from the end of the training program at the most. I personally like to recoup my investments before the programs themselves are over, but it is up to you.
Also determine what other outcomes you would like from the program – the intangibles – more confidence, greater peace, more security, etc.
This kind of plan and clarity will motivate you to get to every class, ask questions and get involved in a way that you wouldn’t have otherwise. It’s the best way to really absorb the information and put it into place as quickly as possible. You’ll be the teacher’s pet before you know it.
You also may want to run your goals by your instructor and get her support to help you get there.
3. Give it your all in the program.
This goes for whatever training program you choose, whether it be business, yoga or other. Once you’ve committed to your goals for the program, then step into the program with all of your power. I’m always surprised by how many of my clients don’t take advantage of all the elements of the programs that I offer. Please take advantage of your teachers and guides – there is no reason to struggle through the program alone.
Follow these three steps and you’ll find that you’ll never jump into a training program again without having a plan – and you won’t have any regrets. Let me know what you think by putting your comments below.
