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5 conseils de pros pour réussir à vendre votre formation

Juil 27, 2019

5 conseils de pros pour réussir à vendre votre formation

Formateurs, vous vous demandez certainement comment réussir à vendre votre formation grâce au web ? Notre équipe d’experts se met à votre service pour vous aider à trouver des candidats pour votre prochain cours en ligne ou en présentiel. Découvrez nos 5 conseils d’experts pour commercialiser votre offre pédagogique et augmenter vos ventes.

 

Créez un site web dédié à la vente de votre formation

 

Pour vendre votre formation en temps que formateur freelance (lien vers article Formateur indépendant), il est essentiel de développer votre présence en ligne en créant votre propre site web. Que vous dispensiez des formations en ligne ou en présentiel, créer un site internet dédié à votre offre constitue une étape indispensable à sa commercialisation. Aujourd’hui, la plupart des candidats recherchent des projets sur internet, via un moteur de recherche ou des plateformes spécialisées (lien vers la page d’accueil Skilyo).

 

En utilisant un site web ou un blog professionnel pour promouvoir votre formation, vous allez pouvoir :

  • Faire découvrir votre formation professionnelle ;
  • Partager des extraits de cours en ligne ;
  • Parler de l’actualité de votre secteur ;
  • Présenter votre parcours ;
  • Mettre en avant vos activités et votre expérience ;
  • Partagez les avis ou les témoignages des apprenants.

 

Gardez à l’esprit que votre site web est un outil pour mettre en avant votre expertise et rassurer les futurs clients sur votre professionnalisme. Il vous permet également de créer des pages de ventes menant vers vos différentes formations, pour favoriser les demandes de devis. Enfin, un blog professionnel parfaitement optimisé en SEO permet à votre entreprise d’être visible dans les résultats (https://www.blogdumoderateur.com/seo-etapes-optimiser-contenu/) des moteurs de recherche.

 

Créez du contenu marketing gratuit pour mieux vendre

 

Rien de tel pour vendre une formation que de proposer à vos futurs clients du contenu entièrement gratuit. E-book, article de blog, vidéo, podcast, soyez inventifs et innovants pour essayer d’attirer les candidats potentiels et signer de nouveaux contrats. Voici 5 exemples de contenus gratuits à créer pour aider les formateurs indépendants à mieux vendre :

  • Créer et alimenter régulièrement un blog dédié à la formation : un blog professionnel à forte valeur ajoutée est la meilleure carte de visite pour commercialiser votre offre pédagogique. En publiant des articles dans vos domaines de compétences, vous démontrez votre expertise et booster votre présence sur le web. Vous pouvez créer des guides et des tutos, mettre en ligne des extraits de formations ou encore traiter l’actualité de votre secteur.
  • Créer des ebooks à télécharger gratuitement : de nombreux internautes sont friands des ebooks. Ces ressources gratuites permettent aux utilisateurs de trouver facilement l’information qu’ils recherchent. De votre côté, cela vous permet de récolter l’email et les coordonnées de vos clients potentiels pour les relancer par la suite. L’idée est d’écrire des ebooks pratiques qui répondent aux questions des internautes : “5 conseils marketing pour booster vos ventes”, “les outils indispensables pour apprendre une langue”, “comment être plus efficace au travail”, etc.
  • Réaliser des vidéos pédagogiques : le format vidéo séduit beaucoup les apprenants potentiels qui peuvent y retrouver les informations qui les intéressent dans une version condensée. Proposer des cours en ligne en vidéo aide les futurs candidats et apprenants à se projeter, à connaître le programme et les contenus de vos modules et à acheter votre formation plus facilement.
  • Envoyer une newsletter : la création d’une newsletter permet à la fois de communiquer sur votre activité par email et d’informer votre réseau sur vos nouvelles formations. Vous pouvez aussi partager l’actualité de votre secteur ou relancer vos clients. Cet email marketing permet de fidéliser votre clientèle et de garder le contact avec les apprenants ou les décideurs après une formation.
  • Enregistrer un podcast : ne sous estimez pas le pouvoir de l’audio dans la formation. Actuellement, les podcasts ont le vent en poupe et de plus en plus de collaborateurs en sont friands. Ces séries audios accessibles sur Deezer, Itunes ou Spotify traitent de tous les sujets et permettent de se former facilement dans les transports avant d’aller travailler ou le soir dans son canapé.

 

Développez un tunnel de vente pour votre formation

 

Vous avez certainement déjà entendu parler du fameux tunnel de vente, ce parcours mis en place par une entreprise pour transformer un prospect en client. Excusez ces termes un peu trop marketing, mais il s’agit bien aujourd’hui de vous aider à mieux vendre votre formation.

 

L’entonnoir de vente ou “sales funnel” est tout simplement une vision du parcours client. Il s’agit de construire un scénario comprenant différentes étapes qui vont mener petit à petit un utilisateur à acheter votre formation.

 

Finalement, vous devez vous poser cette question : quelle mécanique de vente vais-je mettre en place pour arriver à remplir facilement mes sessions de formation ? Vous allez devoir réussir à combiner efficacement des techniques de commercialisation classiques (cartes de visite, flyers, participation à des salons, réseautage) avec une stratégie de marketing en ligne.

 

Cela vous paraît compliqué ? Effectivement, cela demande de la réflexion et un peu de travail, mais certains parcours de vente très simples peuvent vous permettre de transformer un prospect en apprenant pour votre prochaine session.

 

Vous pouvez par exemple proposer un contenu gratuit type ebook, via un optin installé sur votre site. En téléchargeant ce bonus, l’utilisateur vous communique son adresse e-mail. Cela vous permet ensuite de lui adresser une série de messages contenant par exemple des conseils pour se former sur telle ou telle thématique. Enfin en bout de course, vous lui proposer de s’inscrire à votre formation payante cette fois-ci.

 

Travaillez votre argumentaire pour mieux vendre votre formation

 

Vendre une formation, ce n’est pas vendre un aspirateur ou une voiture. En effet, la formation n’est pas tout à fait un produit comme les autres. Vous vous en doutez évidemment, mais il est important de le préciser, car cela change beaucoup de choses au moment de construire votre argumentaire de vente.

 

Avant de trouver les bons arguments pour vendre une offre pédagogique, vous devez vous intéresser aux profils de vos apprenants. Normalement en tant que formateur, vous êtes déjà passés par cette étape en construisant le scénario pédagogique de votre formation. Mais si ce n’est pas le cas, il est important de bien connaître vos apprenants en définissant plusieurs personas qui vous permettront de cibler leurs attentes (https://fr.mailjet.com/blog/news/persona-marketing/) et leurs besoins.

 

Et ensuite, comment mettre en avant la qualité de votre formation et la valeur ajoutée de vos contenus ? Tout simplement en travaillant votre script autour des points forts, des avantages et des bénéfices concrets que pourra tirer l’apprenant des cours dispensés. Par exemple si vous proposer une formation pour les managers, vous pouvez axer votre communication sur : 

  • la constitution d’une boîte à outils opérationnels ;
  • la recherche de solutions concrètes applicables immédiatement sur le terrain.

 

N’oubliez évidemment pas de parler des tarifs de vos prestations (lien vers l’article Fixer le juste prix de vos formations). Vous pouvez également aborder les financements possibles (lien vers l’article sur le CPF) et comment en bénéficier. Cela peut constituer un excellent argument de vente.

 

Enfin, rappelez-vous encore une fois que vous ne vendez pas un produit mais une prestation de service à forte valeur ajoutée !

 

Utilisez une plateforme de mise en relation pour vendre votre formation

 

Pour mettre toutes les chances de votre côté et donner plus de visibilité à votre activité de formateur indépendant, il existe des plateformes de mise en relation comme Skilyo. Notre réseau de professionnels permet aux formateurs de déposer leurs projets et aux clients de trouver la formation qui les intéresse, près de chez eux. C’est un levier très intéressant pour augmenter vos ventes.

 

Notre communauté de formateurs vous permet également d’échanger avec vos pairs et de trouver des ressources pédagogiques et des solutions concrètes aux questions que vous vous posez. Inscrivez-vous (lien vers la page Inscription), c’est gratuit !

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