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Comment fixer le bon tarif quand on est formateur indépendant ?

Sep 2, 2019

Comment fixer le bon tarif quand on est formateur indépendant ?

Connaissez-vous le tarif d’un formateur indépendant ? Il est souvent difficile de répondre à cette question, surtout lorsque l’on débute dans la profession. La rémunération du consultant ou du formateur freelance dépend à la fois de l’expérience, de la rareté de l’offre et du secteur d’activité. Découvrez nos conseils pratiques pour réussir à fixer le prix de vos formations.

 

Combien gagne un formateur en freelance ?

 

Les salaires et rémunérations observés dans le secteur de la formation professionnelle en France peuvent varier du simple au triple. Il est donc difficile de savoir exactement combien gagne un formateur indépendant. Toutefois, même s’il n’existe pas de grille de salaire pour le métier de formateur, le revenu annuel moyen d’un salarié ou d’un freelance se situe aux alentours de 30 000 € brut.

 

Ce niveau de rémunération est à ajuster en fonction de l’expérience, du niveau d’expertise et du secteur d’activité. Ainsi, certains professionnels reconnus peuvent prétendre à une rémunération annuelle brute dépassant les 50 ou 60 000 € brut. Mais ce niveau de salaire reste tout de même assez exceptionnel.

 

Dans un secteur en pleine croissance où la concurrence est rude, certains formateurs débutants (lien vers article les bases de la formation) n’atteignent même pas le SMIC certains mois. C’est généralement la situation des professionnels qui débutent. Heureusement, ce n’est pas le cas tout au long de l’année, car la rémunération mensuelle du formateur indépendant varie en fonction des besoins et des demandes des entreprises. Vous devez donc toujours anticiper les périodes creuses !

 

Mais ce que vous ne devez pas oublier, c’est que les entreprises auront toujours recours à des formateurs. Tant que les salariés auront besoin de monter en compétences ou d’évoluer dans leur carrière, on aura toujours besoin de vous. Bonne nouvelle, vous ne trouvez pas ?

 

Formateur : comment calculer votre tarif journalier ?

 

Tout formateur indépendant se retrouve face à cette question : comment définir mon tarif, comment fixer le prix de ma formation ? Symboliquement, fixer le prix d’une prestation de formation revient à définir sa propre valeur et il n’y a rien de plus difficile que cela. Mais heureusement, il existe des critères très objectifs pour calculer son tarif journalier : l’expérience, l’expertise, le secteur d’activité, etc.

 

Pour définir de manière correcte le tarif du formateur indépendant, il faut être capable d’analyser le coût global d’une formation. Dans la tête de vos clients, votre prix représente uniquement la prestation de formation à proprement parler. Autrement dit, le temps que vous allez passer au contact des stagiaires. Mais en réalité, vous devez prendre en compte toutes les autres tâches à accomplir lors de la phase de préparation de votre module. Vous devez également inclure vos charges, vos déplacements, vos congés,…

 

Rémunération du formateur indépendant : qu’est-ce que le TJM ?

 

Le TJM ou tarif journalier moyen est une notion que tout travailleur indépendant doit connaître. Pour faire simple, il s’agit de la rémunération moyenne que vous allez percevoir pour une journée de travail. C’est simplement une référence qui va vous permettre de vous projeter et de fixer correctement le prix de vos formations.

 

Pour définir votre tarif journalier de formateur ou de consultant, vous devez commencer par définir le revenu minimum que vous visez. Ce montant doit évidemment prendre en compte toutes vos charges fixes : taxes, impôts, loyer, abonnements, prêt éventuels. Pour obtenir votre TJM, rien de plus simple, il vous suffit de définir votre rémunération mensuelle, d’y ajouter le montant de vos charges et de diviser par le nombres de jours ouvrés du mois (généralement 22 jours).

 

Exemple : vous souhaitez toucher une rémunération de 3000 euros, vous avez 950 euros de charges mensuelles.

 

(3000 + 950) / 22 = 179

 

Inutile de vous rappeler que la perspective de travailler 22 jours par mois comme indépendant est très (vraiment très) optimiste. Il est ainsi peu probable que vous arriviez à facturer ce volume, surtout en démarrant votre activité libérale. Pour être rentable, mieux vaut partir sur une projection à 10/15 jours de travail effectif par mois. Et dans ce cas là, votre TJM sera plutôt de :

 

(3000 + 950) / 12,5 = 316

 

En bref : 3 conseils pour définir votre TJM

 

  1. Commencez par définir vos besoins : quelle est la rémunération minimale qui me permettra de payer mes factures, d’honorer mes dépenses et de bien vivre ? Une fois le calcul effectué, vous n’avez plus qu’à diviser le CA mensuel ou annuel par le nombre de jours travaillés.
  2. Faites une veille concurrentielle et observez les tarifs pratiqués par vos confrères pour vous situer. Nous allons y revenir…
  3. Prenez en compte le budget des organismes et des entreprises pour fixer votre tarif ou engager une négociation.

 

Les éléments à prendre en compte pour fixer votre tarif de formateur indépendant

 

Les charges et frais professionnels, les prix des concurrents ou l’expérience sont autant de critères à prendre en compte dans votre rémunération en tant que formateur freelance.

 

Calculez vos charges et frais professionnels

 

Trop de consultants et formateurs indépendants font la même erreur : ils ne prennent pas en compte leurs charges professionnelles dans le calcul de leur rémunération. Pourtant entre les frais de déplacements, les différents abonnements, les frais d’impression, les repas, l’hébergement, vos charges peuvent peser lourd dans la balance. Il est donc essentiel de les intégrer dès le départ dans le calcul de votre rémunération.

 

Avant de définir votre tarif de formateur auto entrepreneur, estimez le plus précisément possible vos charges mensuelles.  Négociez également la prise en charge de vos frais professionnels avec vos clients, surtout si vous avez choisi le régime de la micro entreprise et que vous ne pouvez pas déduire vos charges. En France, la législation vous autorise à demander une indemnité pour vos frais kilométriques, vos dépenses d’hébergement et de nourriture.

 

Enfin lors de l’élaboration de votre grille tarifaire, n’oubliez pas d’englober les différents impôts et charges à payer aux organismes collecteurs. Ceux-ci dépendent de votre statut juridique et sont à déduire de votre chiffre d’affaires.

 

Regardez les tarifs de la concurrence

 

Le prix d’une formation professionnelle varie en fonction de secteur d’activité et du format proposé. Une formation en anglais professionnel coût généralement plus cher qu’une initiation à internet. De même, un module en présentiel coûte plus cher qu’une formation en e-learning. Avant de fixer vos tarifs, vous devez donc faire un travail de veille pour analyser les prix pratiqués par la concurrence.

 

Vous ne pourrez pas fixer un prix de formation cohérent sans avoir pris le temps d’observer les offres concurrentes. Ne l’oubliez pas, c’est une étape essentielle au développement de vos prestations. Pour obtenir ces informations, vous pouvez démarcher directement d’organismes de formation (lien vers article organisme de formation) ou de formateurs freelances. En cas de refus, faites tout simplement une demande de devis sans abuser bien entendu !

 

Prenez en compte votre expérience de la formation professionnelle

 

L’expérience est un critère essentiel pour fixer le prix d’une formation et votre tarif de formateur indépendant ou consultant freelance. Si vous avez suivi notre conseil et observé les tarifs de la concurrence, vous remarquerez très vite une grande différence entre les prix proposés par les professionnels expérimentés et les débutants. Comme dans tous les secteurs d’activité, l’ancienneté paye. Il est tout à fait logique de proposer un meilleur tarif si mon expérience me permet de vendre des formations plus efficaces.

 

Comment fixer le juste prix de votre offre de formation ?

 

Le prix d’une formation ne dépend pas uniquement de son coup de production. Il dépend surtout de la valeur estimée par votre client. Pour fixer les tarifs de vos prestations, vous devez donc :

  • Réussir à estimer le ROI attendu par votre client. Un client sera prêt à payer un prix plus élevé s’il peut évaluer directement les gains pour son entreprise. N’hésitez pas à chiffrer vos offres pour faire grimper les prix : réduisez l’absentéisme de 50%, multipliez par 2 votre productivité, gagner 4x plus de prospects grâce à cette campagne,…
  • Miser sur la rareté de son offre de formation : soyez inventif et trouvez une niche, un concept ou une compétence recherchée qui permet d’augmenter vos prix. Spécialisez vous dans un domaine précis.
  • Mettre en avant la qualité de votre formation, votre expertise et votre expérience bien entendu. Vous devez travailler votre marque formateur ou personnal branding. Soyez inventif, utilisez les réseaux sociaux, animez un blog sur le formation, etc.

 

Généralement, le tarif journalier d’une formation professionnelle varie entre 500 et 2500 euros. Ce prix va évoluer en fonction du fait que l’action est obligatoire ou stratégique pour l’entreprise. A vous de mettre en avant les bons arguments (lien vers 5 conseils de pros pour réussir à vendre votre formation) pour proposer le meilleur tarif.

 

Nos derniers conseils avant de définir vos tarifs

 

Enfin, n’oubliez pas ces dernières recommandations avant de fixer votre tarif de formateur indépendant :

  • Ne vous bradez pas : fixez toujours un tarif supérieur à celui que vous attendez.
  • N’ayez pas de complexe face aux organismes de formation et alignez vos prestations sur les leurs.
  • Prenez en compte votre lieu d’exercice dans le calcul de votre prix : une formation à Paris coûte plus cher qu’une formation en province.
  • Mettez en avant tous les détails de votre offre et le “service après-vente” (suivi et coaching, ressources en ligne,…).
  • Ne négociez pas de prix à la baisse sans supprimer des prestations.
  • Pratiquez un tarif différent pour les offres catalogue et les offres sur-mesure.

 

Pour aller plus loin, vous trouverez sur notre blog des fiches pédagogiques (lien vers catégorie pédagogie) et des articles pratiques (lien vers catégorie bonnes pratiques) destinés aux formateurs indépendants.

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