Navigating GoToWebinar Instructor Webinar

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3 Navigating GoToWebinar Instructor Webinar Webinar Instructions This control box will be in the top right hand corner of your computer screen Click the orange arrow to expand the control box

4 Navigating GoToWebinar Instructor Webinar Webinar Instructions Once expanded, you can use this panel to: Raise your hand if you have a question View the presentation in full screen mode Ask questions to staff by typing in the chat area Adjust audio settings

5 Meet the Presenters Instructor Webinar Kim Mader Instructor Administration Manager Charlie Carr Founder of PEC Safety Billy Lambertson Business Development Manager

6 Activity Credit Instructor Webinar Each Instructor able to participate in the live webinar will receive one Activity Credit You must stay active/live for the entirety of the webinar PEC Safety will upload a certificate of completion in your Instructor Portal under Activity Credits, Meetings and Conferences category You will have access to download and save this certificate within 5 business days of completing this webinar

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9 Agenda Overview PEC Safety History Who We Are PEC Safety Delivers How PEC Safety is Helping You Sales Tactics How to Speak to Your Customer s Needs Product Features vs Product Benefits Drawing a Connection Between Product Features and Benefits Overcoming Objections Marketing Tools Client Targets Client Engagement Utilizing Available Tools to Keep Your Clients Engaged Referral Representative Program Preview Coming Soon!

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11 PEC Safety is a SAFETY company! Instructor Webinar

12 PEC Safety is a great team with a passion for customer service. Instructor Webinar

13 We have a passion for safety and customer service is and will remain at our core. Instructor Webinar

14 We have a laser focus on standardization. Focus on standardization reveals opportunities and shows us what we should and should not do. Both are equally important!

15 We have the broadest and deepest interconnected safety network in our industry! Instructor Webinar

16 Interconnected Safety Network Instructor Webinar

17 Networks are some of the most powerful forces in business. Instructor Webinar

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19 PEC Safety Delivers PEC Safety s Business Development Team Mandeville, Louisiana Houston, Texas San Antonio, Texas North Dakota Utah PEC Safety is expanding the number of regional representatives nationwide

20 PEC Safety Delivers We work with and target participating clients (operators and large contractors) to require PEC training programs During contractor information meetings we explain the features and benefits of our training programs and how they can contact you to receive appropriate training

21 PEC Safety Delivers PEC Safety sends out monthly Core Refresher reminder s to PEC Instructors PEC Safety participates in: Conference Meetings Seminars Through the entirety of the year we attend these events to make valuable connections Entering into new industries such as: Construction Pipeline

22 PEC Safety Delivers PEC Safety provides many tools to help our Instructor Network better sell and market our training programs: Redesigned Instructor Portal Redesigned Instructor Map Availability of Marketing Materials in the Instructor Portal

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24 How to Speak to Your Customer s Needs Sales Tactics

25 Connect the Dots for the Customer How to Speak to Your Customer s Needs Create a list of features and benefits of your products: You provide a standardized safety orientation or training program recognized throughout the industry Contractor badging system students gain when they take a PEC Safety course Track Training via PEC Safety s Advanced Training Tracker and PEC Card.com where all PEC training is automatically entered and 3 rd party training/certificates can manually be entered

26 Learn Your Customer Demographic How to Speak to Your Customer s Needs Different benefits are important to different customers What training would work for their company? How much time does the company have available to send employees through training programs? How many employees need training? Do they need to meet a participating client s needs/requirements?

27 Product Features vs Product Benefits Sales Tactics

28 What is a Feature and Benefit? Product Features vs Product Benefits FAB Feature Advantage Benefit Feature A feature is a surface statement about the product, such as what it contains Advantage An advantage draws the connection between a feature and a benefit with the phrase which means Benefit Benefits show the end result of what a product can actually accomplish for the end user

29 Drawing a Connection Between Features and Benefits Examples Sales Tactics

30 Which Means Examples Drawing a Connection Between Features and Benefits Standardized Safety Orientation is Recognized Nationwide which means Orientation Will Meet Multiple Participating Client Requirements

31 Which Means Examples Drawing a Connection Between Features and Benefits 3-days of Core Compliance Training Does Not Have to be Taken Consecutively which means You Have the Ability to Train Around Your Employees Schedules

32 Which Means Examples Drawing a Connection Between Features and Benefits Core Compliance Training Program Covers 25 OSHA CFR s in 3-days which means Your Employees Will Receive Most Training Requirements in the Shortest Amount of Time

33 Which Means Examples Drawing a Connection Between Features and Benefits Core Compliance s Training Course Content is Regularly Updated which means Your Employees are Receiving Updated Information and Training

34 Which Means Examples Drawing a Connection Between Features and Benefits Core Compliance Offers a Yearly Refresher which means Your Employees Will Remain in Compliance and Will Gain Additional Knowledge on New Industry Standards and Regulations

35 Overcoming Objections Sales Tactics

36 Client Objections and Instructor Responses Overcoming Objections Do not discount what the client has to say Acknowledge the client s objections Then provide appropriate response and/or feedback Request feedback regarding the responses you are giving your client

37 Client Objections and Instructor Responses Overcoming Objections Client Objection Core Compliance takes too much time. Acknowledge Their Objection I understand your contractor s time is valuable, but Core Compliance is a 3-day training course that does not have to be consecutive. Final Instructor Response It can be broken up over 90 days which will allow you to work around your employees schedules and site specific work obligations.

38 Client Objections and Instructor Responses Overcoming Objections Client Objection We have our own in-house orientation. Acknowledge Their Objection Having your own orientation in place, shows you are a safety focused company. Final Instructor Response However, Basic Orientation is accredited by both SafeLandUSA/SafeGulf providing your employees with an industry recognized best practice awareness orientation in just a 1-day class.

39 Client Objections and Instructor Responses Overcoming Objections Client Objection You cannot receive that much training in just three days. Acknowledge Their Objection I appreciate your concern but, Final Instructor Response Core Compliance was developed to remove redundancy of training and appropriately covers 80% of training requirements for contractor management networks. This allows ease of compliance for contractors and saves time and the need to take additional training programs.

40 Client Objections and Instructor Responses Overcoming Objections Client Objection We are already utilizing an alternative H2S training program. Acknowledge Their Objection It is great that you are currently training your employees in the hazards of H2S. Final Instructor Response One unique thing about the PEC H2S training program is that all training is done by our authorized PEC Instructors, training is tracked, and is automatically entered into our databases. Training can be verified through AdvTT and PECCard.com.

41 Client Objections and Instructor Responses Overcoming Objections Client Objection Core Compliance is too expensive. Acknowledge Their Objection On the surface I can certainly understand why you may have a bit of sticker shock when it comes to the cost of Core Compliance. Final Instructor Response We have done the research and know that if you were to try and achieve the same level of training Core Compliance offers, it will take your employees double the time and cost you more money.

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43 Client Targets Marketing Tools

44 Who Should You be Targeting? Client Targets Target existing clients by: Offering them new PEC safety training courses Basic Intro to Pipeline H2S End User Train the Trainer Discounted H2S Train the Trainer offer ends December 31, 2015 Train the Trainer Courses 90% of our Instructors with 3rd Party Training Providers have not signed up for or attended the H2S Train the Trainer 61% of our Instructors with 3rd Party Training Providers have not finished the Train the Trainer exam for Basic Intro to Pipeline

45 Who Should You be Targeting? Client Targets Target existing clients by: Letting them know what new PEC training courses are coming down the pipeline Coming Soon! New Basic Orientation New Core Compliance Construction Basic Orientation Refresher Remind your existing clients to keep their employees training up to date by taking their yearly refresher training

46 Client Engagement Marketing Tools

47 How to Keep Existing Clients Engaged? Client Engagement Send out news/updates in regards to safety training courses Send out information on what is going on in the industry, specifically what could be effecting their regions with possible training they could utilize in regards to this information Send out weekly/monthly safety tips to keep an ongoing connection with clients

48 Utilizing Available Tools to Keep Your Clients Engaged Marketing Tools Please note some of these marketing tools are free of charge while others are not.

49 PEC Instructor Portal Utilizing Available Tools to Keep Your Clients Engaged Access copies of all training materials you are authorized to teach Each time a training material is updated the new copy will be available for download Download copies of your Instructor certificates Download PEC Safety, SafeLandUSA, and SafeGulf logos to utilize on your website and materials Download marketing handouts to utilize when selling a client on PEC training Visit the news feed for information regarding PEC training Important FAQs and contact information is also located in your Instructor Portal

50 Constant Contact and MailChimp Utilizing Available Tools to Keep Your Clients Engaged Marketing Services Constant Contact MailChimp tools where you can send out mass s to your clients keeping them engaged with upcoming training programs that you are able to provide, refresher notification s to students, etc.

51 SCORE Utilizing Available Tools to Keep Your Clients Engaged Consulting Services Free business services Consulting provided online or face to face Educational webinars or videos are available Sales/marketing tools available Funded by the Small Business Administration

52 Bitrix24 Utilizing Available Tools to Keep Your Clients Engaged Tracking Tool Task management Document sharing Time tracking Can be integrated into a social interface for maximum efficiency of communications and work

53 Google Calendar Google Maps Utilizing Available Tools to Keep Your Clients Engaged Gmail Account/Calendar Set up a free Gmail account to send out s and utilize your google calendar to personally set up your training schedule and set up notifications of when your students will need refresher courses Google Maps Make sure your facility is listed on Google Maps so it is easy for your students to locate you

54 Other Useful Tools Utilizing Available Tools to Keep Your Clients Engaged Create or update your company website Utilize social media LinkedIn Facebook Twitter, etc. Generate a proper phone message/ answering system (voic ) Visit OSHAcademy for additional HSE training:

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56 Referral Representative Program If you are interested in participating in PEC Safety s Referral Representative program please visit: