What is outreach? What is networking? What do you find ... · Networking • Most important to...

8211 Woodland Ave Annandale, VA 22003

703-969-0104

www.TrainingUnlimitedVA.com [email protected]

© Training Unlimited 2011

1 www.TrainingUnlimitedVA.com

Welcome to

Presented by: Barbara Akst

Training Unlimited of Virginia, LLC www.TrainingUnlimitedVA.com

[email protected] 703-969-0104



Outreach vs. Networking

• What is outreach?  To reach beyond; exceed

• What is networking?  A supportive system of sharing information and

services among individuals and groups having a common interest

• What do you find most challenging about networking?



Networking is…

•  Value Based •  An exchange of information between you

and your contact •  Provides information that is valuable to

them as individuals  Personally  Professionally

•  Involves anticipating contact questions and delivering meaningful answers

AKST, BARBARA


703-969-0104




Understanding & Knowledge

•  Networking is an art  Requires understanding

 What your contact needs  How YOU can meet those needs

 Requires knowledge  About your product & services  About industry  About your contact



You are

Always Marketing & Networking



Three Types of Networking

Professional

Community

Personal

AKST, BARBARA


703-969-0104




Professional Networking

•  Attendance at events with other professionals that serve seniors.

•  Purpose-  Raises profile of company while learning

about competition.  Opportunities to do infomercials.  Sponsor event at your agency.

 Types of Events

 Develop relationship to partner with others.



Community Networking

•  Attendance at association meetings & events with other professionals that do not serve seniors.  Chamber of Commerce, BNI  Church groups, Social Groups  Lions Club, Rotary, Kiwanis

•  Many members are seniors/adult children. •  Educate community about senior service.

 Volunteer to do a formal educational session.



Personal Networking

•  Most important to truly understand your competition.

•  Valuable source for UNFILTERED info. •  Use contacts from every facet of life.

 Your life  Your kids life  Lives of family and friends

•  Key to personal networking = LISTEN!

AKST, BARBARA


703-969-0104




Successful Networking

• Requires goals.  Why do you want to meet people?  Whom do you need to meet?  When and where can you find them?  What do you want from them?  Know what you will give.

If you don’t know where your going, you’re never going to get there.



Association and Events Networking Requires Plan

•  Importance of having a plan •  Writing goals and objectives

 SMART goal writing  Measurable objectives

•  Characteristics of successful sales team •  Choosing the right people/places •  Implementing your plan



SMART Goals

•  Specific •  Measureable •  Achievable •  Results Focused •  Time Bound

Source: Attitude is Everything by Paul J. Meyer

AKST, BARBARA


703-969-0104




Objectives

•  Related to goals •  Observable •  Measureable •  Who •  What •  How •  When



Sample Goals

•  Increase sales to $2 M by 12/31/12. •  Secure 10 new clients weekly.



Goals vs. Objectives

•  Goal  Increase sales to $2 M by 12/31/12.

•  Objective  Schedule two home visits each day.  Attend/participate in 20 external marketing/

networking events each month.

AKST, BARBARA


703-969-0104




Goals vs. Objectives

•  Goal  Secure 10 new clients weekly.

•  Objective  Attend 15 networking events weekly.  Ask each contact five open-end questions

before sharing information about our services.  Get 20 referrals weekly.



Implement

Delegate

Objectives

Goals



Networking Process

•  Introduce yourself with confidence. •  Show character. •  Begins with the handshake. •  Gathers information. •  Shares information. •  Ends with LEAVE.

AKST, BARBARA


703-969-0104




THE Handshake

•  Ancient Ritual. •  Immediate information. Observe.

 Appearance (length, cleanliness, nails)  Sense of texture  Temperature  Pressure  Time  Style



Palm Power

•  Handshakes are not so simple! •  Three personality traits that you can learn

immediately with a ‘simple’ handshake’. •  What is your personality style?

 Dominant  Submissive  Vertical

Let’s shake hands!



Four Main Palm Command Gestures

Palm-up •  Submissive – non-threatening. •  Willingness to be subservient to another

person’s IDEAS. •  Leaves impression of your willingness to

listen and ability to guide them in proper direction.

•  Use when helping another make a decision.

AKST, BARBARA


703-969-0104





Palm-down

•  Immediate authority. •  Does not need to be parallel with ground. •  Must be pointed downward in relation to

other hand.




Vertical

•  Most effective in negotiations. •  Web to web. •  Pump three times. •  Position of equality.




Pointed with extended index finger

•  Figuratively gives message that pointer wants to have the final word.

•  Can be combined with other gestures.

AKST, BARBARA


703-969-0104




Handshake Styles

•  Knuckle Cruncher.  Earnest but nervous.  Wants to convey warmth, cause pain.  Impression that he/she lacks sensitivity.

•  Dead Fish.  Limp, lifeless hand.  Sends negative message.  Typically low self esteem.  Can be sign of dreary personality.



Handshake Styles

•  Pumper.  Overly eager but somewhat insincere.  Does not know when to quit.  Stalls because not sure of next step.

•  Sanitary Handshaker.  Barely puts three fingers in your hand.  Withdraws quickly.  Appears timid, uncomfortable, awkward.



Handshake Styles

•  Condolence Handshaker.  Comes across too familiar at first

meeting.  Clasps right arm with left hand as he/

she shakes.  Higher up the left hand is placed, the

more familiar two people are.

AKST, BARBARA


703-969-0104




Are You Open & Honest

•  Is the person you talking to open/honest? •  Do they approach with -

 Open-palm  Leaning forward  Genuine smile  Direct eye contact

•  Do they place their right hand on their heart during the conversation?



Handshake Etiquette

•  Rise to greet someone.  Shows liveliness & willingness to connect.

•  Start with eye contact & smile. •  Go for the web. •  Keep hand vertical. •  Apply moderate pressure & pace. •  Close with direct eye contact & smile.



Introduce Yourself

•  Give MEMORABLE name with handshake. •  Be prepared with ‘elevator’ speech.

 Tell talent, not title.  Use vivid, colorful language & specific words.  Teach one thing.  Relate it to person you are speaking with.  Demonstrate your character.  Include an example.

AKST, BARBARA


703-969-0104




Example

Hi, I’m Barbara, Barbara Akst. That is A K S T, a direct translation from Hebrew letters but pronounced like Axed.

I help companies just like yours empower their employees to make every inquiry call new business. Many of my clients have seen a dramatic increase in their conversion rates by showing their callers that they CARE©. The word CARE© represents why I am in business and the four steps everyone must use on every call.



Networking

LISTEN



LEAVE

•  Let go after 5 – 10 minutes. • Explain what’s on your agenda. • Appreciate your partner. • Verify the next step. • Exit with a smile and a handshake.

•  Contacts Count © 2005 Anne Barber & Lynne Waymon

AKST, BARBARA


703-969-0104




Hand Gestures

 Steeple or clasped – confident or frustrated   Eye/Ear Rub – not clear, lying   Glasses – deciding/hesitant   Nose Touch - deceptive   Mouth Cover – protection from wrong words  Chin

 Rest – finger point – interest, evaluation  Push – thumb point - opposition  Stroke – deep in thought

•  Feet Positions



Even More Fun

•  Stance  Ankles locked – holding back  One foot forward - aggressive  Hands on hips - eager  Hands in pockets – thumbs out - superior  Mixed hands – readiness & concealment

Mirror or Not?



Top Referral Sources

•  Clients/Families  Existing & Previous

•  Discharge Planners •  Hospice Agencies •  Home Health (Medicare Certified) •  Rehab Centers •  Assisted Living Facilities

AKST, BARBARA


703-969-0104




Other Referral Sources

•  Adult Day Care Centers •  Alzheimer's Associations •  Attorney’s •  Bank Trustees •  CCRC’s •  Community Groups •  Doctor’s Offices •  ElderCare Attorneys •  Geriatric Care Managers

• Independent Living Communities

• LTC Insurance Agents

• Religious Groups

• Senior Centers

• Skilled Nursing Facilities

• Social Workers

• VA Assistance Program



What Referral Sources Like

•  Knowledgeable/Smart •  Trustworthy/Honest •  Available •  Personable/Friendly/Professional •  Responsive to referral source needs •  Open to feedback •  Listen to referral source requests



Also like

•  Visible •  Not intrusive •  Develop trust by proving your agency •  Follow-up & handle problems •  Reliable •  Benefit to them & their clients/patients •  Share uniqueness of YOU

AKST, BARBARA


703-969-0104




Don’t like

•  Pushy - Aggressive •  Use Car Salesman approach •  Drop ins •  Folks who overstay their welcome/don’t

respect time •  ‘Canned presentations’ •  Overly friendly



Also don’t like

•  Too many visits •  Demanding to be seen •  Lack of enthusiasm for company •  Negative talk about a competitor •  Loud voices/personality •  Poor service



Networking Requires you to

•  Change based on your contact/situation •  Be sensitive to contact needs •  Ask questions and LISTEN

Know how you can make each contact successful and

YOU will succeed!

AKST, BARBARA


703-969-0104




See you at my booth!

Barbara Akst CEO/President

Training Unlimited of Virginia, LLC www.TrainingUnlimitedVA.com

[email protected] 703-969-0104

AKST, BARBARA

What is outreach? What is networking? What do you find ... · Networking • Most important to...

Documents

Transcript of What is outreach? What is networking? What do you find ... · Networking • Most important to...