Company looking for individual with developmental disabilities, autism and/or history of aggressive behaviors. Extensive history of hospitalization preferred. Mental health issues also okay. Apply on line.
Shift in focus…
Traditional
• Sees limited job market
• Hears “We do not have any jobs open”
• Identifies jobs through existing positions
Customized• Sees job possibilities
everywhere• Hears “We do not
have any jobs open NOW”
• Identifies jobs through creativity, observation, proposals & relationships
Source: Safety Management, June 2012 & NOD 2010 HarrisSurvey
Business CasePeople with disabilities and their network
represent $1 trillion dollars of buying
power
Instills Customer
Loyalty
View companies that hire people with disabilities more
favorably than those that do not
Universal Hiring Rule
An employer will hire any applicant as long as s/he believes it will bring more profit than cost to their business
Employee traits employers want…
1. Reliability/dependability
2. Availability/flexibility
3. Productivity/Quality
(Owens, 2007)
Personal Sphere of InfluenceGirard’s Law of 250The people you know – people who are directly or indirectly part of your life
•Immediate family – distant relatives•Close friends – casual acquaintances•People with whom you do business – mail carrier, plumber, tailor, barber, dry cleaner, deli counter clerk, gas station attendant, etc.•People who do business with you – family members, other businesses, school personnel, etc.
• Not a sales call…it’s about connecting & developing relationships
• Go where employers are (business groups, activities, etc.)
• 24/7 effort – everyone’s job!• Networking opportunities can
happen anywhere, anytime• Networking is a two-way street• Have an “elevator speech”, ask
good questions, be interested and follow up
Networking
1. Conversation. The goal is not to deliver your 60 second advertisement; it’s to have a two-way conversation. A successful pitch is where the other person relaxes and says “Interesting. Tell me more.”2. Short. An elevator pitch is NOT a sales pitch. Think 30-45 seconds or less!3. Everyday Language. Avoid words like “synergy”, “optimize”, “efficiency”, “ROI” and so on. These words SCREAM “sales pitch” and will have the person looking for the exit signs (or get off on the next floor!)
Elevator Speech Essentials
This….Hi, my name is Ziva and I work for Rehabilitation Inc. We are a supported employment agency and help individuals with disabilities obtain meaningful and productive employment in the community. I was wondering if you have any openings?
Or This….Hello, my name is Ziva and my company provides area businesses with employee recruitment and retention support. Much of our success comes from learning about the hiring needs and expectations of businesses. Would you have time next week to schedule a 20 or 30 minutes so that I could learn more about your company?
Features vs Benefits
Features describe the product or serviceBenefits explain what the user gains form the features
People buy only benefits.Rarely do people buy features.
Sell Your Services: Features to Benefits
Agency Features
Employment Consultant
Applicant Screening
Training and Consultation
Applicants
Benefits for Employers
Single point of contact
Recruitment assistance Pre-screened applicantsReduced recruitment costs
Customized response to HR needsEducating employers in managing a diverse workforce
Expanded pool of talent and laborIncrease diversity (to include disability)
Feature: Recruitment Assistance
Benefits:•Provide assistance finding quality applicants•Reduce costs for recruiting and advertising•Because we take time to learn about your company to understand your hiring needs and qualifications help make the best possible job matches (knowing your needs and expectations paired with the extensive knowledge about our candidates helps take most of the guess work out of hiring)
Feature vs Benefit Example
Candidate Features and Benefits
FeaturesTypes 33 wpm with
100% accuracy,
Trained on Microsoft Office
Organized, punctual, focused
BenefitsIncreased
quality/increased overall productivity
Good back up, makes workload of others easier
Will get work completed when needed
• Introverts can use the written word and referrals to get the ball rolling – Email– Online social networking, blogs, discussion groups,
listservs, etc.
• Refer to networking as “gathering information”, “having coffee” or “building a few in-depth relationships” with someone.
• Talk to people you already know well to get job leads (i.e. your sphere of influence!)
Networking for Introverts
Two Types of Informational Interviews:•Information•Advice & Suggestions
Good reasons to conduct informational interviews: •to explore industries and careers•to discover employment opportunities that are not advertised •to expand your professional network •to build confidence for employer meetings•to access the most up-to-date career information
Informational Interviewing
• What does the business need from you?
• What are their key employment issues?
• How do they make employment decisions?
• Who are key decision makers?• Are there underlying issues (hidden
agendas)?• What is their history (have they hired
individuals with disabilities or worked with agencies in the past?)
Identify what you need to know:
Be on the Look out for…
• Duties that might be performed in a different way
• The degree of flexibility of the workplace
• Seasonal fluctuations• General problem
areas
• Possible ways to improve work flow
• Employees doing important yet non-essential tasks
• Core staff who struggle to manage work loads
• Unhappy customers
How can we help employer to...•Increase workforce effectiveness and efficiency?•Fill gaps in the workplace?•Reduce costly or inefficient temporary help and overtime wages?•Increase customer satisfaction?
Value Proposition Questions(WIIFM)
• When is the company busiest: each day, during the week, during the year?
• Are there tasks that could be done more efficiently or more often?
• Are there tasks not getting done because no one has the time?• Are there tasks that take employees away from their more critical
job duties? (areas of expertise)• Do you have employees working overtime?• Are there tasks for which you use temporary employees?• If you could have help with anything, what would it be?• If your employees could have help with anything, what do you
think it would be?• What is the biggest challenge your business or industry faces in
its day-to-day operations?
Sample Networking Questions
Follow up!•Nurture Connections (value-added networking) – look for opportunities to help them•Be a resource/Introduce to others•Keep track of contacts (jibberjobber.com)•Handwritten thank you or e-mail •Should be called “Great to meet you because…” or “Here’s how we can help your business” letter
Most overlooked part of Networking…
Develop a proposal to present to the employer outlining candidate’s skills and how they will benefit the employer.
Describe the candidate’s features and benefits!Make modifications and revise the proposal if needed.Develop an individualized job description, if appropriate
Employment Proposal
Customizing Positions vs Job “Carving”
Job Carving• Focus on “Can’t”
• Highlights not “full” or “real” job
• Difficult to sell
• Sends bad message
Customizing• Focus on “Can”
• Presents full job, meeting needs of business
• Makes sell easier
• Sends message of competence
• Enjoys people• Basic reading skills• Number recognition• Likes to use his hands• Interested in retail • Likes to be organized• Physically strong • Likes to move around
Meet Colin – Positive Personal Profile
Ross Dress for Less Needed Help!Shoe department a mess – receiving customer complaintsRegular shoe shipments stocking up in the back
1. Informational Interview - refined task list based on observed needs
2. Compared task list with Colin’s Positive Personal Profile to determine match
3. Set up “working interview”4. Presented employment proposal to
Ross Department Store manager5. Negotiated terms of employment
Colin’s Skills• Physically strong• Number recognition• Likes organization and
to use his hands • Enjoys moving around
Refined Task List• Receives and unpacks
shoe shipments• Sorts shoes into size
categories• Censors and tags shoes• Delivers shoes to proper
rack on sales floor – and retrieves returned shoes
Employment Proposal
ColinStock Assistant, Ross Dress for Less
Benefits to Ross Dept. Store•Fewer complaints from customers•Ross work flow was reorganized in a way that was sequential to assist Colin do his job – and created a smoother operation for other staff•Improved customer satisfaction, increased sales
Mattie
Position: Administrative Assistant
Duties: Various clerical tasks such as collating, revising student files, shredding, stuffing envelopes for payroll
Charlie, 20 years old•No work Experience•Participated in day programs all his life•Non-verbal•Very happy
Position: “Dead Header”Duties: Pull the dead leaves off plants
Created position – Unmet needsTop 10 Job Development Tips
10. Involve the job seeker whenever possible9.Develop a features and benefits list based on candidate skills & interests10.Identify and use personal and professional networks (yours, job seeker, their family…)11.Join and participate in business groups/ events (or create your own business events)12.Develop a features and benefits list of your services (not your “program”!)
5. Develop a good “elevator speech” and practice it on anyone who will listen!
4. Involve business - establish business relationships before a job is needed
3. Conduct informational interviews with businesses to identify needs
2. Always say thank you and follow up
Top 10 Job Developer Tips (cont.)
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