Embed Size (px)
DESCRIPTION
Speak Up!. Andrea Johnson Community Representative aka “The Blood Lady” or “The Goddess of Bloodletting”. Speak Up!. The number one reason people do not donate blood? The number one fear of all time? - PowerPoint PPT Presentation
Citation preview
Speak Up! Andrea Johnson
Community Representative
aka “The Blood Lady” or “The Goddess of
Bloodletting”
Speak Up! The number one reason
people do not donate blood? The number one fear of all
time?Is it needles? The scary
part is the general public would rather donate blood
than do what we do!Let’s have some FUN!
Five Keys for Recruiter Success
In order for recruiters to increase units, add drives or build relationships they need to Speak Up!
Analyze Your Audience! Public Speaking! E=MC! WIFM! Closing the Deal!
Analyze Your Audience! Research, do your homework
› Don’t be afraid to ask: What do you want/need/expect?
Know who they are Treat it like a job interview – learn who
they are and have appropriate follow-up questions for what you couldn’t find
Pre-plan!› What is the speaking situation? One-on-one,
teaching situation, group presentation?
Public Speaking!
Get Ready for Audience interaction! Andrea’s motto: A boring recruiter
doesn’t get blood, but an enthusiastic one does!
Andrea’s philosophy: You don’t have to be a perfect speaker but you have to be genuine and passionate.
Public Speaking!
Broad Overview - no works cited – successful tidbits picked up along the way
Voice & Diction Eye Contact Movement Props Pet Peeves
Common Pet Peeves
Let’s name a few first
Um’s/you know what I mean
Pacing Talking too slow or
fast Arrogance, not
connecting Monotone Standing behind
podium Not aware of
mic/volume Rambling Jumping from subject
to subject Bad jokes
Andrea’s Pet Peeves
What drives me crazy !
PowerPoint dependency
Memorized presentations
Saying Thank You
What are my faults?› Too much hands› Too many crazy facial
expressions› Talk to too fast
Lets analyze me – scary!
M. D. Anderson TV
Public Speaking!
Be aware of your faults – we all have them and always seek to improve
Accept feedback Know your material frontwards
and backwards Have fun no matter what you are
speaking about
E=MC!
No this is not math class
Houston Livestock Show & Rodeo Speakers Committee - original idea I created to enhance speeches given to area schools and businesses. I have used the concept for years in blood banking.
E=MC!Captivate – Engage – Motivate
Captivate› Kick your speech off in high gear› Keep them begging for more
Engage› Don’t let them fall asleep in your speech› Keep them focused on what you want
Motivate› Close the deal› It’s about what you want, in a way they
understand
WIFM!
What’s In It For Me……… I mean the audience?
What do you mean this is a sales job?
We all have motivators or “hot buttons”
You did the research, know how to weave it in
WIFM! What are some common blood
donor/CP motivators?› Prizes: t-shirts, gallon mugs, other gifts
› Helping someone/community› Helping personal family member/friend› PR – my company saves so many lives…› Being # 1 at blood bank
WIFM! What are some common blood
donor/CP de-motivators?› Not good enough prizes› Competition between blood banks› No directed donations/credits› Recruiter turn-over/customer service› Bad sticks› Bad drives –incompatible crews
WIFM! Learn their “hot button”
and work with it The biggest recruiter
mistake of all time: Don’t focus on selling other features they could care less about just because you or manager like it more
Closing the Deal! Be yourself – we don’t sell used cars….
though I guess it is used blood Build relationships
› Any managers in the house? I don’t care what they say: people do business with people - not business: CP’s do business with recruiters not blood banks
I have seen drives stay with our blood bank but do worse when they are forced to change recruiters and they don’t build relationships
Don’t be afraid to ask what you want
Closing the Deal! Leave with a punch
› Referred to as a kicker in journalism Make sure they can’t live without
you Get some sort of commitment
› It could be exactly what you want or a simple follow up call
› But also be savvy enough to know you may not get it in the extreme case, especially if you were not as prepared as you should have been
Open ForumLet me practice what I preach!
What questions have I not answered?
Go Get ‘Em!Andrea S. Johnson
The University of Texas MD AndersonCancer Center
Blood Bank
