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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
© Training Unlimited 2011
2 www.TrainingUnlimitedVA.com
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?
© Training Unlimited 2011
3 www.TrainingUnlimitedVA.com
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
8211 Woodland Ave Annandale, VA 22003
703-969-0104
www.TrainingUnlimitedVA.com [email protected]
© Training Unlimited 2011
4 www.TrainingUnlimitedVA.com
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
© Training Unlimited 2011
5 www.TrainingUnlimitedVA.com
You are
Always Marketing & Networking
© Training Unlimited 2011
6 www.TrainingUnlimitedVA.com
Three Types of Networking
Professional
Community
Personal
AKST, BARBARA
8211 Woodland Ave Annandale, VA 22003
703-969-0104
www.TrainingUnlimitedVA.com [email protected]
© Training Unlimited 2011
7 www.TrainingUnlimitedVA.com
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.
© Training Unlimited 2011
8 www.TrainingUnlimitedVA.com
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.
© Training Unlimited 2011
9 www.TrainingUnlimitedVA.com
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
8211 Woodland Ave Annandale, VA 22003
703-969-0104
www.TrainingUnlimitedVA.com [email protected]
© Training Unlimited 2011
10 www.TrainingUnlimitedVA.com
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.
© Training Unlimited 2011
11 www.TrainingUnlimitedVA.com
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
© Training Unlimited 2011
12 www.TrainingUnlimitedVA.com
SMART Goals
• Specific • Measureable • Achievable • Results Focused • Time Bound
Source: Attitude is Everything by Paul J. Meyer
AKST, BARBARA
8211 Woodland Ave Annandale, VA 22003
703-969-0104
www.TrainingUnlimitedVA.com [email protected]
© Training Unlimited 2011
13 www.TrainingUnlimitedVA.com
Objectives
• Related to goals • Observable • Measureable • Who • What • How • When
© Training Unlimited 2011
14 www.TrainingUnlimitedVA.com
Sample Goals
• Increase sales to $2 M by 12/31/12. • Secure 10 new clients weekly.
© Training Unlimited 2011
15 www.TrainingUnlimitedVA.com
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
8211 Woodland Ave Annandale, VA 22003
703-969-0104
www.TrainingUnlimitedVA.com [email protected]
© Training Unlimited 2011
16 www.TrainingUnlimitedVA.com
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.
© Training Unlimited 2011
17 www.TrainingUnlimitedVA.com
Implement
Delegate
Objectives
Goals
© Training Unlimited 2011
18 www.TrainingUnlimitedVA.com
Networking Process
• Introduce yourself with confidence. • Show character. • Begins with the handshake. • Gathers information. • Shares information. • Ends with LEAVE.
AKST, BARBARA
8211 Woodland Ave Annandale, VA 22003
703-969-0104
www.TrainingUnlimitedVA.com [email protected]
© Training Unlimited 2011
19 www.TrainingUnlimitedVA.com
THE Handshake
• Ancient Ritual. • Immediate information. Observe.
Appearance (length, cleanliness, nails) Sense of texture Temperature Pressure Time Style
© Training Unlimited 2011
20 www.TrainingUnlimitedVA.com
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!
© Training Unlimited 2011
21 www.TrainingUnlimitedVA.com
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
8211 Woodland Ave Annandale, VA 22003
703-969-0104
www.TrainingUnlimitedVA.com [email protected]
© Training Unlimited 2011
22 www.TrainingUnlimitedVA.com
Four Main Palm Command Gestures
Palm-down
• Immediate authority. • Does not need to be parallel with ground. • Must be pointed downward in relation to
other hand.
© Training Unlimited 2011
23 www.TrainingUnlimitedVA.com
Four Main Palm Command Gestures
Vertical
• Most effective in negotiations. • Web to web. • Pump three times. • Position of equality.
© Training Unlimited 2011
24 www.TrainingUnlimitedVA.com
Four Main Palm Command Gestures
Pointed with extended index finger
• Figuratively gives message that pointer wants to have the final word.
• Can be combined with other gestures.
AKST, BARBARA
8211 Woodland Ave Annandale, VA 22003
703-969-0104
www.TrainingUnlimitedVA.com [email protected]
© Training Unlimited 2011
25 www.TrainingUnlimitedVA.com
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.
© Training Unlimited 2011
26 www.TrainingUnlimitedVA.com
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.
© Training Unlimited 2011
27 www.TrainingUnlimitedVA.com
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
8211 Woodland Ave Annandale, VA 22003
703-969-0104
www.TrainingUnlimitedVA.com [email protected]
© Training Unlimited 2011
28 www.TrainingUnlimitedVA.com
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?
© Training Unlimited 2011
29 www.TrainingUnlimitedVA.com
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.
© Training Unlimited 2011
30 www.TrainingUnlimitedVA.com
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
8211 Woodland Ave Annandale, VA 22003
703-969-0104
www.TrainingUnlimitedVA.com [email protected]
© Training Unlimited 2011
31 www.TrainingUnlimitedVA.com
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.
© Training Unlimited 2011
32 www.TrainingUnlimitedVA.com
Networking
LISTEN
© Training Unlimited 2011
33 www.TrainingUnlimitedVA.com
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
8211 Woodland Ave Annandale, VA 22003
703-969-0104
www.TrainingUnlimitedVA.com [email protected]
© Training Unlimited 2011
34 www.TrainingUnlimitedVA.com
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
© Training Unlimited 2011
35 www.TrainingUnlimitedVA.com
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?
© Training Unlimited 2011
36 www.TrainingUnlimitedVA.com
Top Referral Sources
• Clients/Families Existing & Previous
• Discharge Planners • Hospice Agencies • Home Health (Medicare Certified) • Rehab Centers • Assisted Living Facilities
AKST, BARBARA
8211 Woodland Ave Annandale, VA 22003
703-969-0104
www.TrainingUnlimitedVA.com [email protected]
© Training Unlimited 2011
37 www.TrainingUnlimitedVA.com
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
© Training Unlimited 2011
38 www.TrainingUnlimitedVA.com
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
© Training Unlimited 2011
39 www.TrainingUnlimitedVA.com
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
8211 Woodland Ave Annandale, VA 22003
703-969-0104
www.TrainingUnlimitedVA.com [email protected]
© Training Unlimited 2011
40 www.TrainingUnlimitedVA.com
Don’t like
• Pushy - Aggressive • Use Car Salesman approach • Drop ins • Folks who overstay their welcome/don’t
respect time • ‘Canned presentations’ • Overly friendly
© Training Unlimited 2011
41 www.TrainingUnlimitedVA.com
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
© Training Unlimited 2011
42 www.TrainingUnlimitedVA.com
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
8211 Woodland Ave Annandale, VA 22003
703-969-0104
www.TrainingUnlimitedVA.com [email protected]
© Training Unlimited 2011
43 www.TrainingUnlimitedVA.com
See you at my booth!
Barbara Akst CEO/President
Training Unlimited of Virginia, LLC www.TrainingUnlimitedVA.com
[email protected] 703-969-0104
AKST, BARBARA