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Preparing for the first meeting

Preparing for the first meeting. Review your service and benefit delivery Employer research Marketing materials Appearance. Outcome of Meeting. Understand Employers business’ and needs in employment Turnover and why Areas of growth or future goals Past or present experiences of PWD

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Preparing for the first meeting

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  1. Preparing for the first meeting • Review your service and benefit delivery • Employer research • Marketing materials • Appearance (206) 343-0881 WWW.THEINITIATIVE.WS

  2. Outcome of Meeting • Understand Employers business’ and needs in employment • Turnover and why • Areas of growth or future goals • Past or present experiences of PWD • Next step (tour, job analysis, infor. interview, referral) • Employers don’t want to be ‘sold’ by Job Developers, only helped to solve problems (206) 343-0881 WWW.THEINITIATIVE.WS

  3. Needs & Concerns Assessing Employers Listen First Previous concerns or relationships with other agencies Current and future employment needs No openings (206) 343-0881 WWW.THEINITIATIVE.WS

  4. What does the employer wonder… • What is this going to cost or how much effort in training • Will I make a profit • How is your program/service going to enhance my business • What are the risks (staff,mgt,insurance) • How reliable is the job coach (206) 343-0881 WWW.THEINITIATIVE.WS

  5. People don’t care how much you know until they see how much you care Denise Bisonette – Beyond Traditional JD (206) 343-0881 WWW.THEINITIATIVE.WS

  6. Key points on employer needs • What is the employer’s bottom line • Have you established a relationship with the employer as a business resource • Seek first to understand, then to be understood • Follow the employer’s lead • Reflect insight and information (206) 343-0881 WWW.THEINITIATIVE.WS

  7. Presentations 101 • Importance of Natural supports • Present yourself as a consultant • Ask questions, build rapport • State your interest • Build on employer’s ideas (206) 343-0881 WWW.THEINITIATIVE.WS

  8. Presentations 101 • Speak the employer’s language • Present attributes and stories from other employers • Stress low risk and low cost • Focus on benefits • Describe the individual’s strengths and skills (206) 343-0881 WWW.THEINITIATIVE.WS

  9. Disclosure Points • Pre- Hire vs. Post Hire • Describe the person by job qualifications not disability • Stress positive current events or growth from previous negative experiences • Avoid medical terms • If accommodations are needed have solutions (206) 343-0881 WWW.THEINITIATIVE.WS

  10. Employer Objections or Concerns • Empathize with the employer concerns without agreeing with them • Provide the employer information • Solutions • Stress the benefits of partnering with your agency or school • Share employer references (206) 343-0881 WWW.THEINITIATIVE.WS

  11. Practice handling these • Do I have to pay him/her • What is their disability • Will this increase my insurance • If he is such a good candidate why do you have to come along • What if the placement does not work • I hired once from a program like yours and it didn’t work out • We don’t have any jobs for “those people” • This environment is dangerous • Everyone has to do all the jobs on the floor • Check back with me in August • I’ll have to check with my boss before I can give you an answer • I’ll give you a call if any openings come up (206) 343-0881 WWW.THEINITIATIVE.WS

  12. Find the real Objection Objection: We don’t have any jobs they can do Answer: Tell me more about that So you don’t have the extra salary now, but if you did, would you be interested (206) 343-0881 WWW.THEINITIATIVE.WS

  13. Why and When to use Proposals • Often used after initial meeting or after a job analysis has been complete • Proposals add additional strength and documentation for a position • A required document when customizing positions • Proposals can often be used as a measure of making the close (206) 343-0881 WWW.THEINITIATIVE.WS

  14. Proposal Outline • Opening statement should have a “catching statement or fact” • Followed by benefits to the employer • Describe the position(s) • Brief description of job candidate • How will services be delivered (What can they expect from you) • Closing statement next step or “The Close” (206) 343-0881 WWW.THEINITIATIVE.WS

  15. Closing with Confidence • End with a clear next step • If other assoc. are needed to make a decision- Reschedule Low Close: Offer Choice “Would you like to do an informational interview with the person?” Moderate Close: Seek a Date “When would you like to meet___?” Power Close: Confirm Date “Will June 1st work for you ?“ (206) 343-0881 WWW.THEINITIATIVE.WS

  16. Follow-Up Did you thank the employer for his or her time? Did you leave the employer a way to contact you ? After you left the meeting, did you develop an action plan? Be persistent (206) 343-0881 WWW.THEINITIATIVE.WS

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