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6/2/2016
1
YOU WANT YOUR VOICE AND THOUGHTS HEARD,RIGHT?
YOU ALSO WANT PEOPLE TO SHARE THEIRKNOWLEDGE AND INFORMATION, RIGHT?
THEN CHOOSE PHONE AS YOUR AUDIO OPTION,NOT COMPUTER MIC!
MAKE THIS A TWO-WAY WEBINAR AND ITGETS EVEN BETTER!
DON’T HIDE..BE HEARD WORKFORCEPROFESSIONALS!
1Your Business Engagement Webinar will start soon……
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June 2, 2016
BE HEARD!◦ CHAT◦ TEXT◦ TALK◦ LISTEN
FOR THE 5KEYWORDS
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Four 90 minute webinars June 2, 9, 16, 23 @ 1:00 CST 90 minutes with Q&A All recorded for replay All slides made available eCertificate for download Follow-up emails from Workforce180 & GoToMeeting [email protected] PAY ATTENTION FOR
POLLS,QUESTIONS,CHATS,INTERACTIONS
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• National Training and Consulting• Everything we do is in workforce language• 50 states, Puerto Rico, US Virgin Islands, Guam & Canada!• 400+ workforce organizations use us!
• www.WORKFORCE180.com
• National Training and Consulting• Everything we do is in workforce language• 50 states, Puerto Rico, US Virgin Islands, Guam & Canada!• 400+ workforce organizations use us!
• www.WORKFORCE180.com
ABOUT US
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6
MIKE FAZIOWORKFORCE180FOUNDER/CEO
“What’s new,Illinois?
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WHY THISWORKSHOP
NOW?
PERCEPTION
andREALITY
DO YOUlovewhat
you do?
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Communicate Collaborate Create
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COMMUNICATION
Three Ways to Communicate With ACustomer or Co-Worker or Employer
COMMUNICATION takes place whena sender SELECTS a certainmessage, gives it SPECIAL
treatment for transmission, over aselected channel to a receiver, who
interprets the message, BEFOREdesired action is taken.
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“Communication is less aboutwhat is said by the senderand more about what is
accepted by the receiver.”
Get people to CARE,so they will reallyUNDERSTAND andyou’ll get RESULTS
THREE TYPES OFINTENTIONS1. Habits – Positive, daily
actions that createdesired results
2. Planned - Actions wetake as a part of awritten desire
3. Inspired – Actions takenin response to an idea
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Understand the goalUnderstand thereceiverUnderstandexpectations
• DEMONSTRATING• FOLLOWING UP• REVIEWING• TEACHING• ROLE PLAYING• STORYTELLING• ASSIGNING• REVISING• EMAILING• CALLING• TEXTING• MEETING• SHOUTING• AGREEING• ACTING• REACTING• REJECTING• SMILING• APOLOGIZING• DELAYING• FAILING
MESSAGE SEND RECEIVEUNDER-STAND
ACTION RESULT
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COMMUNICATION
What are yourorganization’s (andyour) greateststrengths andcharacteristics?
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10 years ago...
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YOUNGVS
NOT SO YOUNG
Y
Talking horseTalking carNun that fliesA hand
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“Fly me to the moon.”“The way you looktonight.”“The lady is a tramp.”
A. Smoking at your deskat work
B. Smoking at your deskin college
C. Smoking in a movietheater
D. Smoking on a planeduring flight
NSY
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Yik YakKikBurn NoteFollow Me HomeOmegle
Real AddressesGotta LottaUberEverywhere
Resident AdvisorsThe Hot WivesMother Up
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They are offering to pay for classes (at least some of them) to helpemployees modernize their skills.But there’s a catch: They have to take these classes on their own timeand sometimes pay for them with their own money.
They are offering to pay for classes (at least some of them) to helpemployees modernize their skills.But there’s a catch: They have to take these classes on their own timeand sometimes pay for them with their own money.
Learn new skills or findyour career choices arevery limited.
Learn new skills or findyour career choices arevery limited.
People who do notspend five to 10 hoursa week in onlinelearning, he added,“will obsoletethemselves”.
People who do notspend five to 10 hoursa week in onlinelearning, he added,“will obsoletethemselves”.
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“employer”164 times“partner” 143 times
“business” 99 times“sector” 59 times
“performance”
289 times289 times
….to develop effectivelinkages with employers in theregion to support employerutilization of the localworkforce development system andto support local workforceinvestment activities;
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the development and expansion of strategies formeeting the needs of employers, workers, and jobseekers,particularly through industry or sector partnerships relatedto in-demand industry sectors and occupations
the development and implementation of sector initiativesfor in-demand industry sectors or occupations for theregion;
facilitate engagement of employers, including smallemployers and employers in in-demand industry sectors andoccupations, in workforce development programs;
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WIOA is lessabout
solvingproblemsand more
aboutcreating
long termsolutions.
• Average worker?• Average performer?• Average center?• Average leader?• Average ________________?
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I WILL REMEMBER YOU
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“Oh no, itsounds likeI’m in sales
now!”
“SELLING IS ALL ABOUTGIVING PEOPLE WHAT THEY
NEED TO KNOW IN A WAY THEY
WANT TO HEAR IT!”
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Selling is part of Engaging,which is a lot like Campaigning.
What arethey selling?
Don’t worry. People will buy anything.
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Tell your doctor right away if you haveany serious side effects, including:
severe headache, unexplained weight gain,swelling of the hands or feet,
pain/swelling/warmth in the groin/calf,change in amount of urine,
difficult/painful swallowing, unusualtiredness.
This drug can cause serious (possiblyfatal) liver disease. Get medical helpright away if you have any symptoms ofliver damage, including: dark urine,persistent nausea/vomiting/loss of
appetite, severe stomach/abdominal pain,yellowing eyes/skin.
Get medical help right away if you noticeany symptoms of a serious allergic
reaction, including: rash,itching/swelling (especially of the
face/tongue/throat), severe dizziness,trouble breathing. In some cases some or
any of these symptoms may result itserious illness or death.
YES, DEATH!
$2.9B in sales
Your ExperienceYour Hobbies
Your SuccessesYour KnowledgeYour Awareness
Your BrandYour EnthusiasmYour Stories
Your DeterminationYour Benefits
Yourself!!
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S
M
C
ubject
atter
onsultant
Slides and links atwww.workforce180.com/[email protected]
June 9 @ 1:00 CST
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PROSPECTINGPROSPECTING
PHONEEMAILTEXTIN-PERSONJOB FAIRSMAIL
PHONEEMAILTEXTIN-PERSONJOB FAIRSMAIL
Focus On Profitable Relationships
“I made it apoint….”
“What if therewere a way…”
My Brand is…What people think
Vs.What I want them to think
THE RELENTLESS, UNENDINGPURSUIT OF OPPORTUNITY.
1.BEINTERESTED
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• What is your company’s mission?• Where do you see this company in 5
years?• What challenges are you currently facing?• How long has the company been in
business?• Who and where are your customers?• Will you consider hiring a Veteran or TSM?• Do you provide formal training?• Do you have any experience working with
the Workforce Connections or One-StopCareer Centers?
• What is the company culture/climate?• What are your hiring costs? Do you want
to reduce this?• How do you mainly recruit? Any other
ways?• Are you facing specific hiring challenges?• What is your managerial style?• Can we put you in touch with a business
labor market analyst for trend analysis?
• Public Transportation access?• Do you use staffing agencies?• Do you know about our reimbursement/tax
credit programs?• Are you unionized?• What skills are needed to be here? Driver’s
License?• Do you use Job Fairs?• Your hours of operation?• Are you aware of our Veteran priority?• How many people in your company?• Are you expanding?• Where did you work before and what is your role
here now?• What benefits do you offer?• Are you public or private? Subsidiary? Parent
company?• Have you ever hired a Vet before?• Are you familiar with the current tax benefits
and/or wage subsidies available by hiring a Vet?• What are your current staffing needs? FT? PT?
Temporary?
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2. BEINTERESTING
a. “...you need to know a lot.”b. “…you need to use what you know well”c. “…you need to know a lot and use it well.”
Job Openings and Labor Turnover
MARCH HIRES:
5.3 million
MARCH HIRES:
5.3 million
MARCH TERMS:
5.0 million
MARCH TERMS:
5.0 million
MARCH OPENINGS:
5.8 million
MARCH OPENINGS:
5.8 million
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John HawkinsSr. Consultant
Using Labor MarketInformationto Support BusinessEngagement
Without a Planis Just a Wish
Do you have a plan for Business Engagement?
Without Datais Just Madness
Is data part of your plan?
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Projections, Real-Time, & LMI Oh My!
“Data” doesn’t have to be complex or scary!
Data is just information.
Data (LMI) can make your job easier
What they know.
How?Most people (including Employers) make decisions based on the information they have.
And it can make you invaluable, necessary…pretty much a rock star!
What they need to know.
Vs.
You can help fill in the critical details!
You need to know what they need before the meeting.
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What jobs are the employers trying to fill?
Source: Manpower Group, 2015 Talent Shortage Survey; Deloitte University Press.
What are the employers looking for?
Source: Global Human Capital Trends 2014: Engaging the 21st-century Workforce.
2.
1.
4.
Solar Electric Power Generation317% growth
Services for the Elderly &Persons with Disabilities121% growth
Breweries108% growth
3.
Postal Service118% growth
What are the fastest growing industries in theU.S.?(2011-2016)
Source: Emsi
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2.
1.
4.
Wind Turbine Service Techs49% growth
Personal Care Aides30% growth
Web Developers28% growth
3.
Terrazzo Workers & Finishers28% growth
What are the fastest growing occupations in theU.S.?(2011-2016)
Source: Emsi
Who works for your employer?
Source: Emsi
What’s up with Machinists in our region?
Source: Emsi
Occupation Summary for Machinists405,394 11.3% $19.39/hrJobs (2016) % Change (2011-2016) Median Hourly Earnings
Percentile Earnings for Machinists (51-4041)$15.35/hr $19.39/hr $24.08/hr
25th Percentile Earnings Median Earnings 75th Percentile Earnings
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Thank You
John HawkinsSenior ConsultantWorkforce & Economic [email protected](208) 310-7484www.EconomicModeling.com
3.BEMEMORABLE
Three SMC Rules:
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FOLLOWING UP
REMEMBERTHIS………
“The second you leaveor hang up, they startto forget about you,the program, product,conversation, offer,
details, etc.”
REMEMBERTHIS………
“The second you leaveor hang up, they startto forget about you,the program, product,conversation, offer,
details, etc.”
Use
The
RE
Met
hod
ReconnectResumeReviewRemindRebuild
RememberReexplore
RepeatRepair
ReengageReexplainReconvict
People want NEW.Give them NEW.
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Most Common EmployerConcerns
Unemployed people are ____.• Out of touch• Unreliable• Moody• Lazy• Unmotivated• Failures• Given to many chances
Most Common EmployerConcerns
Unemployed people are ____.• Out of touch• Unreliable• Moody• Lazy• Unmotivated• Failures• Given to many chances
Candidateattributesinclude:
Trainable-Coachable-Moldable-Likable
#1 Attribute:Most Common Employer
Concerns
I am _________• Too busy• Not interested• Tried you before• Not hiring right now• Not authorized• Not adding expense at the moment
Most Common EmployerConcerns
I am _________• Too busy• Not interested• Tried you before• Not hiring right now• Not authorized• Not adding expense at the moment
HANDLE OBJECTIONS USING THREE STEPS:
1.Empathy 2. Educate 3. Empower
•I can completelyunderstand..
•I can trulyappreciate howbusy you are..
•That’s exactlywhy..
•Did you knowthat...
•It might surpriseyou to learn..
•A recentemployer toldme..
AND THEN (PLEASE)……JUST SHUT UP and WAIT.
• Wouldn’t youagree?
• Isn’t that right?• Didn’t I?• Couldn’t you?• That makes sense,
doesn’t it?
Step 1
Step 2
Step 3
EmpathizeEducate
Empower
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Step 1
EMPATHIZE
“I completely understand how busy youare today. The reason I called/stoppedby was to get your opinion on a servicewe are providing at no cost, with no
strings attached
Step 2
EDUCATE
“However, I need you to know our organization has,over the years, successfully placed thousands of
people into meaningful employment with companieslike Marriott, Walmart, Bob’s Muffler Shop and others.In fact, many employers benefited from Tax Creditsand Wage Reimbursements, as well as, no cost job
postings and background checks..
Step 3
EMPOWER
“So, while we may not be perfect orsuccessful every time, we STILL
present a terrific opportunity for youto explore potential candidates and
savings opportunities for yourorganization, wouldn’t you agree?
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Step 1
Step 2
Step 3
EmpathizeEducate
Empower
1. A NEW BUSINESS.Owner and 5 employees.They will be a UPSfranchise store and need3 part timers + 2 fulltimers. Some retail andcustomer service or salesexperienced required.
2. BIG BOX STORE. Theyneed to hire 10 newemployees before July4th. It’s going to beminimum wage, withweekends and nights aspart of the hours. Needexperience in retail.
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