1. Out of the Box Employment

2. Our Purpose Effective employer outreach revolves around a sales mentality Effective employer outreach revolves around asking good questions Effective employer outreach revolves around learning from others Effective employer outreach revolves around listening to the experts

3. Stepping Outside the Box On a piece of paper draw these 9 dots just as you see them here. With these dots, try connecting all 9 dots with 4 straight lines. All without taking your pen off the paper.

4. Stepping Outside the Box

5. Why It’s Really All About Sales In order to sell your solution, you need to understand the problem! -Matching Grant clients are people, but the what they have to offer employers is a commodity -The refugee story is essential, but more effective if relayed at the appropriate time. -A good salesperson knows they have a good product; more importantly, they know how to listen! The less you say, the smarter you will sound (and the more intriguing you will be!)

6. Why It’s Really All About Sales People need to buy YOU (and your clients)! -Be friendly and enjoyable -Foster rapport -Be a problem solver -Go above and beyond -Positive emotional experiences -Follow-up and don’t give up Doing these things will eventually allow you to tell refugee stories, prove that they are good workers, and improve your outcomes!

7. Why It’s Really All About Sales How can all of this be effectively monitored? -Create a database if you don’t already have one -Rate your employers -Set a goal of how many employers to approach in a specified time frame -Know who needs to be contacted when and for what -Store and remember personal facts

8. Why It’s Really All About Sales What to Avoid -Being unprepared -Talking too much; talking about your product before you know the need -I know your busy, but… -Having too many people approach an employer -Giving the employer too much information -Not listening or being forceful

9. It’s All In the Questions Asking the right questions is a key to your success (and so is arming yourself with answers)! -Avoid yes or no questions: Are you hiring? Vs. Tell me about your hiring process and needs? -Be a problem solver Can I share my solution? Vs. How can I help with this need? -Come prepared What is that? Vs. I read about that, could you highlight your biggest success with that? -Add a personal touch Is there anything else you need to know? Vs. That sounds interesting, what is your favorite?

10. It’s All In the Questions Volunteer Exercise I want to find out what is your favorite thing in working with Match Grant. I want to find out what some of your biggest challenges are in Match Grant. All without relaying my experience until I have listened to you!

11. Employer Outreach in Miami Target the hidden job market. These are positions that are not advertise. The more people you speak to about employment increases your chances of finding job openings. Explore and expand your network: Reach to employers, friends, co-sponsors, relatives, co- workers, stakeholders, basically anyone! Use yellow pages and internet directories to target specific areas of employment but remember that many job openings are in the mind of business owners, supervisors and managers before they get advertised.

12. Employer Outreach in Miami Keep it simple! Target small businesses. Avoid companies with long and bureaucratic hiring processes. Avoid sophisticated presentations and introductions. Knock on every door. Attend job fairs and seminars related to employment Market yourself: Invite existing employers to your office to meet and greet refugees.

13. From the Employers Perspective 1. Describe your relationship with the Miami office. 2. Why is their outreach effective? 3. What makes you interested in someone doing employment outreach for refugees? 4. What turns you off in an outreach approach? 5. What advice would you give employment specialists, job developers or those doing employer outreach? 6. Why do you appreciate working with refugees?

14. Back to Our Purpose: We talked about how effective employer outreach revolves around a sales mentality We talked about how effective employer outreach revolves around asking good questions We talked about how effective employer outreach revolves around learning from others We talked about how effective employer outreach revolves around listening to the experts

15. Resources -Sales Guy: http://sales.quickanddirtytips.com/Tags/General/pa e/1/sortbyalpha -12 Best Sales Questions: http://www.meisenheimer.com/products/salesquestionshttp://www.meisenheimer.com/products/salesquestions. tm?gclid=CL_fpZSLzqECFYd-5Qod6WrwKw -The MN affiliate.