Consultative Selling Resource Pack

In the past couple years Higher has introduced our network to a job development model known as Consultative Selling. In addition to providing training on Consultative Selling at various Higher training events, we also published a four-part blog series and facilitated a 1-year online Community of Practice (CoP) group focused on adapting this model for refugee employment.

In order to continue helping our network learn and practice this approach to job development, we put together this resource pack, including our intitial Consultative Selling blog series and recordings of all 3 CoP calls.

Consultative Selling Blog Series

Click on the links below to read Higher’s 4-part blog series on the four primary aspects of the Consultative Selling model: Prospecting, Needs Analysis, Selling, and Follow-up:

Illustration by Gary Phelps / EMM Wichita

Part One:Hitting the Target: Prospecting Techniques That Work

Part Two:Understanding Employers’ Needs and Providing Solutions

Part Three:Providing and Selling Workforce Solutions

Part Four:Strengthening Employer Relationships Through Effective Follow-up


2016 Job Development Community of Practice (3 Presentations)

In 2016 Higher facilitated a Community of Practice (CoP) for refugee employment staff who had attended the one day training put on by Allen Anderson at our Second Annual Refugee Employment Workshop in November 2015 in Omaha, NE (to hear a little bit from Allen, check out the Innovations and Opportunities panel discussion from our Second Annual Refugee Employment Workshop page).

Over time the CoP expanded to include coworkers of the original members, and other refugee employment staff who received Consultative Selling training from Higher at separate events. You can access video recordings of these three online events below:

 

  

   

For more on Consultative Selling, click here.

If you are using this model, we would love to hear about your experience. Please email us at information@higheradvantage.org.

Job Development Fundamentals from Someone Who Knows

Source: http://dialog.ua.edu

Source: http://dialog.ua.edu

What are the fundamentals of job development?

Higher Peer Advisor Carol Tucker from Lutheran Family Services of Nebraska in Omaha weighed in on this important question during a breakout session on job development at our Third Annual Refugee Employment Workshop in Denver.

Here is what she had to say:

1. Always be ready to talk, meet people and have conversations that represent your organization and clients. Have a “philosophy of friendliness.” Always carry your business cards, and always be looking for opportunities to network. Think of it as sewing seeds – things will not always work out immediately, but with time some of those seeds will grow into wonderful employer partnerships.

2. Build trust. Take your cues from the employer and respond accordingly. Share your process, but respect theirs and adjust when necessary. Your goal is to become their “go-to” person. You’ll also build trust by providing ongoing support. Check in regularly and provide helpful materials such as an employer FAQ sheet, cultural backgrounders, or information about the the legal status, documentation and rights that refugees and asylees possess. Be responsive and ready to take action if they call upon you with a problem or need.

3. Leverage all your resources. Think creatively about ways to increase your capacity and connections. Be intentional about partnering with your development department, with faith communities, and with community volunteers.

4. Help employers become partners. Provide opportunities for your employer partners to share their values through involvement – career mentoring, coat drives, world refugee day, family mentoring, or charitable giving. This will help employers not only value your services but be invested in welcoming refugees to the community.

5. Overwhelm them with your passion, love and faith in refugees. Passion is contagious. People know when you are genuine and when you are sold on your product.

For more tips from Carol, check out this video interview!

Have more job development fundamentals to share? Leave a comment below, or share your thoughts with us at information@higheradvantage.org.

Job Readiness Activities for Adult Learners

Last week in Denver, attendees in the job readiness session participated in an activity to list the tools, resources and activities they currently use with clients.  Here’s the combined list.  If possible, a link to a version of the activity is included.  If you have a different version of any activity, or you have any resources to add, please contact us so we can update the list!

Interview Practice

Mock Interviews

Record Clients & Play Back for Client

Practice Interview Questions

Interactive Activities

Job Readiness Bingo

Body Language Activities

Flash Card Bowling

Welcome Circle: Begin Class by Asking Everyone Name, Origin, Languages and their First Job

First Day: Classroom Expectations – Importance of Classroom Success

Incorporating Certificates after Job Day Trainings

Resume Jeopardy

Skills

Identifying Skills that Refugees Have – Physical vs. Personal Skills

Explain How to Transfer Skills

Look at Job Listing Examples and ask, “Do you have the skills?”

Presentations

Picture Heavy PowerPoint

Visual Resources

Pictures

Describe Career Dreams Using Pictures

Videos

Videos to show the Work Done at Different Jobs

Quality Control Video – Quality, Quantity

Cards

Realia – Safety Gear

Higher Resources

Higher Advantage Modules

U.S. Job Cycle Visual (page 2)

Guided Practice

Mock Hotel Environment – Practice

Dishwasher Training at Location

Time Clock Practice

Time Clock for Attendance

Production Line Simulation

6-Day Training Spurts (short-term)

Applications & Resumes

Resume Preparation

Filling out Applications

Applications Planted at Businesses

In Class Resume Building (Skeleton Version)

Practice Application

Job Search

How to Find Jobs

Digital Literacy

Computer Lab

Mobile Computer Labs

Group Discussions

Small Group Discussion about Hygiene & Dress

Small Groups – Have clients create their own business & say what skills are needed for job

Specific Training Topics

Safety Classes: Use signs with Pictures, explain what signs mean. Explain the importance of reporting issues

Lessons on Trauma and the Impact of Trauma

Workplace Culture (i.e. handshakes & other non-verbal communication)

Job Security/Responsibility to Communicate with Supervisors (2 weeks notice)

Coworker relationships, manners, mannerisms

Hygiene, Grooming

Transportation – Teaching bus lines

English Instruction

Translated Materials

Mandatory ESL

Teach Job-Appropriate Vocabulary

Community Partnerships

Clothing Donations as Incentives

Local Library Partnerships

Adding Social Enterprises into your Curriculum

Financial Literacy

I-9 & W-2 (Tax & Pay)

Explain Payroll, Direct Deposit and Tax Forms

Assist with Opening Bank Account

Translators/Interpreters

Record Videos of Interpreters

Assessments

Go Over Pre-Employment Assessment (Reading Comprehension)

Mock Interview/Application Process as Assessment

Other

Self-Reflection

Tour at Companies

CORE

Childcare (Paid Employees)

One-on-One Pre-Employment Counseling

Wish List

More Tactile Activities

Child Care Resources – Toys for Kids

Notes

Factoring in Trauma when making Job Placements

Meat Packing isn’t good for People with Trauma

5 Takeaways from Higher’s 3rd Annual Refugee Employment Workshop

Denver Skyline by tcmulder www.deviantart.com

Denver Skyline by tcmulder
www.deviantart.com

We just got back from our 3rd Annual Refugee Employment workshop in Denver, CO, where about 150 refugee employment professionals from all over the nation met to learn, network, and share their expertise.

While we were thrilled with the turnout, we know that there are a lot of folks in our network who could not attend.

So in case you missed out this year, here are 5 takeaways that will keep you in the loop:

 

1. Not only is Colorado a beautiful state, but it is leading the way on many fronts when it comes to refugee resettlement. Aside from being early adopters of the Consultative Selling job development model and forging new and creative career pathways models for refugees (see number 3 below), the state has invested in extensive research on what works and what doesn’t in refugee integration. Check out Colorado’s recently published Refugee Integration Survey and Evaluation (RISE) report.

2. Susan Downs-Karkos from Welcoming America participated in our Refugee and Immigrant Economic Integration panel, and talked about how welcoming communities lead to economic prosperity for immigrants and refugees, which in turn leads to thriving communities. Many of the the insights she shared can be found in Welcoming America’s Guide to Immigrant Economic Development, as well as Welcoming America’s recent webinar Creating Inclusive Economies: How to Open Up Opportunities to Refugees.

3. While much work remains to be done in developing career pathways for refugees, there has been significant progress in this area, and there are strong examples around the country of vocational training programs offered by refugee serving organizations or of these organizations partnering with (or securing funding from) the mainstream workforce development system. Here are a few of the programs that were highlighted at this year’s workshop:

  • The Denver-area African Community Center’s  training programs in sewing, food safety, and retail
  • Bankwork$– a free training program for careers in the financial services industry, available to adults from a low-income background and minority communities
  • Colorado Welcome Back Center by Spring Institute helps foreign-trained healthcare professionals reestablish healthcare careers in Colorado.
  • Emily Griffith Technical College’s Transitions Program– “Bridge” training programs designed to transition non-native English speakers into post-secondary career and technical programs .

4. Knotty Tie Co. – One of the employer’s on this year’s employer panel was a company called Knotty Tie Co., whose social mission is to “create dignified employment opportunities for skilled resettled refugees.” The company hires refugees who graduate from the African Community Center’s “We Made This” sewing program, and teaches them to make beautiful, high quality ties and scarves. Pick one up for your next employer meeting!

5. Our network is young, diverse, and innovative. Higher met so many people this past week who are thinking creatively about refugee employment, starting social enterprises, collaborating with mainstream workforce development, and thinking of new and innovative ways to help our clients succeed. We walked away with a long list of things to highlight on the blog in the coming year that will help you in your work, so stay tuned!

If you couldn’t make it this year, we hope that these 5 takeaways made you feel a little more connected. Know that we missed you and want to hear from you.  Let us know what is going on at your office. Tell us about the challenges you are facing. Share your success stories. Put your innovative project on our radar.

You can get in touch with us at information@higheradvantage.org.

How to Gain the Attention of Learners – Video & Infographic

One of today’s sessions in Denver is titled “Job Readiness Activities for Adult Learners“. The session is designed around the LIRS eLearning module, Adult Learning Principles, and focuses on seven steps to ensure learning, beginning with gaining the attention of learners. 

The session will begin with “The Balloon Game”, a fun activity that is easy to connect to the competitive nature of the U.S. job market. The short video below (an excerpt from Adult Learning Principles) explains how to conduct the activity.

 

Next week, we’ll share a list of tools, activities and resources that are effective in job readiness classrooms across the country. In the meantime, the below infographic has tips for gaining the attention of your audience so they are motivated and ready to learn, whatever comes next.

Please contact us for access to Adult Learning Principles in Higher’s Online Learning Institute

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Last Chance to Register for Higher’s Third Annual Refugee Employment Workshop

Blucifer will greet you at the airport.

Today is the last day to register for the Third Annual Refugee Employment Workshop, November 2 – 4 in Denver. We’re almost sold out, so be sure to register today!

We have a great agenda planned for these few days. There are too many exciting presenters, panels and topics to list.  If you’re curious, check out the draft agenda here.

Besides the amazing content, the agenda is full of peer networking opportunities, as well as a few surprises that you’re going to love.

Feel free to contact us with any questions.

See you in Denver!

Coming to Denver? Please Read this Important Update

Tomorrow (Wednesday, October 5th) is the last day to book rooms at the discounted rate for the SpringHill Suites.  Here are three reasons to book your room today:

1: Free Breakfastdenver-hotel

Yes, there is such a thing as a free breakfast and it’s going to be delicious.

2: Everyone Will Be There

We hope all attendees are able to stay at the same hotel to maximize networking time.

3: We’ll Provide Transportation from the Hotel to the Workshop

As well as Transportation back to the hotel.

If you know that you are going to attend but haven’t made any plans, we encourage you to make your hotel reservation now so that you receive the discounted rate of $159 per night (plus tax).

4 Reasons Coming to Denver Makes Sense

denver-mountainsWorried that now isn’t the right time to request time and resources to attend a training workshop?  Think again. The ongoing surge in arrivals and continued media attention to the global refugee crisis makes our work even more important – and more challenging.

Here are 4 reasons to consider when asking your boss to send you to Higher’s Third Annual National Refugee Employment Workshop in Denver.

1. There’s no risk involved and results are guaranteed.  Attendance at Higher peer workshops have been a proven strategy for new hire orientation and professional development for refugee employment professionals for almost 20 years.

2.  You’ll bring back tons of new ideas and information to benefit the entire team. Check out the agenda, just released today.

3. We’ll hear about field-tested strategies for working with Syrian and Congolese clients so you can best adjust what you already do to serve diverse client populations and increased arrivals.

4. It’s easy to learn more and register.  Click here, visit our homepage or get in touch at information@higheradvantage.org with any questions.

Registration Now Open for Higher’s Refugee Employment Workshop

denver signJoin us in Denver, November 2 – 4, 2016

Read all the details.  Registration is now open for Higher’s Third Annual Refugee Employment Workshop.

We’re really excited for our favorite event of the year.  Check frequently as we develop the agenda, plan a happy hour and more.

If you have a request or session idea, get in touch at information@higheradvantage.org, as always.

Save the Date: Join us in Denver November 2-4

Announcing Higher’s Third Annual Refugee Employment Workshop

Denver collageWe don’t have many details, yet, but couldn’t wait to share the exciting news.  We’re going to Denver!  

ECDC affiliate African Community Center, Denver will be our cohosts.

Colorado refugee resettlement stakeholders have been leading job development and mainstream collaboration innovations in our network. Click on these links (here, here and here) for some highlights of what we’ve learned from our Colorado peers already.

This year,we’ll all spend 2.5 days – Wednesday, 11/2, Thursday, 11/3 and half of Friday, 11/4 – learning together.  You’ll get the diverse, peer-centered combination of topics and sessions Higher’s workshops you’ve come to count on over 20 years.

Stay tuned for more details about sessions, logistics and cost.  Watch the blog for announcement of the opening of event registration in a few weeks.