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WELCOME TO TODAY'S TRAINING!
WHY BUSINESSES DON’T WANT
TO PARTNER AND
HOW TO WIN THEM OVER!
PRESENTED BY
LARRY ROBBIN
EXECUTIVE DIRECTOR
ROBBIN AND ASSOCIATES
TRAINING * CONSULTING * PROGRAM IMPROVEMENT
SPECIAL PROJECTS * KEYNOTE SPEECHES
OVER 45 YEARS OF
WORKFORCE DEVELOPMENT EXPERIENCE!
MORE THAN 100,000 PEOPLE TRAINED!
OVER 1000 GOVERNMENT AGENCIES, PUBLIC
ORGANIZATIONS, NON-PROFIT PROGRAMS AND
PRIVATE SECTOR CLIENTS SERVED!
ROBBIN AND ASSOCIATES
484 LAKE PARK AVENUE #461 OAKLAND CALIFORNIA 94610
510-834-8524 FAX 510-834-2706 [email protected]
For free handouts, helpful websites and to subscribe to
our newsletter packed with helpful information go to
www.LarryRobbin.com
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LARRY ROBBIN CONSULTING AND TRAINING TOPICS
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Is Your Staff Working in the WIOA Way?
Give Them the New Skill Set They Need for the Next Era in Workforce
Development!
From Pink Slip to Paycheck!
Keep People From Becoming the Long Term Unemployed!
Go From Placement to Partnership!
Design the Master Strategy for Business Engagement!
How to Serve More People with Less Staff
Using the New High Capacity High Placement Model!
Through the Eyes of Disconnected Youth!
How Disconnected Youth Want to be Served in Your Program
You Can be a Change Agent!
Increasing Employment Motivation in the Hard Core Hard-to-Employ!
Jumpstart the Job Search Success of the Long Term Unemployed!
How to Deliver Outstanding Customer Service with a High Volume of
Challenging Customers!
From Employment Specialist to Career Counselor!
Is Your Workforce Program the State-of-the-Art?
From Jails to Jobs!
Soft Skills are Success Skills!
Larry trains on over 300 topics and consults on the A to
Z of workforce development. Turn your program challenges
into success stories using his forty-five years of workforce
development expertise! Contact Robbin and Associates now!
[email protected] www.LarryRobbin.com
Copyright Robbin and Associates
Improving the Outcomes of Workforce Programs
For Over Forty-Five Years!
www.LarryRobbin.com
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POINTERS
NAME
YOUR NAME
THEIR POINTER
ONE THING I DO TO WIN OVER
RESISTANT BUSINESSES IS THAT I
Copyright Robbin and Associates
Improving the Outcomes of Workforce Programs
For Over Forty-Five Years!
www.LarryRobbin.com
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WHAT ARE THE FIVE MOST
COMMON REASONS BUSINESS PEOPLE
DO NOT RESPOND TO YOUR OUTREACH?
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Copyright Robbin and Associates
Improving the Outcomes of Workforce Programs
For Over Forty-Five Years!
www.LarryRobbin.com
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YOU NEED TO MARKET TO BUSINESSES
BEFORE YOU TRY TO SELL TO THEM!
What is marketing and what is selling and
what is the difference between them?
Copyright Robbin and Associates
Improving the Outcomes of Workforce Programs
For Over Forty-Five Years!
www.LarryRobbin.com
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SOME MARKETING PRINCIPLES
1. Marketing is a campaign and not a moment
in time.
2. Marketing is a multi-faceted approach not a
single strategy.
3. There may be a long marketing period
before the customer gets interested.
4. In marketing, every time the customer sees
your name or your organization’s name that
event is called a touch.
5. A person in an urban environment sees
about 5000 marketing images a day!
Copyright Robbin and Associates
Improving the Outcomes of Workforce Programs
For Over Forty-Five Years!
www.LarryRobbin.com
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HOW MANY WAYS CAN YOU
THINK OF TO GET YOUR NAME
IN FRONT OF A BUSINESS PERSON?
1. Through the media
2. By leaving something for them
3. Through a mention in a trade publication
4. Sending them something of interest to them
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Copyright Robbin and Associates
Improving the Outcomes of Workforce Programs
For Over Forty-Five Years!
www.LarryRobbin.com
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MAKE YOUR MARKETING
MESSAGE COMPELLING!
1. Market the competitor angle.
A. Use names
B. Use companies
C. Use quotes
D. Use numbers
2. Solve the migraine headache of the
business.
3. Avoid being boring or saying what everyone
else says – “Save you time and money”
does not market well.
4. Market to the emotional jugular vein
Copyright Robbin and Associates
Improving the Outcomes of Workforce Programs
For Over Forty-Five Years!
www.LarryRobbin.com
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MARKETING MESSAGES
FOR THE CAREER PATHWAY PROGRAM
You are starting a construction career
pathway program. There is a company that
would be an ideal partner. What marketing
messages should you put in the subject line
of your emails and other material to get the
interest of the businessperson?
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Copyright Robbin and Associates
Improving the Outcomes of Workforce Programs
For Over Forty-Five Years!
www.LarryRobbin.com
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A BUSINESS NEWSLETTER
AS A MARKETING STRATEGY
Here are some elements of successful
business newsletters.
A. They have a name, a logo and brand identity
that has “buzz” for business people.
B. They have information that will help
business people increase their profits.
C. They have nothing about barriers to
employment.
D. There is no workforce jargon.
E. They have stories about how your services
made money for businesses.
Copyright Robbin and Associates
Improving the Outcomes of Workforce Programs
For Over Forty-Five Years!
www.LarryRobbin.com
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USING CHAMPIONS TO GET
TO THE TARGETED BUSINESS PERSON
1. Champions are people who are connected
to your organization and well known to the
business community. They can also be
people that are less well known, but have a
connection to the business you are
targeting.
2. Champions can use their influence to
connect you with the targeted
businessperson.
3. Recruit the champion to start a relationship
with targeted businesses.
Copyright Robbin and Associates
Improving the Outcomes of Workforce Programs
For Over Forty-Five Years!
www.LarryRobbin.com
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WHO CAN PLAY THE ROLE
OF A CHAMPION?
1. A politician or their staff
2. Someone who sells something to the
business
3. A customer of the business
4. A media personality
5. A current or former board member
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Copyright Robbin and Associates
Improving the Outcomes of Workforce Programs
For Over Forty-Five Years!
www.LarryRobbin.com
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SOME GUIDELINES FOR
WORKING WITH CHAMPIONS
1. You can put out a call to action to a number
of champions.
2. You can work with more than one champion
at the same time, but do not over market to
the businessperson.
3. Make sure the champion knows enough
about what you are offering to describe it,
but do not overload them with information
or expect them to make the sale.
4. The champion should see their role as a
connection maker and not as a substitute
for your staff.
Copyright Robbin and Associates
Improving the Outcomes of Workforce Programs
For Over Forty-Five Years!
www.LarryRobbin.com
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5. If the champion is successful, make sure
they are thanked in a big way.
6. Follow up with the champion to let them
know what happened through their efforts.
7. Do not overuse a champion unless they
offer to help you again.
Copyright Robbin and Associates
Improving the Outcomes of Workforce Programs
For Over Forty-Five Years!
www.LarryRobbin.com
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WHAT ARE THE MOST COMMON REASONS
WORKFORCE STAFF MEETINGS
WITH BUSINESS PEOPLE DO NOT
RESULT IN WORKING TOGETHER?
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4.
Copyright Robbin and Associates
Improving the Outcomes of Workforce Programs
For Over Forty-Five Years!
www.LarryRobbin.com
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THINGS I WANT TO
REMEMBER FROM THIS WORKSHOP
Copyright Robbin and Associates
Improving the Outcomes of Workforce Programs
For Over Forty-Five Years!
www.LarryRobbin.com