Speak Up!

Andrea JohnsonCommunity

Representative

aka “The Blood Lady” or “The Goddess of

Bloodletting”

Speak Up!

The number one reason people do not donate blood?

The number one fear of all time?

Is it needles? The scary part is the general public would rather donate blood

than do what we do!

Let’s have some FUN!

Five Keys for Recruiter Success

In order for recruiters to increase units, add drives or build relationships they need to Speak Up!

Analyze Your Audience! Public Speaking! E=MC! WIFM! Closing the Deal!

Analyze Your Audience!

Research, do your homework› Don’t be afraid to ask: What do you

want/need/expect? Know who they are Treat it like a job interview – learn who

they are and have appropriate follow-up questions for what you couldn’t find

Pre-plan!› What is the speaking situation? One-on-one,

teaching situation, group presentation?

Public Speaking!

Get Ready for Audience interaction!

Andrea’s motto: A boring recruiter doesn’t get blood, but an enthusiastic one does!

Andrea’s philosophy: You don’t have to be a perfect speaker but you have to be genuine and passionate.

Public Speaking!

Broad Overview - no works cited – successful tidbits picked up along the way

Voice & Diction Eye Contact Movement Props Pet Peeves

Common Pet Peeves

Let’s name a few first

Um’s/you know what I mean

Pacing Talking too slow or

fast Arrogance, not

connecting Monotone Standing behind

podium Not aware of

mic/volume Rambling Jumping from subject

to subject Bad jokes

Andrea’s Pet Peeves

What drives me crazy !

PowerPoint dependency

Memorized presentations

Saying Thank You

What are my faults?› Too much hands› Too many crazy facial

expressions› Talk to too fast

Lets analyze me – scary!

M. D. Anderson TV

Public Speaking!

Be aware of your faults – we all have them and always seek to improve

Accept feedback Know your material frontwards

and backwards Have fun no matter what you

are speaking about

E=MC!

No this is not math class

Houston Livestock Show & Rodeo Speakers Committee - original idea I created to enhance speeches given to area schools and businesses. I have used the concept for years in blood banking.

E=MC!Captivate – Engage – Motivate

Captivate› Kick your speech off in high gear› Keep them begging for more

Engage› Don’t let them fall asleep in your speech› Keep them focused on what you want

Motivate› Close the deal› It’s about what you want, in a way they

understand

WIFM!

What’s In It For Me……… I mean the audience?

What do you mean this is a sales job?

We all have motivators or “hot buttons”

You did the research, know how to weave it in

WIFM!

What are some common blood donor/CP motivators?› Prizes: t-shirts, gallon mugs, other gifts

› Helping someone/community› Helping personal family member/friend

› PR – my company saves so many lives…› Being # 1 at blood bank

WIFM! What are some common blood

donor/CP de-motivators?› Not good enough prizes› Competition between blood banks› No directed donations/credits› Recruiter turn-over/customer service› Bad sticks› Bad drives –incompatible crews

WIFM!

Learn their “hot button” and work with it

The biggest recruiter mistake of all time: Don’t focus on selling other features they could care less about just because you or manager like it more

Closing the Deal! Be yourself – we don’t sell used cars….

though I guess it is used blood Build relationships

› Any managers in the house? I don’t care what they say: people do business with people - not business: CP’s do business with recruiters not blood banks

I have seen drives stay with our blood bank but do worse when they are forced to change recruiters and they don’t build relationships

Don’t be afraid to ask what you want

Closing the Deal!

Leave with a punch› Referred to as a kicker in journalism

Make sure they can’t live without you

Get some sort of commitment› It could be exactly what you want or a simple

follow up call› But also be savvy enough to know you may not

get it in the extreme case, especially if you were not as prepared as you should have been

Open Forum

Let me practice what I preach!

What questions have I not answered?

Go Get ‘Em!

Andrea S. Johnson713-794-1362

asjohnso@mdanderson.org

The University of Texas MD AndersonCancer Center

Blood Bank