UBC Phar400-Communication & Positive Networking 24Oct2014
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Communication and networking techniques presented to 4th year students at UBC Pharmacy in the Phar400 Pharmacy Business Management course.
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UBC Phar400-Communication & Positive Networking 24Oct2014
- 1. UBC – Phar400 | Pharmacy Management pharmacySOS.ca | Gerry Spitzner October 24, 2014
- 2. Objective: Develop basic communication skills and apply them to networking. Thoughtstarters | Important Insights Develop Communication Skills Business Networking Online Networking retailSOS.ca | Gerry Spitzner 2
- 3. pharmacySOS.ca | Gerry Spitzner 3
- 4. The idea of networking makes many people uncomfortable…or confused. It’s easy to see why. pharmacySOS.ca | Gerry Spitzner 4
- 5. pharmacySOS.ca | Gerry Spitzner 5
- 6. The 3 Elements of Direct Face to Face Communication Words only account for 7% of any message Emphasis and Tone accounts for 38% Body Language accounts for 55% pharmacySOS.ca | Gerry Spitzner 6
- 7. pharmacySOS.ca | Gerry Spitzner 7
- 8. The ability to communicate clearly and effectively is important in relationships, education, career and networking. pharmacySOS.ca | Gerry Spitzner 8
- 9. Communication is the process of transferring signals/messages between a sender and a receiver through various methods (written words, nonverbal cues, spoken words). It is also the mechanism we use to establish, enhance and modify relationships. pharmacySOS.ca | Gerry Spitzner 9
- 10. Be confident in knowing that you can make worthwhile contributions to conversation. Take time each day to be aware of your opinions and feelings so you can adequately pharmacySOS.ca | Gerry Spitzner 10 convey them to others. Individuals who are hesitant to speak because they do not feel their input would be worthwhile need not fear. What is important or worthwhile to one person may not be to another and may be more so to someone else.
- 11. Developing advanced communication skills begins with simple interactions. Communication skills can be practiced every day in settings that range from the social to the professional. New skills take time to refine, but each time you use your communication skills, you open yourself to opportunities and future partnerships. pharmacySOS.ca | Gerry Spitzner 11
- 12. Whether you are speaking or listening, looking into the eyes of the person with whom you are conversing can make the interaction more successful. Eye contact conveys interest and encourages your partner to be interested in you in return. One technique to help with this is to consciously look into one of the listener’s eyes and pharmacySOS.ca | Gerry Spitzner 12 then move to the other eye.
- 13. A simple—but often overlooked—rule of engagement. Put your nervous self at ease and come across as warm and inviting to others pharmacySOS.ca | Gerry Spitzner 13
- 14. These include gestures with your hands and face. Make your whole body talk. Use smaller gestures for individuals and small groups. The gestures should get larger as the group that one is addressing increases in size. pharmacySOS.ca | Gerry Spitzner 14
- 15. Make your words, gestures, facial expressions and tone match. Clarity of meaning can be expressed through your body language. Use facial expressions consciously. Aim to reflect passion and generate empathy from the listener by using soft, gentle, and aware facial expressions. pharmacySOS.ca | Gerry Spitzner 15
- 16. Use a volume that is appropriate for the setting. Speak more softly when you are alone pharmacySOS.ca | Gerry Spitzner 16 and close. Speak louder when you are speaking to larger groups or across larger spaces.
- 17. The attitudes you bring to communication will have a huge impact on the way you compose pharmacySOS.ca | Gerry Spitzner 17 yourself and interact with others. Choose to be honest, patient, optimistic, sincere, respectful, and accepting of others. Be sensitive to other people’s feelings and believe in others' competence.
- 18. Not only should one be able to speak effectively, one must listen to the other person's words and engage in communication on what the other person is speaking about. Avoid the impulse to listen only for the end of their sentence so that you can blurt out the ideas on your mind while the other person is speaking. Listen actively. Communication is a two-way street. Remember that while you are talking, you are not learning. pharmacySOS.ca | Gerry Spitzner 18
- 19. An International Literacy Survey in 1995 (and again in 2003) found that 48% of adult Canadians had a reading ability below Level 3 on a 5 level literacy scale. Level 3 is considered the minimum level to function successfully in our society. There is no evidence that this situation has improved. That means that many would have trouble with: understanding the dosage on a medicine label (Rx/OTC) following instructions on a common household product pharmacySOS.ca | Gerry Spitzner 19 filling out an order form
- 20. Effective communication is a learned skill. ◦ Communicating effectively with others will do more to make you successful than any other skill that you can develop. The most important part of good communication is clarity. ◦ Ask or say something clearly and then wait calmly and patiently for a complete answer. Ask questions to uncover real needs, wants and concerns or desires. ◦ Listen actively. Communication is a two-way street. ◦ Seek first to understand, then be understood. pharmacySOS.ca | Gerry Spitzner 20
- 21. The art of conversation and connection. pharmacySOS.ca | Gerry Spitzner 21
- 22. Establishing a mutually beneficial relationship with other business people and potential clients or customers. pharmacySOS.ca | Gerry Spitzner 22
- 23. Here are three tools to begin a networking conversation with a purpose. 1. Curious George : Be Curious. People love to talk about themselves, their interests, successes, their goals. Get to know the person. People generally like you more when you actually like them. 2. Santa Claus : Be Generous, Be Genuine. Share information that can improve the other person's life. Be genuine - no one wants to feel used. 3. Dancing with the Stars : Every person you meet has the potential to be someone who could introduce you to that next great opportunity. Play along. Listen to the music. Have fun. Treat each conversation as a chance to connect in a meaningful way -- whether it's for the moment or for years to come. pharmacySOS.ca | Gerry Spitzner 23
- 24. Speak fluently and try to make sure people can hear you when you speak. A good speaker is a good listener. Make sure you're using proper grammar. Have confidence when talking. Get feedback from your receiver to ensure you were properly understood during your conversation. Do not interrupt or talk over the other person--it breaks the flow of conversation. Timing is important. Wait for pause. Use appropriate volume for your conversation setting. pharmacySOS.ca | Gerry Spitzner 24
- 25. Get known Get prospects Make contacts Make more sales Build relationships Advance career Build reputation pharmacySOS.ca | Gerry Spitzner 25
- 26. pharmacySOS.ca | Gerry Spitzner 26
- 27. Hanging out with the same person Staying by the food table/bar Not engaging in full conversations Arriving late Networking from behind a desk On the phone pharmacySOS.ca | Gerry Spitzner 27
- 28. Set a goal or purpose Set a realistic goal before attending a function Measure what you’ve accomplished against the goal you set Modify your goals over time pharmacySOS.ca | Gerry Spitzner 28
- 29. Avoid being a professional visitor… A person who attends a networking function and immediately gravitates to the same group of friends pharmacySOS.ca | Gerry Spitzner 29
- 30. Be genuinely interested in people Ditch the sales pitch Get to know the person Look directly at them (make eye contact) pharmacySOS.ca | Gerry Spitzner 30
- 31. Ask open-ended questions ◦ Tell me about the work you do with your company. ◦ What do you like best about what you do? ◦ How did you get into the industry? ◦ How do you mean exactly? Ask easy questions ◦ May I join you? ◦ What brings you to this event? ◦ So, how long have you worked for xyz ? pharmacySOS.ca | Gerry Spitzner 31
- 32. Have a well rehearsed description of your company, your business or yourself What do you do? Be brief (10-15 seconds) Include who you are, what you do and what you offer Your personal brand Have business cards pharmacySOS.ca | Gerry Spitzner 32
- 33. Know how others can help you Know in advance what you are looking for And if a position to assist others, be ready to ask how you can help pharmacySOS.ca | Gerry Spitzner 33
- 34. Follow up quickly Follow up within 48 hours Send a simple note, an article or a business lead pharmacySOS.ca | Gerry Spitzner 34
- 35. pharmacySOS.ca | Gerry Spitzner 35
- 36. Successful networkers use a combination of in-person and online approaches to build relationships to find a job, further their career and grow their businesses. pharmacySOS.ca | Gerry Spitzner 36
- 37. How many people use Linkedin: 300 million Number of new LinkedIn members per second: 2 Number of monthly unique visitors: 187 million % of users that check LinkedIn daily: 40% % of millenials (15 – 34 year olds) on LinkedIn : 13% % of recruiters that use LinkedIn to vet candidates: 94% % of recruiters that only use LinkedIn: 48% % of LinkedIn visits via mobile app: 41% pharmacySOS.ca | Gerry Spitzner 37
- 38. pharmacySOS.ca | Gerry Spitzner 38
- 39. Got questions? Get answers? Email me… pharmacySOS.ca | Gerry Spitzner 39
- 40. Follow Twitter: @passion4retail Connect LinkedIn: Gerry Spitzner Web: pharmacySOS.ca Blog: gerryspitzner.com Email: gerry@pharmacySOS.ca Online Biz Card: gerryspitzner.tel You Tube Channel: Gerry Spitzner pharmacySOS.ca | Gerry Spitzner 40
- 41. Gerry Spitzner is an optimist with a natural "kid-like“ curiosity for improving life and business results. He believes in a bright future and our ability to build it together and is passionate about making the public aware of the great things Pharmacists do. Drawing on 35+ years experience in multi-site retail Pharmacy operations, drug store ownership and the Pharmaceutical wholesale supply-chain; Gerry brings the leadership, knowledge and market awareness of business development to retail Pharmacy owners helping them achieve growth objectives. He teaches and inspires Pharmacists to achieve results by aligning their vision with marketing strategy and operational execution. Fascinated with a lifelong curiosity for why customers buy and a passion for retail Pharmacy; Gerry guides leaders and organizations to create, engage and keep great customers by delivering the promise of an extraordinary customer experience. He has devoted his life to sharing his thinking with other Pharmacy leaders to manage market analysis and build business plans that increase profitability and create competitive advantage with systems to implement. His company is pharmacySOS.ca, a Vancouver-based business management consultancy with a suite of business services focused on helping Pharmacists implement business development, branding and marketing. With a clear understanding of the business of Pharmacy he uses a solution oriented focus with ideas and alternatives that clients can use to address the changing practice issues they face right now. Gerry understands who they are, what they need, and where to find it; helping them market and strategically realign their professional and clinical services to integrate the business activities of optimal drug therapy outcomes through patient centered care. pharmacySOS.ca | Gerry Spitzner 41
- 42. Quick review pharmacySOS.ca | Gerry Spitzner 42
- 43. Networking is not all about you; it’s discovering what you can do for someone else. Networking is more about listening to what people say; ◦ Rather than saying the right things or what you want to tell them. Start by focusing on being friendly and helpful. ◦ #1 tactic - simply spread information in a friendly & helpful way. Develop the habit of introducing people. ◦ Connecting like-minded people is a powerful way to enhance your network. What You Should Do Now ◦ Share useful information & knowledge. Don’t expect anything in return. pharmacySOS.ca | Gerry Spitzner 43
- 44. 1. Elevator speech; and value proposition. ◦ Describe yourself quickly, concisely and impressively. 2. Be different. ◦ Differentiate yourself. Aim high. Be best at something. 3. Help others. ◦ Help others and you will be helped. 4. Personal integrity. ◦ Integrity, trust and reputation are vital for networking. 5. Relevant targeting. ◦ Groups and contacts relevant to your aims and capabilities. pharmacySOS.ca | Gerry Spitzner 44
- 45. 6. Plans and aims. ◦ Plan your networking - and know what you want. 7. Follow up your commitments and promises ◦ Following up meetings and referrals makes things happen. 8. Be positive. ◦ Be a positive influence on everyone and everything. 9. Sustained focused effort. ◦ Be focused - and ever-ready. 10. Life balance. ◦ Being balanced and grounded builds assurance. Having good life balance contributes directly to the level of faith people have in you. pharmacySOS.ca | Gerry Spitzner 45
- 46. Do Don’t Eliminate distractions and make eye contact with the speaker. Stare so intently that you make the speaker uncomfortable. Nod or use other cues to show you’re listening. Interrupt or change the subject. Show empathy. Share your own related stories unless you’re asked. Listen objectively while the person is speaking. Plan your own response while they are speaking and fail to hear everything. Follow the speaker’s lead regarding how much they wish to reveal. Pry, or try to get the speaker to divulge things that are too personal. Restate the speaker’s points, if needed, to make sure you understood correctly. Continuously repeat the speaker word-for-word. Ask questions to prompt the speaker to think about possible alternatives. Offer your own opinions, unless you have expertise that will help provide a solution. Encourage the speaker and be optimistic. Be unrealistic or offer false enthusiasm. Ensure confidentiality. Repeat to anyone what you were told in secrecy. pharmacySOS.ca | Gerry Spitzner 46
Editor's Notes
- Tell me, who hasn’t had this experience, at least once in their life? You enter a room, and as you look around, you do not see a single familiar soul. If that isn’t bad enough, everyone seems engaged in deep conversation—there’s not even a straggler or two hanging around the edges of these tight little clusters. You wonder. “How am I supposed to nonchalantly break into one of these groups?” So, you angle your way in, and the conversation just keeps flowing as if you don’t exist. Welcome to Eavesdropping 101. Next time someone invites you to a networking event, you just say NO. But that would be a big mistake. Creating a strong and positive social network is far too important for personal and business success to ignore or avoid. Networks are not a figment of the imagination of motivational speakers, consultants and business book authors. Exciting new science proves that social networks—even with our weak links, small world encounters and six degrees of separation—are much more powerful than any of us imagined.
- Here is the roadmap and objective for today. I want to share with you basic communication skills; the real goal of networking and some networking tips, which from my experience, actually work.
- In a world full of change and uncertainty, the reach and durability of your personal network are more important than ever. Careers are changing, businesses are merging and companies are restructuring. The world is shrinking and opening up but growing more complex. Believe me, time and time again you will find yourself calling upon—and sometimes leaning on—your network to get yourself back on track or unearth exciting new opportunities. And your network will expect the same of you. But more important than all of this is the compelling link between successful positive networking and personal happiness. And I chose those last words very carefully. Yes, networking is critical to career success. Yes, it can lead to an improved financial picture. But for me, the most rewarding aspect of networking is the personal happiness it has brought. My own life has been greatly enriched by the hundreds of people from all backgrounds I have gotten to know and had an opportunity to help. It’s been particularly satisfying to follow their careers and lives over the years, watching them grow and succeed or helping them bounce back from a loss or failure. And it’s always been a comfort to have so many people to call upon for help and advice. I have done it many times! Positive networking can do much more than help you succeed: it can help you become a better more giving person, a person who makes a real contribution to society and to all those around you. When all is said and done, that is going to be your legacy on this earth. Not what positions you held or how much money you made, but how you treated other people and how they remember you—from your own family, to those you have worked with, to all those you’ve come in contact with. Great rewards can flow from positive networking and only some of them are about money and success.
- When most people think about networking it seems insincere at best — and selfish at worst. This, of course, is the complete opposite of what networking is supposed to be — friendly, useful, authentic and genuine. It’s easy for most of us to be friendly and useful with people we know. However, because networking is a “business activity” it’s easy to think that we need to act in a different way. Unfortunately, most networking strategies come across as pushy, needy, or self-serving — even though the people using them rarely act that way in day-to-day life. Don’t worry, there are definitely genuine ways to self–promote.
- Imagine being able to express yourself openly and honestly to the degree where others are influenced to do something because of what you have to say and HOW you say it. Once you’re able to master the skill of powerful communication, you’ll be living a life full of unlimited happiness. Did you know that…studies show that nearly 85 percent of what you accomplish in your career and in your personal life will be determined by how well you can get your message across, how capable you are of inspiring other people to take action on your ideas and recommendations. You don’t need to know the most people, just the right people. Networking is not about who you know; it’s more about who knows you.
- For effective communication all three parts of the message must work together and be consistent with each other. Words only account for 7 % of any message. Tone accounts for 38%. Emphasis and tone have the power to completely change the message that is being communicated. Often, when you say something to a person and they become offended. They tell you that it was your tone of voice that was the issue. Body language accounts for 55%. Learn to read and influence people through non-verbal communication.
- Communication is not about speaking what we think, it's about ensuring others hear what we mean. Some of the greatest leaders of all time are also fantastic communicators and orators. Here are some of their quotes on communication… Re; Covey Quote…If you find yourself thinking of what to say next while the other person is talking, you're not listening. You have just short-circuited your ability to help.
- The first thing for effective business networking is to… develop communication skills No matter your age, background, or experience, effective communication is a skill you can learn. Determine the correct Mode of Address. Each situation requires a different mode of address. Effective communicators are often chameleons, being able to seamlessly move from one situation to another without breaking stride. You wouldn't speak to a doctor, a patient or the Pharmacy staff in the same way that you might with friends in a social situation, so ensure that all lines of communication are open. Within the workplace, most people expect a professional level of discussion. Fall short of these expectations and you could either change the dynamic within the team, or be viewed as uncaring or unprofessional. Maintain your ability to be personable and speak to those at all levels, while also understanding when it's time to sharpen up. It's not always easy, but then again, if it was, we would all be experts. The key to any successful business is communication. As soon as this breaks down, efficiency falters, morale slips and standards fall. Therefore, if you want to grow as an individual, sharpening up your workplace communication is essential. In fact, communications is one of the most popular university and college degrees today; people recognize the value of a truly efficient communicator. With a little self-confidence and knowledge of the basics, you'll be able to get your point across in no time.
- Know that communication is really a conversation, even if it’s written. Ie content marketing is always written in conversational style. Other key points to consider… Be clear. Make it clear what you wish to convey from the outset. For example, your purpose could be to inform others, obtain information or initiate action. People need to know in advance what you expect from your communication. Organize and clarify ideas in your mind. This should be done before you attempt to communicate these ideas. If you are feeling passionate about a topic, you may become garbled if you haven't already thought of some key points to stick to when communicating it. A good rule of thumb is to choose three main points and keep your communication focused on those. That way, if the topic wanders off course, you will be able to return to one or more of these three key points without feeling flustered. Writing these key points down (if it's appropriate) can also help. Choose the right time. As the cliché states, there is a time and a place for everything, and communicating is no different. Avoid leaving discussions about heavy topics such as speaking with a doc or a weekly planning meeting with staff until late evening. Few people will be thrilled to be faced with sorting out major issues when they're at their most tired. Instead, leave heavy topics for mornings and afternoons when people are alert, available, and more likely to be able to respond with clarity. Remove distractions. Put ALL electronics on silent that could go off during the conversation. If the phone rings, laugh it off the first time, then turn it off immediately and continue talking. Do not allow external distractions to act as crutches that keep sidetracking your concentration. They will distract both you and your listener, and effectively kill the communication. Set the listener at ease. You want to do this before launching into your conversation or presentation. It can help sometimes to begin with a favorite anecdote. This helps the listener identify with you as someone like them. Thank your listener(s). Thank the person or group for the time taken to listen and respond. No matter what the outcome of your communication, even if the response to your talk or discussion has been negative, it is good manners to end it politely and with respect for everyone's input and time.
- Maintain Confidence. The issue of confidence is often key to communication. If you don’t have confidence in yourself, how can you expect others to have it in you? A big booming voice is by no means a prerequisite, nor is the perfect sales pitch. Nor is being an extrovert vs an introvert. Confidence comes from your own knowledge and ability to share or even lead. Be confident in knowing that you can make worthwhile contributions to conversation. Portraying this within your communication will ensure that it is returned by those around you, especially docs.
- New skills take time to refine, but each time you use your communication skills, you open yourself to opportunities and future partnerships. Ie Interprofessional collaboration. So…Prepare -- a lot. If you want to sound smart, then you can't just spout out your latest ideas to a group of people or your close friends without thinking about how you'll frame them in advance. What you have to do is prepare what you're going to say, whether you're giving a class presentation or talking to your staff. Rehearse what you have to say as much as you need to feel comfortable saying what you have to say. It's important to practice and rehearse, but it's also important for what you say to sound natural. Therefore, you should know what you want to say well enough to change things up if it becomes necessary. If mumbling is a defensive habit that you have fallen into out of fear of communicating, practice your message at home in front of the mirror. Discuss what you want to communicate with those you feel comfortable around first in order to better develop the message in your own mind. Both the practice and the development of your words for the messaging will build your confidence.
- Communicate eye-to-eye. Eye contact establishes rapport, helps to convince people that you're trustworthy, and displays interest. Whether you are speaking or listening, looking into the eyes of the person with whom you are conversing can make the interaction more successful. Eye contact conveys interest and encourages your partner to be interested in you in return. One technique to help with this is to consciously look into one of the listener’s eyes and then move to the other eye. Going back and forth between the two makes your eyes appear to sparkle. Another trick is to imagine a letter “T” on the listener’s face ,with the cross bar being an imaginary line across the eye brows and the vertical line coming down the center of the nose. Keep your eyes scanning that “T” zone. During a conversation or presentation, it is important to look into the other person's eyes if possible and maintain contact for a reasonable amount of time (but don't overdo it; just as much as feels natural, about 2-4 seconds at a time).
- Smile. It's a simple – but often overlooked – rule of engagement. By smiling, you'll put your nervous self at ease, and you'll also come across as warm and inviting to others. Remember to smile before you enter the room, or before you start your next conversation. And if you're really dreading a networking event. Check the negative thoughts at the door.
- Use hand gestures carefully. Be conscious of what your hands are saying as you speak. How does this gesture come across? Some hand gestures can be very effective in highlighting your points (open gestures), while others can be distracting or even offensive to some listeners, and can lead to the conversation or listening being closed down (closed gestures). It also helps to watch other people's hand gestures to see how they come across to you. (ie; watch the people on the news who do the weather.)
- Clarity of meaning can be expressed through your body language. Use facial expressions consciously. Aim to reflect passion and generate empathy from the listener by using soft, gentle, and aware facial expressions. Avoid negative facial expressions, such as frowns or raised eyebrows. What is or isn't negative is dependent on the context, including cultural context, so be guided by your situation. Be alert for unexpected behavior that suggests you're cross-culturally colliding, such as a clenched fist, a slouched posture, or even silence. If you don't know the culture, ask questions about communication challenges before you start to speak with people in their cultural context. Keep a check on other body language signals. Such as wandering eyes, hands picking at fluff on your clothing and constant sniffling. These small gestures add up and are all guaranteed to dampen the effectiveness of your message. Lean forward a little. This simple body language indicates to the person speaking that you are interested in hearing more. Your body should be facing the person who is talking, and your torso should be at a slight forward angle. The lean doesn't have to be overpronounced to be effective.
- Use a volume that is appropriate for the setting. Speak more softly when you are alone and close. Speak louder when you are speaking to larger groups or across larger spaces.
- The attitudes you bring to communication will have a huge impact on the way you compose yourself and interact with others. Choose to be honest, patient, optimistic, sincere, respectful, and accepting of others. Be sensitive to other people’s feelings and believe in others' competence. Use appropriate facial expressions and words. Remember that listening is active, not passive. It's important to react to people's words - otherwise, they may as well be writing in their journals. Show you're interested by smiling, laughing, frowning, shaking your head, and making other expressions and gestures that are right for the moment. Let your personality shine through.
- This is probably the most important communication skill to develop in a good conversation. Sounds odd doesn’t it? But… Listening is an essential part of communication and listening is very different from hearing. Stop talking and be silent. It might sound obvious, but one of the biggest obstacles to listening is resisting the urge to voice impulse thoughts. Put aside your own needs, and wait patiently for the other person to unfold their thoughts at their own pace and in their own way. In listening, you will be able to gauge how much of your message is getting through to your listeners and whether or not it is being received correctly. It can be helpful to ask listeners to rephrase some of what you have said in their own words if they appear to be returning confused body language or mistaken views to you. Studies show that many people absorb less than half of what they hear when they are being spoken to. This communication skills deficit may be caused by the common characteristics of passive listening, such as inattention, distraction and/or the process of forming a response. It is possible to improve on the amount of information you retain during verbal interaction by practicing a form of self-awareness called active listening.
- Basically the survey found that half of Canadians read at a Grade 6 level. Consider the marketing of Pharmacy patient services. It is becoming increasingly important to provide patients and their families with clear, easily understandable oral and written health information. Interesting stat… More than half (60%) of people who receive social assistance are unable to read and write well enough to function in Canadian society. As a general rule, essential information for the general public should be at a Grade 6 – 8 reading level. Be articulate. It is important to speak clearly so that the message comes across in a way that every listener can understand. It means saying your words distinctly, preferring simpler words over more complex ones and speaking at a level guaranteed to be understood and heard, but without coming across as too quiet or disengaged. Your words are remembered because people instantly understand what it is that you are saying. Know the difference between sounding articulate and just trying to sound educated. Using big words = educated. Using words that everyone understands = articulate. Adding unassociated statistics = educated. Knowing the small details = articulate. Address the patient directly e.g. ‘you should take your tablets each night before going to bed’ rather than ‘patients are advised to take their medication nightly’. Take special care to enunciate highlighted points you need to make in order to avoid any kind of misunderstanding. If people are always asking you to repeat yourself, try to do a better job of articulating yourself in a better manner. The Health Information and Wellness Centre has pulled together information on this topic to help you provide written health information and instructions in simple, clear English. Guidelines for Writing Easy-to-Read Materials • Know your audience. • Use a simpler term rather than a more complex one e.g. ‘shorten’ rather than ‘abbreviate’. • Avoid constructions like ‘and/or’. These are very confusing to those with low literacy skills. • Avoid jargon and specialist terminology. If it is essential to do so, explain the term immediately within the text e.g. ‘geriatrician (a doctor who looks after seniors)’ • Avoid acronyms and other short forms. • Avoid long paragraphs. Keep sentences short, without dependent clauses wherever possible. • Use bullet points and white space. Use large font. • Use the active rather than the passive voice e.g. ‘we will send you a report‘ rather than ‘a report will be sent to all patients’.
- How you present yourself physically, emotionally and professionally to healthcare practitioners and the public defines your image and credibility. One of the most important components of communication is the sound of your voice. Remember tone of voice makes up almost 40% of the message. You can dramatically increase the effect of your communications by leaning toward the speaker or shifting your weight forward onto the balls of your feet. If you can face the person directly and give them direct eye contact, combined with fully-focused attention, you double the impact of what you’re saying. The more you can coordinate all three of these ingredients, the more impact your message has and the greater likelihood that the other person both understands and reacts the way you want them to. It influences the impact of your message, and might even make or break the success of your message. By improving your effective communication and listening skills you will become a more influential and powerful conversationalist.
- A healthy professional life starts with healthy relationships and every move you make in your career and business is because of a network - a conversation- a connection.
- What is networking? It goes far beyond just meeting people. Effective business networking means (slide) Effective business networking allows you to develop relationships that can eventually lead to opportunities for both parties involved
- A conversation is a spark; it serves as a catalyst. And a conversation takes place with another person with whom you have a mutual interest. It's easy when we aren't thinking about how someone can help us meet our goals. But creating that dialog with a specific goal can be a little intimidating. So how do you discover a mutual interest? How do you begin? Here are three strategies … 1. Curious George: Be Curious: People love to talk about themselves, their interests, successes, their goals. Get to know the person. People generally like you more when you actually like them. 2. Santa Claus: Be Generous, Be Genuine: Share information that can improve the other person's life. Be genuine - no one wants to feel used. 3. Dancing with the Stars: Every person you meet has the potential to be someone who could introduce you to that next great opportunity. Play along. Listen to the music. Have fun. Treat each conversation as a chance to connect in a meaningful way -- whether it's for the moment or for years to come.
- Key points to consider for great conversations… When you speak, your voice is the primary link between you and your listeners. It is the medium of your message. Every time you address anyone; your mind, your body, and your voice act as partners in your effort to communicate with your listeners. Some other key points to consider for great conversations… Just because someone talks to you about their problems, doesn't necessarily mean they want or need you to fix anything. They just want a sounding board sometimes. Avoid trivializing. Avoid comments like, "Thousands of people have this problem so don't worry about it". Have confidence when talking but refrain from imposing advice. When you look at the person you are listening to, look into their eyes. This shows that you are 100% focused on them, and not distracted by other things going on. Soften your eyes and avoid staring and looks of disbelief. Keep in mind that sometimes we need to listen "between the lines", but there are times when we need to absorb things at face value and go with the flow of the teller's unfolding. Avoid parroting by repeating the sentences word for word. This can be quite annoying.
- Basically networking is critical to your business and career. And the good news for you… is that the new prophets at networking events are healthcare information entrepreneurs. All things healthcare has replaced real estate as the main topic of conversation at conferences, networking events and cocktail parties around the country. Taking control of personal health, wearable health technology, the cost of drugs, the Ebola epidemic-you name it. People want to talk about health and will want to talk to you as a healthcare professional.
- Why are we comfortable chatting with the convenience store cashier, but when it comes to talking to strangers at a networking function, we clam up? But if you’re like most people you like your work but dread going to business related events. If so; you’re not alone. Most people feel anxious or nervous when entering a room full of people and unfamiliar faces. So instead they develop bad networking habits…
- Examples include; Finding the one person you know and hanging around with them for the entire event. Making the food table or bar your permanent home Wandering the room and saying hello to a lot of people but never engaging in a full conversation Arriving late: Resist the urge to arrive late. It's almost seems counter-intuitive, but showing up early at a networking event is a much better strategy than getting there on the later side. As a first attendee, you'll notice that it's calmer and quieter – and people won't have settled into groups yet. It's easier to find other people who don't have conversation partners yet. You can’t network effectively only from behind your desk; you’ve got to meet people face to face. If you must be on your phone; keep it brief and make sure it’s related to the event
- So let’s talk about effective networking Tip #1; set a goal or purpose. For example you could set a goal to learn more about or meet 3 people at the next event. This will give you time to establish a connection with a few individuals. The very best communicators are those who are the very best at asking for the things they want. To make the goal realistic measure what you’ve accomplished and; Modify your goals over time
- Tip#2; avoid being a professional visitor. What is a professional visitor? A person who attends a networking function and immediately gravitates to the same group of friends each and every time. Professional visitors get the least out of a networking event because they visit with friends rather than establish conversations with other business people and potential customers. Leaving out the people around you. So avoid being a professional visitor and instead use the next event to meet new people.
- Tip #3; Successful business networking involves being genuinely interested in people. People will be interested in you if you show interest in them. That means looking directly at a person when they are speaking to you. Giving a person your full attention with your eyes will encourage them to share more. But remember it’s not a stare down contest. When you meet someone start by getting to know them first; don’t try to sell your business but rather focus on having a real conversation. Ditch the sales pitch. Remember, networking is all about relationship building. Keep your exchange fun, light and informal – you don't need to do the hard sell within minutes of meeting a person. The idea is to get the conversation started. People are more apt to do business with – or partner with – people whose company they enjoy. If someone does ask you about your product or service, be ready with an easy description of your company. Before the event, create a mental list of recent accomplishments, such as a new client you've landed or project you've completed. That way, you can easily pull an item off that list and into the conversation.
- Become a better listener and you’ll become a better networker too. Learn the power of asking questions. And use it. Ask open ended questions and after they’ve shared something with you ask them about what they just said. This is active listening. This shows that you’re paying attention and you really care about what they’re saying Asking questions and listening closely is one of the highest compliments you can pay anyone. And you’ll be amazed at how much you will learn. If you're not a natural extrovert, you're probably a very good listener – and listening can be an excellent way to get to know a person. Questions are also a powerful way to introduce yourself. Ask easy questions. Don't wait around the edges of the room, waiting for someone to approach you. To get the conversation started, simply walk up to a person or a group, and say, "May I join you" or "What brings you to this event?" Don't forget to listen intently to their replies.
- Have a well rehearsed description of your company, your business or yourself. Most people will ask you about your occupation; so, it’s important to have a well rehearsed answer to the question what do you do? It should be brief about 10-15 seconds and your description will let the person know who you are, what you do and what you offer. This is where you could use your value proposition; your personal brand. Introduce yourself by name, always carry business cards and give them out. Make it a habit. Too many people don’t follow this simple advice. Give yourself the advantage. Be someone who does. At best people will be remember a few key things about you; your name, your company name, your business or industry (in three words or less), your product or service, and your location. So, find ways to talk about these things in your conversation. For example; if there’s a story behind your name or company have it ready. Anything you can say about these five key things will make you memorable. If they can remember just three of them such as Maria, the pharmacist from North Vancouver; or Mike, the pharmacy student from Victoria; you’re doing great.
- Know how others can help you Many effective networkers will ask you what they can do to help you with your business; be prepared and be specific; know in advance what you are looking for and how someone can help you. And you can ask the very same question to the people you meet if you are in a position to assist them
- Follow up quickly. If you let those business cards languish on our desk the reason why you attended the event might be wasted. Follow up with the person within 48 hours of meeting them that way there’s a greater chance they will still remember you and how they met you. It can be a simple note that references the topic discussed or an article they would find interesting or even a business lead. The goal of a networking event is not to collect as many business cards as possible instead it’s a chance to develop a few relationships that may have potential to lead to business or other contacts. There is no need to shotgun your business cards across the event or to pepper everyone with emails. Instead, focus on finding people that are relevant to you. As time goes on, you can decide if the interests that you share with someone are worth pursuing further. It’s better to have 5 people willing to help you out than it is to have 500 that simply know your name.
- Finally, remember the golden rule of business networking… All things being equal, people will do business with, and refer business to, those people they know, like and trust. And with these 7 tips for business networking you are well on your way to being known, liked and trusted.
- Connecting with people online is simply a must do. In and outside of our industry. Because you never know who is connected to who. Inter-professional healthcare connections including doctors Stay connected with your Pharmacy colleagues. There are many online networks to choose from but there is one above all that will make a difference to your career and work search; right now.
- LinkedIn is a social networking site for professionals. With over 300 miliion members worldwide, it is one of the most popular social networks in terms of active users. LinkedIn is NOT Facebook for business. Get connected and get your career going. The roadblock I often hear from students is that they think they haven’t got enough professional experience to start a profile. You’re more experienced than you think. Think broadly about all your experience, including summer jobs, unpaid internships, volunteer work, sports, and student organizations. Include hobbies and interests. You never know what might catch someone’s eye. Join groups and follow influencers that interest you. Take advantage of LinkedIn analytics when you're job searching Statistics and facts about LinkedIn. Available in over 20 languages in more than 200 countries, the website focuses on business connections and industry contacts for employers and working professionals, allowing companies to present themselves through online pages and for users to find job listings and to enhance their connectedness in their area of expertise. Linkedin is the only social site allowed in China. Increase in likelyhood your Linkedin profile will get viewed if you include a photo: 11X LinkedIn is now responsible for 64 percent of all visits from social media channels to corporate websites. In contrast, Facebook accounts for 17 percent of such visits, while Twitter is just 14 percent.
- What is your digital stamp? We all have one. Do the vanity search. Google yourself. What do you see? Anything interesting? What digital footprints are you going to leave in the sand? What will be your ultimate digital legacy? Digital footprints remain for all time. What value are you adding with your posts? It’s not about you can get from social media networking; it’s about what you can give your online audience of value. In that way both parties win. So, my question to you is… what is your digital stamp today; is it going to inspire people today, tomorrow, 5 years, 50 years from now? There are multiple channels to choose from; the important thing is not which ones are best, (choose three that interest you) who are you going to uplift and how are you gonna make people feel; whether that’s through a comment you leave or a post or more importantly through touch; the human touch. These digital tools are not there to replace a laugh, a smile or a warm handshake. Get out there and network face to face with people and discover the link between successful positive networking and personal happiness. Called a Digital Dale Carnegie, Erik Qualman is the author of Socialnomics. Video.
- At the end of this slide deck is an appendix; a quick review and summary of networking To your business and professional success, thank you for your attention. Got questions? Get answers…find me at any of these contact points. (next slide) As always; if you want to talk or ask questions…I’ll stick around as long as you want to.
- You can find me at any of these contact points.
- The goal of networking should be to help other people. Yes, it would be nice if they helped you out as well, but networking is a two–way street. And your side of the street is all about helping others, not asking them to help you. Asking for favors should only become a possibility once you have learned more about the person and provided some value to them. The fact that you reached out and made contact with someone does not put them in your debt. Take the time to listen to people’s stories. You can only provide something of value to them if you listen to who they are and what they do. It’s far more important to understand their needs before you tell them about your needs. Your goals should not be on the forefront of your mind. You’re trying to develop a relationship with someone, it’s your job to understand the people in your network, where they are coming from, and what’s important to them. Start by focusing on being friendly and helpful. This is the number one tactic you can use to build your network. Did you read a book that someone in your network will enjoy? Tell them about it, send them a copy. Are you using something that would help a friend with a project they are working on? Email it to them. Hear a new music album that a someone might enjoy? Send it their way. Building your network is the same as building friends. Be interested in what they are doing and offer friendly suggestions when you can. Introduce people. The idea of doing this seems foreign to many people, but it is actually quite easy. Do you know two people who enjoy reading the same type of books? Or like the same sports teams? Or love reading about history? Or work in the same industry? You get the point. Don’t make it hard, just introduce the two of them by sharing their common interest. They can decide if they want to pursue the relationship further. What You Should Do Now. You don’t need to be a master to start building your network. Just taking a moment to reach out is a big step that will help most people. Sharing useful information and connecting like-minded people are simple actions that everyone will appreciate.
- Depending on the situation, aim to complete your PVP or UVP in less than 20 seconds. Less is more: lots of powerful points in very few words make a much bigger impact than a lengthy statement. End in question. Look at how you describe yourself as a person - what's different or special about you compared with all the others? If there is no difference, you must find a way to create one. Aim high. Be realistic of course, but aim to be the best and to lead in some way, in whatever specialties you are passionate about. Always prioritise helping and giving to others ahead of taking and receiving for yourself. You must give in order to receive. Be helpful to others and you will be helped in return. Integrity is vital for trust to develop. Trust is simply not possible without integrity. Building trust is essential for growing a strong business network. Empathy and effective listening greatly assist the process of building trust. Following up is also a vital feature of building trust and reputation. Don't go aimlessly after every networking opportunity which comes your way; instead try to find networks which already function well or have the potential to do so; and consider and decide which sort of groups and contacts where you can be most helpful, as well as they should be able to help you.
- 6. It is important to know exactly what you want, because you will be asked - very directly by powerful potential contacts - and you will need to give a clear answer. 7. Networking only produces good results when it is followed up. Follow up is a matter of relevance and commitment: If a contact or referral is not relevant, then say so, which avoids any expectation of follow up. If there is relevance, follow it up, in whatever way is appropriate for the situation. Within 48 hours. 8. Be confident, positive and enthusiastic, but do not let this develop into pressure on the audience, or a sense of your trying too hard. 9. Business networking is a form of marketing. All forms of marketing benefit from strongly focused activity, which is necessary first: to create awareness, and then to build relationships. Be continuously open to unplanned networking opportunities, which can arise at any time. 10. Being a balanced person enables low stress and a feeling of assurance, which are very useful characteristics in business networking situations, having good life balance contributes directly to the level of faith people have in you.
- Summary of do’s and don’ts… And; Give everyone the password to the network: permission. Give yourself—and everyone you come in contact with—permission to network. The multiplier effect of this simple secret is astonishing.