Unit-IV; Professional Sales Representative (PSR).pptx
Making the rounds, building relationships with library 20150315
1. Making the Rounds, Building
Relationships with Library Users
and Showcasing Library Services
Jackie Kilberg, MLS
The views, opinions and positions expressed by the author are mine alone, and do not necessarily reflect the views,
opinions or positions of Wake Technical Community College.
NCCCLA CONFERENCE 2015
2. Making the rounds
Why patrons proceed with caution
• Do not respond by saying “What is it? or “Yes?”
• Tell patrons that they are “Not bothering you.”
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3. Making the rounds
There maybe a time when the reference interview will not be
conducted because they will simply not approach a librarian.
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8. Making the rounds
CRM, SIX SIGMA, SERVQUAL, etc… the entire organization must be on
board – so should you wait for that to happen?
• BUSINESS – (Six Sigma)
• General Electric, BB&T, McGraw-Hill Financial
• HIGHER EDUCATION – (SERVQUAL)
• University of Texas – Austin and Coastal Carolina
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9. Making the rounds
Is the most important word – relationship?
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10. Making the rounds
RATER (SERVQUAL) - measures customer engagement
• Reliability – A company’s ability to perform the promised service dependably
and accurately
• Assurance – The knowledge, competence and courtesy of employees and
their ability to convey trust and confidence
• Tangibles – Physical facilities, equipment and appearances that impress the
customer
• Empathy – The level of caring, individualized attention, access,
communication and understanding that the customer perceives
• Responsiveness – The willingness displayed to help clients and provide
prompt service
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14. Making the rounds
RELATIONSHIP MARKETING IN THE WORLD OF BUSINESS LIBRARIANSHIP
• KNOW THE SUBJECT MATTER
• COMPARE YOUR INFORMATION RESOURCES WITH THE CLIENTS – COLLABORATE
NOT COMPETE
• APPROACH ANYONE WHO WILL LEAD YOU TO TOP MANAGEMENT - THEY IN TURN
WILL PROMOTE YOU AND YOUR SERVICES
• ASSESS YOUR CLIENTS NEEDS THROUGH CONSTANT CONVERSATIONS TO DEVELOP
PRODUCTS YOU CAN SUPPLY TO THEM BEFORE THEY ASK YOU
• THE RESULT – A SOLID REPUTATION THAT CAN LAST EVEN THROUGH DOWNSIZING
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15. Making the rounds
RELATIONSHIP MARKETING IN THE WORLD OF ACADEMIC LIBRARIANSHIP
• KNOW THE SUBJECT MATTER
• COMPARE YOUR INFORMATION RESOURCES WITH FACULTY – COLLABORATE NOT
COMPETE
• APPROACH ANYONE WHO WILL LEAD YOU TO FACULTY, STAFF AND STUDENTS -
THEY IN TURN WILL PROMOTE YOU AND YOUR SERVICES
• ASSESS YOUR PATRONS NEEDS THROUGH CONSTANT CONVERSATIONS TO
DEVELOP PRODUCTS YOU CAN SUPPLY TO THEM BEFORE THEY ASK YOU
• THE RESULT – A SOLID REPUTATION THAT CAN LAST EVEN THROUGH DOWNSIZING
NCCCLA CONFERENCE 2015
16. Making the rounds
RM – The Jackie Kilberg Way – an organic and grassroots approach
• SMILE
• EYE CONTACT
• TALK FIRST – “HI HOW ARE YOU? JUST HOLLER IF YOU NEED ME”
• VERBAL TONE – POSITIVE BUT WITH AUTHORITY
NCCCLA CONFERENCE 2015
17. Making the rounds
RM – The Jackie Kilberg Way – an organic and grassroots approach
• I AM A LIBRARIAN NOT YOUR PARENT
• IT IS OK TO MIND WANDER
• GREAT! SOMEONE ASKED ME A QUESTION AND …
EVERYONE WILL HEAR MY ANSWER
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18. Making the rounds
RM – The Jackie Kilberg Way – an organic and grassroots approach
BUTINSKI
but-in-ski [buht-in-skee]
-noun, plural- skies. Slang
A person who interferes in the affairs of others; busy body.
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19. Making the rounds
RM – The Jackie Kilberg Way – an organic and grassroots approach
THE BUTINSKI APPROACH TO PREVENT THE “I DIDN’T WANT TO BOTHER YOU”
HOW TO DO THE UNORTHODOX REFERENCE INTERVIEW
• The ice breaker
• Use humor and/or do the 30 second elevator pitch
• Listen
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22. Making the rounds
In any relationship in life, emotion is the key to building a relationship.
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23. Making the rounds
IF I CAN’T DO THIS THEN WHAT AM I DOING HERE?
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24. Making the rounds
HOMEWORK:
Johnson, E. D. M & Kazmer, Michelle M. “Library Hospitality: Some Preliminary Considerations.” Library
Quarterly 81.4 (2011): 383-403. JSTOR. Web. 16 March 2015.
“Notes, Quotes & What-all: "Library Hospitality: Some Preliminary Considerations (with Links and Sidebars)”
The Retiring Guy’s Digest. The Retiring Guy’s Digest, 18 Oct. 2002. Web. 23 Mar. 2015
Retrieved from http://paulsnewsline.blogspot.com/2012/10/notes-quotes-what-all-library.html
NCCCLA CONFERENCE 2015
25. Making the Rounds, Building Relationships with
Library Users and Showcasing Library Services
Phone 919-335-1053
jkilberg@waketech.edu
NCCCLA CONFERENCE 2015