C LOSING T HE S ALE T HE P ATH F ROM P ROSPECT TO N EW C LUB Eileen Wolfe, DTM, PID Region Advisor...
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Transcript of C LOSING T HE S ALE T HE P ATH F ROM P ROSPECT TO N EW C LUB Eileen Wolfe, DTM, PID Region Advisor...
CLOSING THE SALETHE PATH FROM PROSPECT TO NEW CLUB
Eileen Wolfe, DTM, PID
Region Advisor 2013 -2014
Region 8
WHY CLUBS ARE BUILT
Two Fundamental Goals Stated in The District
MissionEnhance the performance
of Toastmasters
clubs
Extend the network of
clubs
WHY CLUBS ARE BUILT
Increased clubs mean a greater number of people will experience
the benefits of Toastmasters educational program
Provides district officers with an opportunity to develop and extend their own leadership
skills
Excellent way to promote the public’s awareness of
Toastmasters
TYPES OF CLUBS
Community Clubs
Those meeting in
the community which do not have corporate affiliations
Usually meet in
community rooms,
restaurants, churches,
schools, libraries or where ever community
groups meet
Usually open to all interested persons over the age of 18
However a few are
restricted to
residents or
membership of a
particular community or people sharing a special interest
Open Clubs• Membership
is these clubs is open to people 18 years or older, subject to a vote of the club membership
• Most community clubs are open clubs
TYPES OF CLUBS
Closed Clubs• If a club is limited to a certain group of people, it is a closed club• A typical reason for a club to be closed is to allow only employees to join• There is some practical reason for a corporation to have a closed club
• Corporation is furnishing part or all of the dues• Compensating employees in some way , bonus, education credit, time off• Security issues – sites restricted to corporate badges, ID
• A club may be closed to the public and be open only to any group that is not specifically outlined in Toastmaster International policy as being discriminatory.
• Bylaws of the club should spell out clearly to whom the club is open, to avoid problems
• Most corporate clubs are closed clubs• Since many companies do not want non-employees on the premises, the
bylaws of these clubs limit membership to employees only• Membership in any club is never restricted because of race, color, creed,
gender, national or ethnic origin, sexual orientation or physical or mental disability
TYPES OF CLUBS
Employer wishes to sponsor a club for their employees
Club meetings usually held on company premises
Most operate during business hours or at lunch time
Open only to employees:• Dues and supplies are paid
by the company• Club meets on company
premises
Corporate Clubs
PROSPECTING FOR NEW CLUBS
Find out about existing clubs in the
area or division.
Target communities large enough to support a club.
Convince major corporations or other large organizations to form new clubs.
Follow up on leads sent from World Headquarters.
40+ clubs can often be split into two.
Select your prospects wisely Spend some time researching your community
and determining the most likely prospects Spend your valuable time selling toastmasters to
companies that are most likely to need one Don’t spend time selling to the wrong customer
PROSPECTING FOR NEW CLUBS
Qualify your prospects further What is the company’s size, location and revenue? Who are the key contacts that can be isolated in
departments such as personnel, training, HR Finance or the office of the president?
Does the company invest in training for employees? What are the companies priorities? Is the company conservative? Into high growth with
executives willing to take risks with products and services offered?
What are the company’s strategies, mission, key initiatives?
Is there any recent research, recent news or a web site about the company?
What is the business focus
PROSPECTING FOR NEW CLUBS
Brush up on features and benefits. You are marketing to corporate executives, you need to sell the benefits Boosting their return on investment Reducing turnover Refining employees presentation skills Achieving more effective meetings Improving leadership skills Promoting better teamwork Increasing loyalty
PROSPECTING FOR NEW CLUBS
Send a letter of introduction Send a nicely written letter of introduction to the
executive you need to meet Letter identifies you as a volunteer in
Toastmasters and explains why you are asking for an appointment
Explain the benefits of the introductory meeting to the executive
Make first contact Pick up the phone and call the contact. Introductory letter was your “warm-up” Can’t close the sale if you don’t meet Stress the benefits of the program and request
20 minutes with the executive
PROSPECTING FOR NEW CLUBS
Present TI’s program to the Executive Be prepared, do your homework Offer several excellent brochures especially
those focused on corporate club building Reiterate benefits and give examples of TI’s
success with other corporations Answer questions and respond politely to any
objections Confirm their support for an in-house club –
CLOSE THE SALE Get them to sign the application form Discuss dues and what the company is prepared
to pay Schedule the Demonstration meeting
PROSPECTING FOR NEW CLUBS
FORMING A COMMUNITY CLUB
Step 1: Ensure your support team is in place Step 2: Identify the main stakeholder whom you will
be working with Step 3: Plan a demonstration meeting that
demonstrates the benefits of Toastmasters and how a club meeting should be conducted
Step 4: Publicize the demonstration meeting Send personal invitations to colleagues and friends Submit announcements to local newspaper and broadcast
media Post notices on community websites, bulletin boards,
social networking channels Invite anyone who would benefit from improved
communication & Leadership skills, such as: Employees of local businesses, church groups, military personnel
FORMING AN ADVANCED CLUB
Advanced Clubs• Special club to focus on developing advanced skills• Members hear advanced-level presenters and
receive evaluations and feedback from experienced members
• Must have minimum of 20 members• Some insist on membership in another club (dual
membership)• Most require members to have received the
Competent Communicator or the Advanced Communicator Bronze award
• They follow the same charter requirements as other clubs
• If dual membership is required only 3 of the first 20 can be Transfer members
• If the club chooses not to have dual membership, only 3 of the first 20 can be Dual members
SPLITTING A CLUB
When a club becomes very
large, it becomes difficult
for the club to provide the
services that are the hallmark of
the Toastmasters program
Members have
difficulty getting on the
agenda to speak
They have difficulty in becoming a part of
the club’s formal
leadership
WHEN TO SPLIT
If a club approaches 35 members then it becomes very difficult to provide speaking slots for everyone
A typical lunch time club usually only has 2 slots per meeting, 100 per year
That means that if all goes well less than half its members will earn a CC in a year
Toastmasters International recommends that a club has 20 – 30 membersClubs with more than 40 members may benefit from splitting into two clubsBefore the club can split, members must agree to it
Be sure that experienced, active members are evenly divided between both clubs
SPLITTING A CLUB
The Process• Application to organize, - indicate club split• Club and Officer information report• Charter member list ( indicate club split and
the number of the club from which members are transferring)
• Constitution and standard bylaws for clubs of Toastmasters International
• Charter remittance Notice
FORMING A CORPORATE CLUB
The key to success to starting a corporate club is to gain the support of a decision-maker inside the organization
1. Schedule a meeting with the HR Director or any other high-level executive
2. Prepare for the meetinga. Be ready to discuss the value of Toastmaster
trainingb. Use the features, benefits and values chart to
illustrate your point along with the corporate marketing PowerPoint presentation
3. Ask for the company’s support in starting the new club
FORMING A CORPORATE CLUB
4. Determine what portion of the club costs the company will pay (if any)
5. Arrange a time and place to conduct a demonstration meeting
6. Plan a demonstration meeting that showcases the benefits of Toastmasters both to the individual and to the corporation
7. The Demonstration meeting should also stage how a club meeting is conducted
8. Schedule the meeting at least 2 weeks in advance to allow plenty of time for promotion
FORMING A CORPORATE CLUB
Publicize the demonstration meetingPost notices on the company’s intranet and
bulleting board Invite all employees and extend a special
invitation to company officialsAsk your human resource official and any
other inter-company contacts to help with promoting the cub
CLOSING THE SALE
Step 1: Set Up A Kick-
Off Meetin
g
• Have the group, community, company arrange for at least 20, ideally a lot more to attend a 1 hour meeting
• The key to this meeting is to:• Get as many
attendees as you can
• Get as many people from the company participating in some way
• If they participate they will want to join
CLOSING THE SALE
Step 2: Kick off Meeting Agenda
1 hour meeting format Objectives
Demonstrate the components of a typical Toastmaster meeting
Illustrate the benefits and value of Toastmasters Discuss the Charter process Assign second meeting responsibilities and review
specific responsibilities with each assignment Topics to cover
Charter process Explanation of key meeting roles
CLOSING THE SALESample Agenda• Welcome• Introduction & explanation of key meeting roles
• Toastmaster• Timer• Ah counter & Grammarian• General Evaluator• Evaluator• Topics Master
• Table Topics Session• Introduction of speaker
• Speaker• Evaluation
• General Evaluation• Discussion of Charter Process
• Toastmasters dues structure• Club dues
CLOSING THE SALE
• Decision as to whether to use new speaker or experienced speaker
• Experience shows that an experienced speaker is much more effective• It shows Toastmasters is not only a professional
organization but attendees have something to aspire to
Speaker
• Have the audience participate in the evaluation• Coach them – give them ideas what to look for,
beginning, body and conclusion, did the speaker connect etc.
• Have the evaluation directly following the speech so it is fresh in their mind
Evaluation
CLOSING THE SALE
Table Topics• Explain about impromptu speaking• Have a long Table Topics session and
included as many people as possible• Have them talk about some thing they
know are excited above• Play the rolled up newspaper game where
the speak about something that truly annoys them and hit a rolled up newspaper in emphasis
• They win as they successfully speak in front of their peers
CLOSING THE SALE
TAG Team• Timer: 2 volunteers work with the timer. One runs the clock
and the other takes down the time and gives the report to the group
• Ah Counter: 2 volunteers count Ahs and ums • Grammarian: At least 1 person works with the Grammarian
focusing on positive aspects of the speech from the perspective of grammar
The Close• Hand out applications and help them to complete it• If a corporate club, clarify what responsibility the
organization will responsibly take• Make a big deal about being a charter member and implore
everyone to join
FOLLOW-UPArea Governor and mentors and sponsors should be at kickoff meeting.
Set a date for the next club meeting
T first meeting do an orientation of what will be happening in this meeting and subsequent meetings
Send a thank you note and meeting reminder notice to all new members
Send a thank you note and meeting reminder notice to all attendees
Communicate with temporary officers and confirm meeting roles for next meeting
Plan Charter Presentation meeting
CLOSE THE SALE!!