Communicate with Confidence/Project Report

              After the entertainment and the product showcase, have a
social, ie: wine & cheese, free bar or lunch All the salesmen
should spread out and act as host to a customer. Be sure he
has a drink, finds the bathroom, etc And keep talking up
the product. Ask him what he thinks of it. Ask him if he's
interested ( in joining). Don't use pressure tactics; be
friendly, enthusiastic and encourage him to consider your
invitation to join.
Of course, the members should be trading names &
phone numbers with the customers for follow- up on their
sale's pitch. But here's an idea ... have a freebie! Have a nice,
substantial door prize As each visitor arrives, ask him to
enter his name ( and phone number) for the draw. Save those
entnes!!!! In a few days have a member call and ask them if
the) enjoyed the evening, express pleasure in meeting
them, and ask if they would like to attend ( no strings
attached) a meeting with you, just to see what we're all
about. If he agrees, pick him up and bring him. Don't ever
expect someone to come if they have to walk in cold'. A
note to the management, make sure that meeting is
powerful and progressive. This is no time to get bogged
down in a long debate about whether or not you'll buy a new
briefcase for the secretary!
Remember that
Every member is a salesman!
Make sure that every member knows the organization, it's
mission and it's activities.
( If there is any doubt, have a training session' on the
product before the sale], A good way to check whether your
members are really knowledgeable is to ask, " What is ( ie:
Lions)?" They should be able to give a prompt, correct,
concise description of the organization right off the top of
their head.
And what's the best sales tool?... your own
knowledge and enthusiasm! If you aren't enthusiastic,
involved and dedicated, why would I want to join?
Of course, what I have just described is a
membership blitz'. It is a big project, takes a lot of work
and involvement from the members and may cost a
considerable amount. If the membership questions the work
and money involved, you may bring up these arguments
First, the work... If we get more members from
this, it will lessen the burden on all of us in future club
projects
Second, the money If we don't keep up
membership , eventually the club will fold and what will the
money be good for then. AND new members mean more
dues
Business knows that you have to spend money to
make money. Decide what your club is worth to you, and
vote accordingly I highly recommend a blitz'. It attracts
members and gets a lot of publicity for your organization.
Publicity is a key to attracting potential members,
even without a blitz.
If you wear a club pin that is recognized, you have
an opening to ask them to join. If you mention your club in
conversation and the other person says, " Oh yes, I know
about t h e m " . y o u have an opening. If we refer back to the
analogy of a ' business', it is much easier to sell a
recognizable product backed by an established
company .. that's why they spend the bucks on advertising.
Make your meeting interesting. This is
important. Of course, business does have to be discussed,
and sometimes it isn't a lot of laughs. But, a good, well-organized
executive can keep it orderly and productive. In
chapter 6 of this handbook there are some good pointers on
executive duties and responsibilities. I suggest you read it
Suffice to mention a couple points here.
Have a prepared agenda and stick to it. If an
issue comes up that needs further clarification or
information, immediately appoint someone to get this
information and report back to the next meeting Don't
waste time discussing something if you don't have enough
info to make a decision. People, today, are busy. Don't
waste their time
Keep control of the meeting. Side
conversations, off the topic discussion and or arguing are
all disruptive, boring, non- productive and time wasting
When a motion is made, each person should be allowed to
speak on it only ONCE, and with very few exceptions, may
not speak on it again
Organize your meeting time. If you have a
program, and business, and a social time divide it equally.
If business threatens to go overtime, pick out only the
absolute necessary items and table the rest Make sure that
the speaker or program director has the time they were
promised. If a member or potential member has come to hear
that speaker or get that message, they will be rightfully
angry if they are short- changed. And, particularly if you
have new or potential members, leave time for the social
cup of coffee. This is when your established members can
network with the new, introduce them around, explain
things that have come up, inform them about the
club.. generally make them feel welcome to the meeting and
a part of the action
This ' mentoring' of new and potential
members is VERY IMPORTANT. Be sure your members
know and appreciate this A new member should be actively
mentored for at least a year... pick them up, sit with them,
ask and answer questions, be sure they don't feel lost or
forgotten. Introduce them around, explain club policies and
activities, encourage them to contribute to discussions
( NOTE: Listen to their ideas and involve them in projects
and decision making Don't be an old boys' club that shuts
out new ideas.
An organized, productive meeting is your greatest
selling point, . ie:" This is the kind of club I want to join."
Conversely, if I come away with the impression of a bunch
of haggling old hens, I will not likely be back.
And. if meetings are unorganized, boring and
unproductive, an even worse membership crisis might arise.
Established members may lose interest and quit