1 WHY BUILD MEMBERSHIP ?

2 Five Steps for Building Club Membership Organize for Growth Find those prospects Make every meeting a sales tool Develop guests letters Help them decide to join Start them off right Membership retention

3 Your Club Needs To Conduct an Organized Membership Building Contest

4 HOW TO ORGANIZE FOR GROWTH ? Set membership targets Organize a committee or task force Use all avenues for researching prospects Share your success Present TI Awards to performers

5 PROSPECTING The Process of finding People in Need Identifying potential new members Friends, members of same clubs, colleagues, relatives, family members and customers Identify by occupation, career and industry Report in local papers Through home pages

6 DEVELOP A GUEST LETTER  Thanks for attendance  Benefits of participation  Brief explanation of the basic manual and first ten speeches  Components of the New Member Kit  Cost of membership  Location and time of next meeting  Who to contact for more details  An invitation to return and apply for membership

7 You Are The Sales Force

8 Use the Moments of Truth To Analyze Your Club

9 The Process of Discovery Helps Prospects Discover Their Needs And Wants By:  Questioning  Fact-finding questions  Feeling exploration questions  Listening

10 HELP THEM DECIDE TO JOIN Use S A B formula S olution –What is it ? –How does it solve the problem ? A dvantage –Why is this the best solution to the problem ? B enefit –What will it do for you ?

11 Features & Benefits Features Attributes of theToastamsters Program How it works ? What is it ? Benefits The positive effects the program has on members lives New Skills Opporotinities for career advancement Emotional uplifting

12 CLOSE THE SALES C omparison L oss O pinion S tory E xample

13 Start Them Off Right  Tell them about Toastmasters  Coach them to excellence  Induct them with flair  Get them speaking

14 MOMENTS OF TRUTH Club Quality Standards Evaluation First Impressions  Guests greeted warmly  Guest book and name tags provided  Professionally arranged meeting room  Arrangements meet speakers’ needs  Guests invited to speak  Guests invited to join New Member Orientation  Formal induction, including presentation of member pin and basic manual  Assignment of mentor  Education prorgams discussed  Learning needs assessed  Speaking role assigned  Member involved in all aspect sof club’s activities

15 MOMENTS OF TRUTH Club Quality Standards Evaluation Fellowship, Variety and Communication  Guests greeted warmly and made welcome  Enjoyable educational meetings planning  Regularly scheduled social events  Members participate in Area, Division, District and International events  Inter-club events encouraged  Club newsletter/bulletin issued on regular basis Program Planning and Meeting Organization  Program and agenda publicized in advance  Members know responsibilities and are prepared to carry out  Speeches given from Basic and Advanced Manuals  Meetings begin and end on time  Creative table topics and activities  Positive and helpful evaluations

16 MOMENTS OF TRUTH Club Quality Standards Evaluation Membership strength  Club has 20 members or more  Members are retained  Promotion of club in the community or within an organization  Club programs varied and exciting  Toastmasters sponsoring new members recognised  Regular membership building programs Recognizing Accomplishments  Award applications submitted to WHQ  Progress chart displayed  Club, District and Internatinal leaders recognised  Club and member achievements publicised  DCP is used for planning and recognition

17 MEMBERSHIP RETENTION Conduct new member Interest and evaluation surveys Analyze reasons members miss meetings Nurture Potential non-renewals Recognize individual members performance