The Art of Volunteer Recruiting 2016 National Annual Meeting Spark Session

The Art of Volunteer Recruiting Presenters Robert Smith National Executive Board Lee Marconi, Team Leader Membership Growth Coaches

If the job is worth doing… -It’s worth investing the time -To get the right person Best use of our time is to get the best person -Measure twice, cut once -An ounce of prevention, a pound of cure We owe it to our mothers to succeed The Art of Volunteer Recruiting

The Six Sure Steps to Recruiting 1. Committee of Knowledgeables 2. Review Job Description, Qualifications 3. Brainstorm, Defer Judgement 4. Prioritize List- Top Three 5. Make Appointment, Select Visit Team 6. Visit Prospect

The Six Sure Steps to Recruiting 1. Committee of Knowlegeables Three to ten people Know the community Know the organization Know the job to be filled

The Six Sure Steps to Recruiting 2. Define the Job & Qualifications Position Description Qualifications of candidate

The Six Sure Steps to Recruiting 3. Brainstorm List all suggestions Defer all judgement until the end Give it time Eureka Effect

The Six Sure Steps to Recruiting 4. Prioritize List List top three candidates Don’t say no for someone If he/she said yes, would he/she do the best job

The Six Sure Steps to Recruiting 5. Make Appointment Select visit team, respected friends Don’t let the cat out of the bag It’s too important to discuss over the telephone Give me 15 minutes of your time

The Six Sure Steps to Recruiting 6. Visit the Prospect Not casual Face to face Don’t go alone 2 to 4 people Written three-sheet proposal Anticipate objections

Three Sheet Proposal Professionally written Especially Prepared For….. The Need- case statement The Job- what’s expected The Time Frame- dates and completion

Calling on the Prospect Make personal visit Never go alone Rehearse who will say what Be prepared- materials, questions Three Sheet Proposal Ask for The Order- Go for the Close!

The Visit- Tips For Success Prepare- mental, physical, materials Be on time, don’t over stay, 15 to 20 minutes Be clean, look your best Eye contact, firm handshake, use his/her name Thank you, no for coffee Pockets empty Be unemcumbered, only what you need

BSA Sales Training Latest Sales Methods in today’s selling environment Consultative sales approach… Prepares your staff and volunteers to go beyond selling features and benefits Creates a sustainable sales strategy that focuses on meeting the needs of your prospects

BSA Sales Training Three-day commitment First two days are made available to all staff and volunteers wishing to participate The third day is for the management team—a work session to discuss sales management practices and establish a sales strategy for a key sales initiative

BSA Sales Conversations

BSA Sales Model

The Art of Volunteer Recruiting Thank You!