Cold Calls & Securing Visits Step by Step Monique Levesque-Pharoah, DTM Region IV Advisor 1

Before you make the call... Know your audience Keep it simple using pillar statements Secure a discovery meeting

Know your Audience Research company profile Are the core values aligned with Toastmasters? How many staff? Have they won any awards? Who are the leaders? Do they have a training department? Anything in the news?

Pillar Statements or Key Messages Similar to sound bites or pull-out quotes. These are effective responses to questions regarding Toastmasters in day- to-day communications and pitch meetings.

Pillar Statements Toastmasters International is the leading world-wide, non profit organization dedicated to effective communication and leadership Toastmasters is approaching 90 years and continues to grow around the world

Pillar Statements More than 4 million people helped by Toastmasters to gain confidence to communicate and lead Toastmasters’ individual-paced program adapts to and complements workplace training

Pillar Statements Life-long learning keeps you relevant in today’s market and Toastmasters is the perfect way to showcases learning All skills being equal, Toastmasters have an edge over non-Toastmasters because they can communicate and network more effectively.

Personalized Pillar Statements What’s your personal story – turn it in to your own pillar statement! Be prepared with some examples

The Cold Call…. Purpose is to set a meeting time, not close the sale Hi my name is XXXX and I’m with Toastmasters International. How are you today? I’m wondering if you can connect me with someone from (select the best option based on your research) Human Resources / Marketing/Training & Development/Sales?

The Cold Call: Hi my name is XXX and I am wondering who from Training and Development I could speak with about enhancing your training program with Toastmasters. Or, We recently worked with XX company to help their sales team increase sales. Who can I speak with from your sales team?

You have the meeting… now what? Ask questions: What have you heard about Toastmasters? What would you say is the biggest challenge your company is facing? Pose your response with Challenge, Action, Results

What to bring to the meeting Powerpoint Slide Deck Toastmasters Magazine Features Values & Benefits Chart Find your Voice Brochure Success 101 Brochure Competent Communicator/Leadership Manual

The PowerPoint Slide Deck The following slides can be adapted as you see fit, but are a great starting point

Challenge Action Results Frame your response using the CAR method while tying in Toastmasters

Challenge, Action, Results – An example What is the biggest challenge your company is facing? Well, we’ve noticed our turnover is high.

The Response.... Studies have shown that investing in your employees encourages loyalty. Toastmasters is the most cost effective way to invest in what matters – your people For example, Great West Life has had their Toastmasters club for over 30 years and many of their promoted staff will tell you that their Toastmasters membership made them feel valued, that they belonged and set them on a path of leadership they did not know they were capable of The Toastmasters program can help you recruit and retain the best leaders... Toastmasters has truly become the place where Leaders are Made Can we meet for 15 minutes to discuss at a time that’s most convenient for you?

Why XXX should consider Toastmasters Add Company Logo here

Features A self-paced program Weekly, bi-weekly or monthly interactive meetings Impromptu speaking opportunities Peer evaluations Participation in leadership through meeting roles Personal attention in small group setting Affordable dues Opportunities to lead meetings 13 18

Toastmasters Advantages Practical presentation experience A safe place to make mistakes and learn Mentorship opportunities 12 19

Benefits Develop critical-thinking skills Build listening skills Give and receive constructive feedback Become more confident in front of a group Learn time-management skills Benefit from a supportive environment Develop leadership skills 14 20

Individual Value Unlimited personal growth Clear communication skills Self-confidence Positive mentoring relationships Improved leadership skills Relationship building 15 21

Value to the Organization Effective employee communication Better leaders & ambassadors More productive teams Better teamwork Improved retention Enhanced performance Positive impact on customer relations

– Debbi Fields Rose Founder, Mrs. Field’s Cookies “The idea of getting in front of a group, not as Mrs. Fields but as Debbi, made my knees shake. But the Toastmasters group understood. Here’s a place where you can learn, grow, develop — and where other people are doing and feeling the same thing.” – Debbi Fields Rose Founder, Mrs. Field’s Cookies 16 23

Well-known Toastmasters Alumni Chris Matthews, Author and journalist, host of MSNBC’s Hardball with Chris Matthews Tim Allen, Actor, star of television series Home Improvement Tom Peters, Management expert and author K.C. Jones, Former NBA basketball coach for Boston Celtics Linda Lingle, Former governor of Hawaii James Lovell, Former NASA astronaut; missions include Apollo 13 Debbi Fields Rose, Founder, Mrs. Fields Cookies Leonard Nimoy, Actor, Spock from T.V. series Star Trek 17 24

– Linda Lingle Former governor of Hawaii “Toastmasters is the best and least expensive personal improvement class you can go to.” – Linda Lingle Former governor of Hawaii 18 25

Costs $125 One time fee for Application to Charter $20: New member fee $36: Six months’ membership dues 19 26

Contact Information Make it easy for them to contact you. If you have another Toastmaster join you, include their contact information as well If you haven’t already switched business cards, this is a great time to ask for it 21 27

www.toastmasters.org 22

Building a club step by step – The Kick Off Meeting Which comes first? The Application to Charter or the Kick Off Meeting It depends on your audience

The Kick Off Meeting Pick the date based on their suggestions Get them to advertise Select your Kick Off Team that includes if possible the Club Sponsor & Mentor

The Kick Off Meeting Put on a great show Get your audience involved – Table Topics Evaluate Effectively Q&A Get people to sign up for next meeting

Getting to 20 Does your District have any special incentives for clubs built within a certain time frame? If so, highlight benefits here. If not, why not? Go to www.toastmasters.org for the How to Build a Toastmasters Club Guide

Before you celebrate…. Go to www.toastmasters.org for the How to Build a Toastmasters – A Step-by-Step Guide This detailed 34 page booklet will guide you through all the paperwork and payment details necessary