1 New Member Recruiting for Existing or New Clubs shown in Tahoma normal font Chartering a new club shown in Times Roman italic font

2 What are we selling?

3 First and foremost, you must… 1. Understand that you are not selling a product, you are selling the individual his/her dream. 2. You must believe in yourself and our association.

4 Today’s Training Will focus on skills needed to successfully canvass Will focus on skills needed to successfully canvass The techniques are applicable for either increasing your club’s membership or chartering a new club The techniques are applicable for either increasing your club’s membership or chartering a new club Will welcome the use of other techniques that are available from the group Will welcome the use of other techniques that are available from the group Will focus on the identification and recruitment of leaders Will focus on the identification and recruitment of leaders

5 Three Main Strategies for New Club Formation Lead-based: When the only people recruited are people who have been recommended or referred by an individual who is interested in chartering a club. Existing Group: When an existing group applies to be a Lions club so that they can conduct community service and utilize training and insurance benefits. Canvassing: When a community is identified and a team of Lions personally contact business and community leaders to recruit them into the new club. Current applicable Strategy

6 Pre-Canvassing Effort for a New Club: Location and Lions Support Determine areas for developmentDetermine areas for development Identify a sponsoring Lions clubIdentify a sponsoring Lions club Appoint Guiding LionsAppoint Guiding Lions Recruit Extension team (including Lions who are ready to follow-up each lead)Recruit Extension team (including Lions who are ready to follow-up each lead) Obtain materials from the New Clubs and Marketing Department at LCIObtain materials from the New Clubs and Marketing Department at LCI

7 New Club Extension Kit Guide to Club Formation Guide to Club Formation Making it Happen Making it Happen Charter Night Booklet Charter Night Booklet Guiding Lion Booklet Guiding Lion Booklet Recruiting Brochures Recruiting Brochures Charter Application Charter Application Report of Charter Members Report of Charter Members Charter Membership Cards Charter Membership Cards

8 Identify community leadersIdentify community leaders Schedule canvassing effort and secure meeting spaceSchedule canvassing effort and secure meeting space Schedule first new club meeting and secure a meeting spaceSchedule first new club meeting and secure a meeting space Identify other clubs in the area and try not to conflict with their meeting times and datesIdentify other clubs in the area and try not to conflict with their meeting times and dates Identify the Lions services that are available for the people in the new communityIdentify the Lions services that are available for the people in the new community Pre-Canvassing Effort: Site Development Research

9 Canvassing to Recruit New Members /form a new club Today, we will focus on recruiting community leaders through canvassing. One of the most effective ways to recruit members is to contact community and business leaders in person to inform them... of the existence of a Lions Club in the community and invite them to join. Invite them to a service project. of the existence of a Lions Club in the community and invite them to join. Invite them to a service project. of the development of a new club and invite them to join. of the development of a new club and invite them to join.

10 Comfort with Canvassing While many Lions might feel uncertain about approaching leaders to discuss Lions, they usually find that many people are generally aware of Lions activities and view the association in a very positive light. For many, the reason for not joining is that they were simply never asked.

11 Reaching Community Leaders is Vital They are aware of the needs in their community They are aware of the needs in their community They have the ability to make a difference They have the ability to make a difference They are usually aware of community organizations, such as the Lions They are usually aware of community organizations, such as the Lions They have the leadership skills needed to create/ maintain a strong Lions club They have the leadership skills needed to create/ maintain a strong Lions club They have the ability to recruit other leaders They have the ability to recruit other leaders

12 Business Selection Priority All businesses should be considered, but... All businesses should be considered, but... Some businesses are more likely to be interested Some businesses are more likely to be interested Banks Banks Realtors Realtors Insurance Agencies Insurance Agencies Accountants Accountants

13 Canvassing Teams Break-into teams of two or three (more people may overwhelm the prospect) Break-into teams of two or three (more people may overwhelm the prospect) Designate only one person to talk Designate only one person to talk Designate one person to take notes Designate one person to take notes Each team should have plenty of applications, a lined pad of paper, a pen, an envelope in which to place checks and applications and invitations to next meeting Each team should have plenty of applications, a lined pad of paper, a pen, an envelope in which to place checks and applications and invitations to next meeting

14 Canvassing Days and Times Businesses should be visited on Tuesdays, Wednesdays or Thursdays Businesses should be visited on Tuesdays, Wednesdays or Thursdays Visits should be made in the morning and/or in the afternoon Visits should be made in the morning and/or in the afternoon Not too early Not too early Not too late Not too late Not at lunch time Not at lunch time

15 Approaching a Prospect Walk briskly. Walk briskly. Ask to speak with the business leader - do not try to recruit the staff until the leader is recruited. Ask to speak with the business leader - do not try to recruit the staff until the leader is recruited. Greet them with a smile and a firm handshake. Greet them with a smile and a firm handshake. Always be positive! Always be positive!

16 Approaching a Prospect (continued) Use script for the following: Introduce yourself (Name and Lion title) Introduce yourself (Name and Lion title) Ask them if they are familiar with Lions Clubs International Ask them if they are familiar with Lions Clubs International Regardless of their answer explain that “Lions clubs are community organizations made up of community-minded men and women who are interested in the betterment of their community” Regardless of their answer explain that “Lions clubs are community organizations made up of community-minded men and women who are interested in the betterment of their community”

17 Brief Discussion with Prospect for a New Club Explain that you are meeting with business or professional leaders in the community to recruit new members /charter a new Lions club. (Note: you are not trying to charter a new club..you will charter a new club.) Explain that you are meeting with business or professional leaders in the community to recruit new members /charter a new Lions club. (Note: you are not trying to charter a new club..you will charter a new club.) Explain that you are calling on them because their business is an important part of the community and ask if they would be interested in being a part of your club /the new club and attending an information meeting. Explain that you are calling on them because their business is an important part of the community and ask if they would be interested in being a part of your club /the new club and attending an information meeting. Be sure to let them know that membership in the club is very reasonable..the initiation fee is $25 /charter fee is US$30 to join and dues are approximately US$5 to US$7 a month. Adjust if needed to include local fees. Be sure to let them know that membership in the club is very reasonable..the initiation fee is $25 /charter fee is US$30 to join and dues are approximately US$5 to US$7 a month. Adjust if needed to include local fees.

18 Discussion with Prospect (continued) Provide them the date and time of the meeting and hand them the lined pad of paper listing the other community leaders who are members/ have joined. (This is a very powerful exercise when they recognize the other leaders.) Ask them to add their name to the lined note paper. Provide them the date and time of the meeting and hand them the lined pad of paper listing the other community leaders who are members/ have joined. (This is a very powerful exercise when they recognize the other leaders.) Ask them to add their name to the lined note paper. Wait! Stop talking! Allow the prospect to review the names. Wait! Stop talking! Allow the prospect to review the names. If the prospect signed the lined note pad … give them a membership /charter application and ask them to write a check for the fee. If the prospect signed the lined note pad … give them a membership /charter application and ask them to write a check for the fee.

19 Discussion with Prospect (continued) If the prospect does not sign the pad, they will generally ask questions about Lions. Be very careful. If the prospect does not sign the pad, they will generally ask questions about Lions. Be very careful. Provide a club brochure, discuss one or two projects your club does and invite them to a service project. Provide a club brochure, discuss one or two projects your club does and invite them to a service project. While you might touch upon one or two projects that clubs do, be sure to explain that each Lion club is autonomous and the club members decide the projects that the club undertakes. You might try asking them if they are aware of a need in their community. Follow with a second invitation to join by asking them a second time if they would like to be part of the new club. While you might touch upon one or two projects that clubs do, be sure to explain that each Lion club is autonomous and the club members decide the projects that the club undertakes. You might try asking them if they are aware of a need in their community. Follow with a second invitation to join by asking them a second time if they would like to be part of the new club.

20 Level of Interest If they are not interested…thank them for their time and move onto the next prospect. Continuing to sell will only annoy them! If they are not interested…thank them for their time and move onto the next prospect. Continuing to sell will only annoy them! If they are interested but cannot attend the meeting, ask them if they would like to be notified of future meetings. If they are interested but cannot attend the meeting, ask them if they would like to be notified of future meetings. If they sign up…thank them and let them know that they will receive a follow-up letter with more information about the meeting. If they sign up…thank them and let them know that they will receive a follow-up letter with more information about the meeting.

21 Completion of Canvassing Discussion Regardless of the outcome, always ask if there is anyone else that you should speak to who might be interested in being a part of a Lions club. Regardless of the outcome, always ask if there is anyone else that you should speak to who might be interested in being a part of a Lions club. If you feel they would welcome the idea, ask them to contact the individual to set up an appointment for you or even personally introduce you to the individual. If you feel they would welcome the idea, ask them to contact the individual to set up an appointment for you or even personally introduce you to the individual. Collect contact information and/or application and give the application to the Lions who will begin follow-up. Collect contact information and/or application and give the application to the Lions who will begin follow-up.

22 Remember: Don’t be Afraid to Hear “NO!” Don’t be Afraid to Hear “NO!” This could be a temporary state of mind. This could be a temporary state of mind. PUT YOUR BEST EFFORT FORWARD! PUT YOUR BEST EFFORT FORWARD! You may never have another opportunity You may never have another opportunity to make a good first impression. PRACTICE, PRACTICE, PRACTICE! PRACTICE, PRACTICE, PRACTICE! (Before you meet with potential members.) (Before you meet with potential members.) Canvassing Summary

23 More Canvassing Tips  Always start at the top – You can sell down, but you can not sell up.  Do not wait more than 10 minutes – Your time is better spent moving on to the next prospect.  Find ways to overcome the front desk – It is the officer manager’s job to “screen” visitors.  Get clues from their office – look for a special interest.  Do not carry too much literature.

24 More Canvassing Tips (continued)  Share your list of interested people with other teams as the list grows so you have an up-to-date list to show your prospects.  Always be positive and leave them smiling!  Mention family memberships if it appears this may be appropriate

25 Mention Participation The initiation fee of $25/ charter fee of $30 is not to be considered merely a donation The initiation fee of $25/ charter fee of $30 is not to be considered merely a donation Ensure that the prospect understands that some participation is expected Ensure that the prospect understands that some participation is expected Meetings are not mandatory but attendance when available is expected Meetings are not mandatory but attendance when available is expected Participation is some activities is expected Participation is some activities is expected

26 Appearance Dress in business attire Dress in business attire Look professional Look professional Wear your Lions pin as the only sign of your organization affiliation (you don’t want to look a walking billboard) Wear your Lions pin as the only sign of your organization affiliation (you don’t want to look a walking billboard)

27 Role Play Exercise

28 Exercise! Break into teams of three If possible, groups should be diverse in age, gender, and Lions experience so that new ideas can be shared.

29 Let’s Go!

30 Welcome Back What did you discover? (group discussion)

31 Group Discussion: Canvassing Which strategies worked? Did you adapt the script? What obstacles did you face? Ideas for overcoming the obstacles.

32 Prospect Follow-up After Canvassing YOU MUST BEGIN YOUR FOLLOW-UP IMMEDIATELY IF YOU ARE GOING TO BE SUCCESSFUL! Need an individual or group to volunteer to collect and follow-up each lead by sending letters, then making telephone calls and also offering rides to the club/information meeting if practical

33 Group 1: Charter /New Members (completed an application and paid the charter /initiation fee) – send letter of congratulations. Group 2: High Interest Prospects (may come to meeting but did not complete an application) - send letter inviting them to the meeting and then make a follow-up telephone call. Sort Prospects into Categories

34 Sort Prospects into Categories (continued) Group 3: Other Prospects (may be interested but could not attend meeting) - keep them on the mailing list for further meetings and contact them following the meeting to inform them of the club’s progress /activities. Continue to invite them to get involved. Group 4: Possible Prospects (names of people who might be interested) Determine a time to contact them in person or contact by phone to arrange a meeting.

35 Use the sponsoring club’s/ your club’s stationary. Use the sponsoring club’s/ your club’s stationary. Use a group of volunteers to prepare the letters. Use a group of volunteers to prepare the letters. Make sure someone proofreads each letter. Make sure someone proofreads each letter. Sign each letter, personalize with a note. Sign each letter, personalize with a note. Personalized Letter

36 Make an outline of what you are going to say. Make an outline of what you are going to say. Make the call short and to the point. Make the call short and to the point. Use the same script as the personal visit. Use the same script as the personal visit. Follow-up with a brief letter. Follow-up with a brief letter. Follow-up Canvassing by Phone

37 Begin Follow-up Lions who have volunteered to follow-up leads will need: Stationery Stationery Stamps Stamps Sample follow-up letter Sample follow-up letter GOAL: To mail all follow-up letters today

38 Second Day in the Field 1. Lions who will not be conducting follow-up efforts break into new teams 2. Determine the area that each team will work 3. Assign teams to contact people who were not available the previous day 4. Make sure team members have supplies: Charter /new member applications and an envelope Charter /new member applications and an envelope Lined note pads and pens Lined note pads and pens First meeting information (date, time and location) First meeting information (date, time and location) Exchange cell phone numbers Exchange cell phone numbers 5. Plan to meet for lunch

39 Discussion Questions Questions Suggestions Suggestions Lessons learned by participants in previous canvassing activities Lessons learned by participants in previous canvassing activities

40 Let’s Go!