1. On a Cold Day Serve a Warm Beverage
Materials:
TI Features/Benefits Chart
Fill-in-the Blank Cold Call Handout
Cold Call Script
List of top 25 companies in each metro area served by the Divisions
Lark Doley, DTM

2. Session Agenda What is a Cold Call? Warming Up Cold Calls
Identifying New Club Opportunities
Turning Cold Calls into Gold
The 5 Cs 2

3. What is a Cold Call?
A truly “Cold Call” is a telephone call, , face-to-face meeting, or other form of communication with a company/organization without having any specific information about that company/organization. 3

4. Warming Up Cold Calls
Turn a “Cold Call” into a “Warm Call” by researching the company/organization.
Do you or any of your friends know someone who works there?
Six degrees of separation
If not, how can you research the company?
Use Internet resources like Jigsaw.com, Social Media like LinkedIn, local news, and other local resources to learn about the organization and identify contacts. 4

5. Identifying New Club Opportunities
Internet resources, such as Jigsaw.com
Fortune 500 list, Best Companies to Work For, Chambers of Commerce
Government, Universities, Associations
Local and international news
Social Media, Friends, and Family
Club, Area, Division, and District meeting
Drive bys
Other 5

6. Turning Cold Calls into Gold (1)
From your research, make a list of the most promising companies, communities, and organizations for new clubs in your areas and divisions.
Prioritize them.
Activity: Make a list and prioritize it.
Instructor Notes:
Divide them into their division teams to make their lists and prioritize them. 6

7. Turning Cold Calls into Gold (2)
Contact the company/organization.
By , letter, or TI packet to set up a telephone call or face-to-face meeting.
By telephone to set up a face-to-face meeting.
Set up an informational meeting.
Set up a sample meeting, which is the first meeting of their ongoing Toastmaster meetings to form a new Toastmasters club!
Charter a New Golden Club!
Instructor Notes:
Easy for you to say! How? 7

8. How? Use the 5 Cs Connect with the company through your research.
Communicate the features and benefits.
Convince the company/community of the value of Toastmasters to them and gain their commitment.
Conduct a sample Toastmasters meeting.
Charter a New Golden Club! 8

9. Connect: Research Research each company/organization:
Type of company/organization
Number of employees locally and globally
Vision, mission, and value statements
Commitment to employees
Current financial health and growth plans
Contact names and contact information
Research community:
Size of community
Ways to communicate with community members
Instructor Notes:
Ask them to write down what they know about the top companies on their list and to write down contact names.
Then ask each team to share a lead for which they have no contact.
Ask if anyone in the room has a contact. 9

10. Connect: 30-Second Introduction
Who are you?
What is Toastmasters?
What have you gained from Toastmasters?
What’s in it for the company (community)?
Next Steps: Informational or Sample Meeting –
Next week, what is a good day for me to come by and meet with you personally?
Which day do you want us to bring in a small group of volunteers to present a sample Toastmasters meeting for your employees?
Activity: Write down your 30-second introduction. 10

11. Connect: The Telephone Call
Hello, may I speak with _____ ?
Who are you? Why are you calling? What is Toastmasters?
Give your 30-second introduction.
What type of professional development do you currently offer your employees?
Toastmasters can complement these programs. This can be done at no cost to your company, or your company can pay part or all of the nominal costs. For 20 employees, the first year’s fees total less than $100 per employee and only $72 annually thereafter.
Activity: Role Play 11

12. Connect: Informational Meeting
Example of Opening Remarks:
Thank you for the opportunity to meet with you.
How familiar are you with Toastmasters? (Then you can start at the appropriate level of information.)
I am a Toastmaster district leader. This is a volunteer position. I am here today because of the benefits I have received from Toastmasters and the benefits I believe Toastmasters can provide to your employees.
We have over 13,500 Toastmaster chapters worldwide, serving over 280,000 members in 116 countries. More than 50% of these chapters are affiliated with companies or organizations. 12

13. Communicate: Informational Meeting
Personal Example:
I am a Toastmaster volunteer, here to share what I have personally gained from Toastmasters.
Toastmasters has made me more efficient in my job, in managing projects, and in building teams.
I conduct productive project meetings and leverage the strengths of my team members by communicating and leading effectively. Yesterday I received corporate recognition for my project management skills. I owe so much of my professional success to Toastmasters for the skills I have learned. I believe Toastmasters can do the same for your employees. 13

14. Communicate: Features, Benefits, and Value
What are the benefits and value of each?
Self-paced program
Regularly scheduled meetings
Speech writing and presenting
Table topics
Evaluations
Toastmaster role
Officer roles
Cost of membership 14

15. Communicate: Informational Meeting
What to say:
Global nonprofit educational organization founded in 1924
Fact Sheet – Countries, Chapters, Membership
Program, Features, Benefits, and Value
Vision, Mission, Values of the Organization
Charter Fees
History
What to do: Listen, think, and speak.
Mission Toastmasters International is the leading movement devoted to making effective oral communication a worldwide reality.
Through its member clubs, Toastmasters International helps men and women learn the arts of speaking, listening, and thinking – vital skills that promote self-actualization, enhance leadership potential, foster human understanding, and contribute to the betterment of mankind.
It is basic to this mission that Toastmasters International continually expand its worldwide network of member clubs, thereby offering ever-greater numbers of people the opportunity to benefit from its programs.
Vision  Toastmasters International empowers people to achieve their full potential and realize their dreams. Through our member clubs, people throughout the world can improve their communication and leadership skills, and find the courage to change.
Values Toastmasters International’s core values are integrity, dedication to excellence, service to the member, and respect for the individual. These are values worthy of a great organization, and we believe we should incorporate them as anchor points in every decision we make. Our core values provide us with a means of not only guiding but also evaluating our operations, our planning, and our vision for the future 15

16. Convince: Questions Company Needs vs. Toastmaster Features/Benefits
What professional development programs do you currently offer your employees?
Which parts of our program could benefit your employees the most?
What type of ROI (Return on Investment) do you expect from professional development programs that your company supports?
When could we demonstrate our program to your employees? 16

17. Convince: “Show and Tell”
Corporate Presentation or Letter, Fact Sheet, Features/Benefits, Toastmaster Program and Fees
CC, CL, and Advanced manuals (such as Speeches by Management)
High Performance Leadership Project
District Leadership and Club Officer manuals
Expanding Your Horizons
Toastmaster Brochures and Magazines
Corporate Club List
How to Start a Toastmasters Club 17

18. Convince: Their Commitment
What we need from you.
A person with whom to interface. This could be a person you want to grow in leadership.
A place to meet.
A way to communicate with your employees.
We need to know the level of financial support, if any, the company wants to give, such as paying the charter fee and/or part of membership fees?
A date to conduct a sample meeting and sending in the Application to Organize.
Details:
$125: One-time chartering fee
$20: New-member fee per person
$36: Six months' membership dues per person ($27 for clubs not in a district)
Each group can charge supplementary dues to help cover expenses, if needed
 For company clubs, here are a few of the most common levels of sponsor support:
Payment of the one-time chartering fee
Reimbursement or payment of full or partial membership dues and new-member fees
Provide a meeting location
Wonder which companies realize the value of starting Toastmasters clubs in their organization? Find out here!
Interested in setting up a demonstration meeting at your organization? 18

19. Convince: Our Commitment
In turn, we will provide:
Two sponsors to coordinate with your interface during the organizational phase.
A demonstration team to conduct the sample Toastmasters meeting.
Two mentors for ongoing support during the first six to 12 months of the implementation phase after chartering the club.
Club officer training every six months.
Ongoing support from the district. Each chapter is directly supported by an Area Governor. 19

20. The Final C: Charter
Go forth and multiply! Take a lead and turn that Cold Call into a Golden New Club! 20

21. The 5 Cs Connect with the company through your research.
Communicate the program and features.
Convince the company/community of the benefits and value of Toastmasters to them and gain their commitment.
Conduct a sample Toastmasters meeting.
Charter a New Golden Club! 21

22. TI Resources www.toastmasters.org/districtleadertoolkit 22