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New Member New Member Recruiting forRecruiting for

• Existing or New Clubs shown in Tahoma normal font

• Chartering a new club shown in Times Roman italic font

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What are we What are we selling?selling?

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First and foremost, you must…First and foremost, you must…

1.1. Understand that you are not selling a Understand that you are not selling a product, you are selling the product, you are selling the individual his/her dream.individual his/her dream.

2. You must believe in yourself and our 2. You must believe in yourself and our association.association.

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Today’s TrainingToday’s Training Will focus on skills needed to Will focus on skills needed to

successfully canvasssuccessfully canvass The techniques are applicable for The techniques are applicable for

either increasing your club’s either increasing your club’s membership or membership or chartering a new clubchartering a new club

Will welcome the use of other Will welcome the use of other techniques that are available from techniques that are available from the groupthe group

Will focus on the identification and Will focus on the identification and recruitment of leadersrecruitment of leaders

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Three Main Strategies for New Three Main Strategies for New Club FormationClub Formation

Lead-based:Lead-based: When the only people recruited are people When the only people recruited are people who have been recommended or referred by an who have been recommended or referred by an individual who is interested in chartering a club. individual who is interested in chartering a club.

Existing Group:Existing Group: When an existing group applies to be a When an existing group applies to be a Lions club so that they can conduct community service Lions club so that they can conduct community service and utilize training and insurance benefits. and utilize training and insurance benefits.

Canvassing:Canvassing: When a community is identified and a team of When a community is identified and a team of Lions personally contact business and community leaders Lions personally contact business and community leaders to recruit them into the new club. to recruit them into the new club. Current applicable Current applicable StrategyStrategy

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Pre-Canvassing Effort for a New Club: Pre-Canvassing Effort for a New Club: Location and Lions SupportLocation 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 Recruit Extension team (including Lions who are ready to follow-up each lead)are ready to follow-up each lead)

• Obtain materials from the New Clubs and Obtain materials from the New Clubs and Marketing Department at LCI Marketing Department at LCI

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New Club Extension KitNew Club Extension Kit

Guide to Club FormationGuide to Club Formation Making it HappenMaking it Happen Charter Night BookletCharter Night Booklet Guiding Lion BookletGuiding Lion Booklet Recruiting BrochuresRecruiting Brochures Charter ApplicationCharter Application Report of Charter MembersReport of Charter Members Charter Membership CardsCharter Membership Cards

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• Identify community leadersIdentify community leaders• Schedule canvassing effort and secure Schedule canvassing effort and secure

meeting spacemeeting space• Schedule first new club meeting and secure a Schedule first new club meeting and secure a

meeting space meeting space

• Identify other clubs in the area and try not to Identify other clubs in the area and try not to conflict with their meeting times and datesconflict with their meeting times and dates

• Identify the Lions services that are available for Identify the Lions services that are available for the people in the new communitythe people in the new community

Pre-Canvassing Effort:Pre-Canvassing Effort:Site Development Research Site Development Research

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Canvassing to Recruit Canvassing to Recruit New MembersNew Members/form a new /form a new clubclubToday, we will focus on recruiting community Today, we will focus on recruiting community leaders through canvassing.leaders through canvassing.

One of the most effective ways to recruit One of the most effective ways to recruit members is to contact community and members is to contact community and business leaders business leaders in personin person to inform them . . . to inform them . . .

of the existence of a Lions Club in the of the existence of a Lions Club in the community and invite them to join. Invite community and invite them to join. Invite them to a them to a service project.service project.

of the development of a new club and invite them to of the development of a new club and invite them to join.join.

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Comfort with Comfort with CanvassingCanvassing

While many Lions might feel uncertain While many Lions might feel uncertain about approaching leaders to discuss about approaching leaders to discuss Lions, they usually find that many people Lions, they usually find that many people are generally aware of Lions activities are generally aware of Lions activities and view the association in a very and view the association in a very positive light. positive light.

For many, the reason for not joining is For many, the reason for not joining is that they were simply never asked.that they were simply never asked.

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Reaching Community Reaching Community Leaders is VitalLeaders is Vital

They are aware of the needs in their They are aware of the needs in their communitycommunity

They have the ability to make a differenceThey have the ability to make a difference

They are usually aware of community They are usually aware of community organizations, such as the Lions organizations, such as the Lions

They have the leadership skills needed to They have the leadership skills needed to create/create/maintain a strong Lions club maintain a strong Lions club

They have the ability to recruit other leadersThey have the ability to recruit other leaders

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Business Selection Business Selection PriorityPriority

All businesses should be All businesses should be considered, but . . .considered, but . . .

Some businesses are more likely to Some businesses are more likely to be interestedbe interested BanksBanks RealtorsRealtors Insurance AgenciesInsurance Agencies AccountantsAccountants

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Canvassing TeamsCanvassing Teams Break-into teams of two or three (more Break-into teams of two or three (more

people may overwhelm the prospect)people may overwhelm the prospect)

Designate only one person to talk Designate only one person to talk

Designate one person to take notesDesignate one person to take notes

Each team should have plenty of Each team should have plenty of applications, a lined pad of paper, a applications, a lined pad of paper, a pen, an envelope in which to place pen, an envelope in which to place checks and applications and invitations checks and applications and invitations to next meetingto next meeting

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Canvassing Days and Canvassing Days and TimesTimes

Businesses should be visited on Businesses should be visited on Tuesdays, Wednesdays or Tuesdays, Wednesdays or ThursdaysThursdays

Visits should be made in the Visits should be made in the morning and/or in the afternoonmorning and/or in the afternoon Not too earlyNot too early Not too lateNot too late Not at lunch timeNot at lunch time

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Approaching a Approaching a ProspectProspect

Walk briskly. Walk briskly.

Ask to speak with the business leader - do not try Ask to speak with the business leader - do not try to recruit the staff until the leader is recruited.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!

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Approaching a Prospect Approaching a Prospect (continued)(continued)

Use script for the following:Use script for the following: Introduce yourselfIntroduce yourself (Name and Lion title) (Name and Lion title)

Ask them if they are familiar with Ask them if they are familiar with Lions Clubs InternationalLions Clubs International

Regardless of their answer explainRegardless of their answer explain that “Lions clubs are community that “Lions clubs are community organizations made up of community-organizations made up of community-minded men and women who are minded men and women who are interested in the betterment of their interested in the betterment of their community”community”

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Brief Discussion with Brief Discussion with Prospect for a New ClubProspect for a New Club

Explain that you are meeting with business or Explain that you are meeting with business or professional leadersprofessional leaders in the community to recruit new in the community to recruit new membersmembers/charter a new Lions club. (Note: you are not /charter a new Lions club. (Note: you are not tryingtrying to to charter a new club..you charter a new club..you willwill charter a new club.) charter a new club.)

ExplainExplain that you are calling on them because their that you are calling on them because their business is an important part of the community and ask if business is an important part of the community and ask if they would be interested in being a part of your club they would be interested in being a part of your club /the /the new clubnew club and attending an information meeting. and attending an information meeting.

Be sureBe sure to let them know that membership in the club is to let them know that membership in the club is very reasonable..the initiation fee is $25very reasonable..the initiation fee is $25 /charter fee is US$30/charter fee is US$30 to join and dues are approximately US$5 to US$7 a month. to join and dues are approximately US$5 to US$7 a month. Adjust if needed to include local fees.Adjust if needed to include local fees.

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Discussion with Prospect Discussion with Prospect (continued)(continued) Provide them the date and time of the Provide them the date and time of the

meeting and hand them the lined padmeeting and hand them the lined pad of paperof paper listing the other community leaders who are listing the other community leaders who are members/members/have joinedhave joined. (This is a very powerful . (This is a very powerful exercise when they recognize the other leaders.) exercise when they recognize the other leaders.) Ask them to add their name to the lined note paper. Ask them to add their name to the lined note paper.

Wait! Stop talking!Wait! Stop talking! Allow the prospect to review Allow the prospect to review the names. the names.

If the prospect signed the lined note padIf the prospect signed the lined note pad … … give them a membershipgive them a membership/charter/charter application and ask application and ask them to write a check for the fee.them to write a check for the fee.

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Discussion with Prospect Discussion with Prospect (continued)(continued) If the prospect does not sign the padIf the prospect does not sign the pad, ,

they will generally ask questions about they will generally ask questions about Lions. Be very careful.Lions. Be very careful.

Provide a club brochure, discuss one or two Provide a club brochure, discuss one or two projects your club does and invite them to a projects your club does and invite them to a service project.service project.

While you might touch upon one or two projects that clubs While you might touch upon one or two projects that clubs do, be sure to explain that each Lion club do, be sure to explain that each Lion club is autonomousis autonomous and the club members decide the projects that the club and the club members decide the projects that the club undertakes. You might try asking them if they are aware of undertakes. You might try asking them if they are aware of a need in their community. Follow with a second invitation a need in their community. Follow with a second invitation to join by asking them a second time if they would like to be to join by asking them a second time if they would like to be part of the new club.part of the new club.

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Level of InterestLevel of Interest If they are not interestedIf they are not interested…thank them …thank them

for their time and move onto the next for their time and move onto the next prospect. Continuing to sell will only prospect. Continuing to sell will only annoy them! annoy them!

If they are interested but cannot If they are interested but cannot attend the meetingattend the meeting, ask them if they , ask them if they would like to be notified of future would like to be notified of future meetings.meetings.

If they sign upIf they sign up…thank them and let them …thank them and let them know that they will receive a follow-up know that they will receive a follow-up letter with more information about the letter with more information about the meeting. meeting.

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Completion of Completion of Canvassing Canvassing DiscussionDiscussion

Regardless of the outcomeRegardless of the outcome, always ask if there , always ask if there is anyone else that you should speak to who might is anyone else that you should speak to who might be interested in being a part of a Lions club. be interested in being a part of a Lions club.

If you feel they would welcome the ideaIf you feel they would welcome the idea, ask , ask them to contact the individual to set up an them to contact the individual to set up an appointment for you or even personally introduce appointment for you or even personally introduce you to the individual.you to the individual.

CollectCollect contact information and/or application and contact information and/or application and give the application to the Lions who will begin give the application to the Lions who will begin follow-up. follow-up.

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Remember: 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 impressionto make a good first impression..

PRACTICE,PRACTICE, PRACTICE, PRACTICE, PRACTICE! PRACTICE! (Before you meet with potential members.)(Before you meet with potential members.)

Canvassing SummaryCanvassing Summary

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More Canvassing TipsMore Canvassing Tips Always start at the top – Always start at the top – You can sell You can sell

down, but you can not sell up.down, but you can not sell up.

Do not wait more than 10 minutes – Do not wait more than 10 minutes – Your time is better spent moving on to the next Your time is better spent moving on to the next prospect. prospect.

Find ways to overcome the front desk Find ways to overcome the front desk – – It is the officer manager’s job to “screen” It is the officer manager’s job to “screen” visitors. visitors.

Get clues from their office – Get clues from their office – look for a look for a special interest. special interest.

Do not carry too much literature.Do not carry too much literature.

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More Canvassing Tips More Canvassing Tips (continued)(continued)

Share your list of interested people Share your list of interested people with other teams as the list grows with other teams as the list grows so you have an up-to-date list to so you have an up-to-date list to show your prospects.show your prospects.

Always be positive and leave them Always be positive and leave them smiling! smiling!

Mention family memberships if it Mention family memberships if it appears this may be appropriateappears this may be appropriate

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Mention ParticipationMention Participation

The initiation fee of $25/The initiation fee of $25/charter fee of $30charter fee of $30 is is not to be considered merely a donationnot to be considered merely a donation

Ensure that the prospect understands Ensure that the prospect understands that some participation is expectedthat some participation is expected

Meetings are not mandatory but Meetings are not mandatory but attendance when available is expectedattendance when available is expected

Participation is some activities is Participation is some activities is expectedexpected

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AppearanceAppearance

Dress in business attireDress in business attire

Look professionalLook professional

Wear your Lions pin as the only Wear your Lions pin as the only sign of your organization affiliation sign of your organization affiliation (you don’t want to look a walking (you don’t want to look a walking billboard)billboard)

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Role Play ExerciseRole Play Exercise

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Exercise! Exercise! Break into teams of threeBreak into teams of three

If possible, groups should be If possible, groups should be diverse in age, gender, and Lions diverse in age, gender, and Lions experience so that new ideas experience so that new ideas can be shared. can be shared.

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Let’s Go!Let’s Go!

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Welcome BackWelcome Back

What did you discover?What did you discover?

(group discussion)(group discussion)

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Group Discussion: Group Discussion: CanvassingCanvassing

Which strategies worked? Which strategies worked?

Did you adapt the script?Did you adapt the script?

What obstacles did you face? What obstacles did you face?

Ideas for overcoming the obstacles.Ideas for overcoming the obstacles.

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Prospect Follow-up Prospect Follow-up After CanvassingAfter Canvassing

YOU MUST BEGIN YOUR FOLLOW-UP YOU MUST BEGIN YOUR FOLLOW-UP IMMEDIATELY IF YOU ARE GOING TO IMMEDIATELY IF YOU ARE GOING TO BE BE SUCCESSFUL!SUCCESSFUL!

Need an individual or group to Need an individual or group to volunteer to collect and follow-up volunteer to collect and follow-up each lead by sending letters, then each lead by sending letters, then making telephone calls and also making telephone calls and also offering rides to the cluboffering rides to the club/information/information meeting if practicalmeeting if practical

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Group 1: Group 1: CharterCharter/New Members/New Members (completed an application and paid the (completed an application and paid the chartercharter/initiation fee) – send letter of /initiation fee) – send letter of congratulations.congratulations.

Group 2: High Interest ProspectsGroup 2: High Interest Prospects (may (may come to meeting but did not complete an come to meeting but did not complete an application) - send letter inviting them to application) - send letter inviting them to the meeting and then make a follow-up the meeting and then make a follow-up telephone call.telephone call.

Sort Prospects into Sort Prospects into CategoriesCategories

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Sort Prospects into Sort Prospects into Categories (continued)Categories (continued)

Group 3: Other ProspectsGroup 3: Other Prospects (may be (may be interested but could not attend meeting) - interested but could not attend meeting) - keep them on the mailing list for further keep them on the mailing list for further meetings and contact them following the meetings and contact them following the meeting to inform them of the club’s meeting to inform them of the club’s progressprogress//activities. Continue to invite them activities. Continue to invite them to get involved.to get involved.

Group 4: Possible ProspectsGroup 4: Possible Prospects (names of (names of people who might be interested) Determine people who might be interested) Determine a time to contact them in person or contact a time to contact them in person or contact by phone to arrange a meeting. by phone to arrange a meeting.

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Use Use the sponsoring club’s/the sponsoring club’s/your club’syour club’s stationary.stationary.

Use a group of volunteers to prepare Use a group of volunteers to prepare the letters.the letters.

Make sure someone proofreads each Make sure someone proofreads each letter. letter.

Sign each letter, personalize with a Sign each letter, personalize with a note.note.

Personalized LetterPersonalized Letter

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Make an outline of what you are going to Make an outline of what you are going to say.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 Follow-up Canvassing Canvassing by Phoneby Phone

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Begin Follow-upBegin Follow-up

Lions who have volunteered to Lions who have volunteered to follow-up leads will need: follow-up leads will need:

StationeryStationery

StampsStamps

Sample follow-up letterSample follow-up letter

GOAL: To mail all follow-up GOAL: To mail all follow-up letters todayletters today

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Second Day in the FieldSecond Day in the Field1.1. Lions who will not be conducting follow-up Lions who will not be conducting follow-up

efforts break into new teams efforts break into new teams

2.2. Determine the area that each team will workDetermine the area that each team will work

3.3. Assign teams to contact people who were not Assign teams to contact people who were not available the previous dayavailable the previous day

4.4. Make sure team members have supplies:Make sure team members have supplies: CharterCharter/new member applications and an envelope /new member applications and an envelope Lined note pads and pensLined 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

5.5. Plan to meet for lunch Plan to meet for lunch

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Discussion Discussion

QuestionsQuestions

SuggestionsSuggestions

Lessons learned by Lessons learned by participants in previous participants in previous canvassing activitiescanvassing activities

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Let’s Go!Let’s Go!