TITLE PAGE EXAMPLEOn a Cold Day

Serve a Warm Beverage

Lark Doley, DTM

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Session AgendaSession Agenda

• What is a Cold Call?• Warming Up Cold Calls• Identifying New Club Opportunities• Turning Cold Calls into Gold• The 5 Cs

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What is a Cold Call?What is a Cold Call?

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

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Warming Warming Up Cold CallsUp 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.

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Identifying New Club Identifying New Club OpportunitiesOpportunities

• 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• corporaterelations@toastmasters.org• Drive bys • Other

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Turning Cold CallsTurning Cold Calls into into Gold (1)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.

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Turning Cold CallsTurning Cold Calls into into Gold (2)Gold (2)

• Contact the company/organization. By email, 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!

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How? Use the 5 CsHow? Use the 5 Cs

1. Connect with the company through your research.

2. Communicate the features and benefits.

3. Convince the company/community of the value of Toastmasters to them and gain their commitment.

4. Conduct a sample Toastmasters meeting.

5. Charter a New Golden Club!

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Connect: Connect: ResearchResearch

• 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

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Connect:Connect: 30-Second Introduction30-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.

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Connect:Connect: The Telephone CallThe 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

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Connect:Connect: Informational MeetingInformational 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.

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Communicate:Communicate: Informational MeetingInformational 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.

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Communicate: Communicate: Features, Features, Benefits, and ValueBenefits, 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

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Communicate:Communicate: Informational MeetingInformational 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.

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Convince: Convince: QuestionsQuestions

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?

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Convince:Convince: “Show and Tell”“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

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Convince:Convince: Their CommitmentTheir Commitment

What we need from you.

1. A person with whom to interface. This could be a person you want to grow in leadership.

2. A place to meet.

3. A way to communicate with your employees.

4. 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?

5. A date to conduct a sample meeting and sending in the Application to Organize.

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Convince:Convince: Our CommitmentOur Commitment

In turn, we will provide:1. Two sponsors to coordinate with your interface

during the organizational phase.

2. A demonstration team to conduct the sample Toastmasters meeting.

3. Two mentors for ongoing support during the first six to 12 months of the implementation phase after chartering the club.

4. Club officer training every six months.

5. Ongoing support from the district. Each chapter is directly supported by an Area Governor.

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Go forth and multiply!Go forth and multiply!

Take a lead and Take a lead and turn that Cold Call into a turn that Cold Call into a

Golden Golden New Club!New Club!

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The Final C: The Final C: CharterCharter

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The 5 CsThe 5 Cs

1. Connect with the company through your research.

2. Communicate the program and features.

3. Convince the company/community of the benefits and value of Toastmasters to them and gain their commitment.

4. Conduct a sample Toastmasters meeting.

5. Charter a New Golden Club!

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TI ResourcesTI Resources

• www.toastmasters.org/districtleadertoolkit• www.toastmasters.org/membershipbuilding• www.toastmasters.org/clubcoach • www.toastmasters.org/vbp• www.toastmasters.org/newclubs• www.toastmasters.org/mod2newclubs

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