Membership Recruitment

• The Goal:

To Learn How To Ask Others To Join Your Club

Agenda

• Culture of Growth

• Prospecting For New Members

• Making Recruiting Personal

• How to Follow Up

Culture of Growth

• As much an expectation as service

• Growth = more service

• Mention it 3 times during every meeting

Prospecting

• Make a list

• Manage the list

• Follow up

Make A List

• Personal/Social– Family-Spouse, Adult Children, Parents, Cousins,

Neighbors/Friends, Church

• Business/Professional– Co-Workers, Guest Speakers, Agencies Your Club

Supports, Lawyer, CPA, Real Estate Agent, Banker, MD, Insurance Agent

– City/County Officials Elected & Non-Elected

• Cold calling

Manage Your List

• Should have at least 20 names.

• Select 10 names. Commit to speaking in person to all 10.

• Invite them to – (1) Meeting & – (2) A Service Project.

Cold Calling

• Go To A Main Street/ Strip Mall And Go Door To Door.

• Set Up An Informational Table At A Local Event

• Contact Visitors Who Didn’t Join

• Contact Former Members

ASK! ASK! ASK! ASK!

Recruiting

• Presentation format

• What to say

• Storytelling

• Overcoming objections

Presentation Format

• Preparation: Wear appropriate Kiwanis apparel and Kiwanis pin. Be on time.

• Introduction: Get the prospect talking about themselves.– State your name & your clubs name. – Proceed with something personal about the prospect

(congratulations on your promotion, I see your daughter received a scholarship, etc.)

– Ask about his business. • Make you presentation short ( 5 min.) and

personal.

What to say

• Share three things your Club does that touches lives in a positive way.

• Let them know that in order to maintain your clubs level of service you must have new members.

• Tell them how your life has been impacted by Kiwanis (“Kiwanis moment”)

• Remember the Goal is to have them attend a meeting as your guest– DON’T ask them to join, ask them to visit and find out

more

Spreading The Word

“Storytelling is the most powerful way to put ideas into the world today.”

-Robert McAfee Brown

“A Kiwanis Moment”

• Identify a “Kiwanis moment”, something that touched you in a special way. In your own words place in on paper. Say it out loud several times.

• When you speak with a prospective member share the moment.

• Let the prospect know that you need new members to provide more service to youth in his/her community

Overcoming Objections

• NO, often means not now or maybe. NEVER take no as a final answer the first time you hear it.

• Every time you are told no you are that much closer to a yes!

• You should NEVER take no personally. YOU are not being rejected, your invitation is.

Overcoming Objections

• “I don’t have the time”

– I understand, I am busy myself. All we ever ask anyone to do is give what you can, when you can. Few of us have the time to do all we are asked to do but all of us can find the time to do what we want to do.

Overcoming Objections

• “I can’t make every meeting”

– Kiwanis has no minimum attendance requirement. We understand that your family and your business comes first. As long as you try to attend when you can and help us with our efforts to improve the community, you will be a valuable asset.

Overcoming Objections

• “I already work with kids at________”

– That’s great! Thank you for your commitment to our youth. Your passion for children can easily be transferred to Kiwanis. In fact I bet our Club could give you some support with ______.

Overcoming Objections

• “[Time] meetings are just not good for me””

– What is a good time for you ? We have 15 other Clubs in the area that meet at various days and times.

Follow Up

• The Day after they visit call them to say thanks.

• Have Club President call also

• Have Club Secretary send a thank you note.

• Follow up! Follow up! Follow up!

Follow Ups

• Non-commits

• Meeting invitation

• Club meeting

• Club administration and Sponsor

• 2nd meeting

Follow Up: Non-commits

• Have membership committee call every two weeks for three months and invite to another meeting

• Have sponsor invite to a service project• Invite to the Clubs Special Guest Meeting• Send an electronic Club Bulletin if possible

Every guest will not join when first asked

Follow Up: Invitation Meeting

• If there is enough time, send a thank you note.

• Give prospect a reminder call the day before their visit.

Follow Up: Club Meeting

• Pre-arrange with club President to have you introduce your guest.

• Let guest have 2-3 min to tell Club about themselves.

• Pre-arrange to have members thank prospect for attending.

Follow Up: Meeting

• Invite prospect to next meeting

• President or Secretary send a thank you note.

• Sponsor call within 48 hours and invite to next meeting

Follow Up: 2nd Meeting

• Ask prospect to join. • Present with application and ask for $75.00.• When you have application and money ask new

member ( conditional on Board approval) for the names of two people they think might be interested in visiting a Kiwanis meeting.

• Give new member a hand out of standing committees and ask that he/she pick one they might be interested in. After Board approval assign to committee.

Signing Up Your Prospect

• Sit down with prospect and review the basics (Kiwanis mission, Club expectations, attendance policy, opportunities to serve, etc. and cost.) Ask if the prospect has any questions and answer them

• Then ASK.– “ I am convinced you are going to make a wonderful

addition to our Club (assumption close) please check to see that this information is correct ( sponsor would have application filled out ) and sign here. When you have signed let me have the application so I can sign the back. It is an honor to be your sponsor.”

You must ask! You must ask! You must ask!

Don’t be afraid to try something different!