NO = YESGetting Your Parents to Volunteer

Presenters:Lindsay Foster & Rachelle Whiteman

Troop 2702, Girl Scouts Texas-Oklahoma Plains

http://gstroop2702.webs.com

Did this happen to you?

SCENARIO 1

Parent: My daughter's just started school. She'd like to join your ranks.Trainer: Oh good, we need new leaders… Parent: I have no time but thanks!Trainer: I'm sure you'll like it fine! Parent: I said I have no time.Trainer: The training starts on Monday. Sign on the dotted line.

SCENARIO 2

Parent: My daughter's just turned nine. She'd like to fly up now.Trainer: The Journey guides will tell you, the where, the when, the how.Parent: I'm really rather beat. I'd like to take a rest.Trainer: You don't know what you're saying, the next years are the best!

SCENARIO 3

Parent: My daughter tells me now, that day camp is the thing.Trainer: We need a dance director, and someone who can sing.Parent: I cannot dance a step. I cannot sing a song.Trainer: Well ten days in our day camp, and we'll prove to you you're wrong.

SCENARIO 4

Parent: My daughter thinks it's time - overnights she should do.Trainer: Well, Girl Scout camp is just the place. We'll go along with you.Parent: I cannot sleep on cots! It hurts my back and head.Trainer: You really needn't worry - you'll never get to bed!

SCENARIO 5

Parent: My daughter is now 12, I've really had it now!I've hiked and camped and cooked outdoors, you name it-I know how.Trainer: But can you really say that you haven't had some fun? Do come and learn about Cadettes. Your work has just begun.

Parent: My daughter is 15 now, as leader, I am through!Trainer: You can't stop now when Seniors need advisors just like you.

SCENARIO 6

Parent: I have another girl. Now she’s in Kinder, too.Trainer: Well, aren't you glad you're so well trained. You know just what to do!Parent: Oh, yes, indeed I know… I'm quitting Scouts today.Trainer: But surely you have learned by now, you never get away.

EPILOGUE…Trainer: And then the sad occasion come. She ends her worldly cares. “Welcome,” says St. Peter, “Your Troop is over there!”

CAN-Do AttitudeDon’t let what you CANNOT do interfere with

what you CAN do! ~John Wooden

Notice the word “can”… it implies CHOICE. It’s not a “must.”

Prepare for the “No”

Remember that the following are important in sales (and you ARE selling something to volunteers): Body language Enthusiasm Knowledge

All of these must communicate interest and competence in Scouting but also interest in PEOPLE!

Objections are an

OPPORTUNITY!A “no” is an opportunity to learn more about the

individual and give her a chance to say “yes.”

Expect the “No”

Expect the “no” and BE PREPARED!

Find out the individual’s objection

Acknowledge the objection

Overcome the objection by offering a CHOICE that allows the person to say “yes”

Avoid the “No”

The main reason someone says “no” is because he/she is asked a bad closing question such as: “So, what do you think?” “Will that work for you?” “Do you want it?”

Ask better closing questions – ones that give a CHOICE! “Which is better for your schedule –

Monday or Wednesday afternoon?” “Would you prefer to work with

younger or older Scouts?”

Put the “No” in perspective John Adams said that during the American

Revolution “we were about one-third Tories, one-third timid, and one-third true blue.”

It is important to remember EVERY idea will have more people saying NO than YES until momentum or leadership determines which is the best way to proceed.

Questions to consider: Is the person saying “no” to you? Is the person saying “no” to the situation? Is the person saying “no” to the timing? Why is the person saying “no”? What can you do to help him/her change

his/her mind?

The GS Law and No=Yes

1. Honest and Fair – Be truthful about your expectations and fair in what you are requesting

2. Friendly and Helpful – Remind the person that you are asking her because of her positive attitude and “can-do” spirit

3. Courteous and Kind – Be respectful of the person’s time and be gracious even if the person does not commit

4. Courageous and Strong – Remind the volunteer that it takes courage and determination to succeed where others have not – and that you will be there to offer support

5. Responsible for what I say and do – Honor your OWN commitments and lead by example. Do not ask of others that which you would not do yourself.

6. Respect myself and others – Know your own limits and know the limits of your volunteers.

7. Respect authority – Make sure that what you are asking is within the guidelines of safety and legality.

8. Use resources wisely – Make sure that the volunteer is the best fit for the job and that the job is the best fit for the volunteer.

9. Make the world a better place – Is what you are asking someone to do for you improving your Troop, your community, your area, Girl Scouting, or the world overall? If not, why are you asking it?

10.Be a sister to every Girl Scout – Remember that at one time someone asked you, and you said, “YES!” so extend that same courtesy to another when you ask

DO THIS… DON’T DO THAT!

We’ve talked about the DOs… now let’s briefly cover the DON’Ts…

Avoid the following:

Arguing with the individual Even if you’re right, you’ll lose the

“sale”

Attacking the person Separate the person from the

objection and deal with the objection. Fighting a person’s feelings will

cause negative emotions and you will lose the “sale.”

Assuming that you understand an unspecified word Example “I need flexibility” Define the undefined

Contradicting the person Acknowledge issues Acknowledge perceptions

Guessing an answer Admit when you do not know the

answer Offer to research it and reply

Avoiding the issue Example “Volunteering is a waste of

time!” Ask, “Perhaps something has

happened to have made you feel that way. Would you share that with me?”

Shifting responsibility Think about the problem from your

CUSTOMER’S perspective Respond with a “we” (united

front/stand) and “I will fix it”

Making the person wrong Does not build rapport Does create oppositional

relationships

Dwelling too long on an objection Deal with it Move on

Actually PERFECT practice makes PERFECT so…LET’S PRACTICE!

4 major categories of

objections• No money• No need• No hurry• No trust

I’m sure you can find someone else to do it.

Basic Objection 1

I am not interested in

doing that.Basic Objection 2

I’m too busy.I can do that

later.Basic Objection 3

I don’t have the money to do that

right now.Basic Objection 4