On a Cold Day Serve a Warm Beverage

1. On a Cold Day Serve a Warm Beverage 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, email, 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 corporaterelations@toastmasters.org 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. 6

7. Turning Cold Calls into 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! 7

8. How? Use the 5 Cs Connectwith the company through your research. Communicatethe features and benefits. Convincethe company/community of the value of Toastmasters to them and gain their commitment. Conducta sample Toastmasters meeting. Chartera NewGoldenClub! 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 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. 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. 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. Go forth and multiply!Take a lead and turn that Cold Call into a Golden New Club! The Final C: Charter 20

21. The 5 Cs Connectwith the company through your research. Communicatethe program and features. Convincethe company/community of the benefits and value of Toastmasters to them and gain their commitment. Conducta sample Toastmasters meeting. Chartera NewGoldenClub! 21

22. TI 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 22