Closing The Sale The Path From Prospect to New Club

1. Closing The SaleThe Path From Prospect to New Club Eileen Wolfe, DTM, PID Region Advisor 2013 -2014 Region 8

2. Why Clubs Are Built

3. Why Clubs Are Built

4. Types of Clubs

5. Types of Clubs

6. Types of clubs

7. Prospecting for new clubs

8. Prospecting for new clubs • Select your prospects wisely • Spend some time researching your community and determining the most likely prospects • Spend your valuable time selling toastmasters to companies that are most likely to need one • Don’t spend time selling to the wrong customer

9. Prospecting for new clubs • Qualify your prospects further • What is the company’s size, location and revenue? • Who are the key contacts that can be isolated in departments such as personnel, training, HR Finance or the office of the president? • Does the company invest in training for employees? • What are the companies priorities? • Is the company conservative? Into high growth with executives willing to take risks with products and services offered? • What are the company’s strategies, mission, key initiatives? • Is there any recent research, recent news or a web site about the company? • What is the business focus

10. Prospecting for new clubs • Brush up on features and benefits. You are marketing to corporate executives, you need to sell the benefits • Boosting their return on investment • Reducing turnover • Refining employees presentation skills • Achieving more effective meetings • Improving leadership skills • Promoting better teamwork • Increasing loyalty

11. Prospecting for new clubs • Send a letter of introduction • Send a nicely written letter of introduction to the executive you need to meet • Letter identifies you as a volunteer in Toastmasters and explains why you are asking for an appointment • Explain the benefits of the introductory meeting to the executive • Make first contact • Pick up the phone and call the contact. • Introductory letter was your “warm-up” • Can’t close the sale if you don’t meet • Stress the benefits of the program and request 20 minutes with the executive

12. Prospecting for new clubs • Present TI’s program to the Executive • Be prepared, do your homework • Offer several excellent brochures especially those focused on corporate club building • Reiterate benefits and give examples of TI’s success with other corporations • Answer questions and respond politely to any objections • Confirm their support for an in-house club – CLOSE THE SALE • Get them to sign the application form • Discuss dues and what the company is prepared to pay • Schedule the Demonstration meeting

13. Forming a community club • Step 1: Ensure your support team is in place • Step 2: Identify the main stakeholder whom you will be working with • Step 3: Plan a demonstration meeting that demonstrates the benefits of Toastmasters and how a club meeting should be conducted • Step 4: Publicize the demonstration meeting • Send personal invitations to colleagues and friends • Submit announcements to local newspaper and broadcast media • Post notices on community websites, bulletin boards, social networking channels • Invite anyone who would benefit from improved communication & Leadership skills, such as: • Employees of local businesses, church groups, military personnel

14. Forming an advanced club

15. Splitting A Club

16. When to split

17. Splitting A Club

18. Forming A Corporate club • The key to success to starting a corporate club is to gain the support of a decision-maker inside the organization • Schedule a meeting with the HR Director or any other high-level executive • Prepare for the meeting • Be ready to discuss the value of Toastmaster training • Use the features, benefits and values chart to illustrate your point along with the corporate marketing PowerPoint presentation • Ask for the company’s support in starting the new club

19. Forming A Corporate club • Determine what portion of the club costs the company will pay (if any) • Arrange a time and place to conduct a demonstration meeting • Plan a demonstration meeting that showcases the benefits of Toastmasters both to the individual and to the corporation • The Demonstration meeting should also stage how a club meeting is conducted • Schedule the meeting at least 2 weeks in advance to allow plenty of time for promotion

20. Forming A Corporate club • Publicize the demonstration meeting • Post notices on the company’s intranet and bulleting board • Invite all employees and extend a special invitation to company officials • Ask your human resource official and any other inter-company contacts to help with promoting the cub

21. Closing the sale

22. Closing The Sale • Step 2: Kick off Meeting • Agenda • 1 hour meeting format • Objectives • Demonstrate the components of a typical Toastmaster meeting • Illustrate the benefits and value of Toastmasters • Discuss the Charter process • Assign second meeting responsibilities and review specific responsibilities with each assignment • Topics to cover • Charter process • Explanation of key meeting roles

23. Closing The Sale

24. Closing The Sale

25. Closing The Sale

26. Closing The Sale

27. Follow-UP