Recruiting for New Recruiting for New Club FormationClub Formation

Workshop OverviewWorkshop OverviewDay 1: Morning: Day 1: Morning: Canvassing TrainingCanvassing Training

Afternoon:Afternoon: FieldworkFieldworkEvening: Evening: Review activities/begin follow-upReview activities/begin follow-up

Day 2:Morning: Day 2:Morning: Fieldwork Fieldwork First and Second Meeting TrainingFirst and Second Meeting Training

Evening: Evening: Review activities/continue follow-up Review activities/continue follow-up

Day 3:Morning: Day 3:Morning: FieldworkFieldworkCertified Guiding Lion TrainingCertified Guiding Lion Training

Evening: Evening: Review activities/continue follow-up Review activities/continue follow-up

What are we selling?What are we selling?

“ “The only reason for a Lions The only reason for a Lions club to exist is for the club to exist is for the

enjoyment and benefit of its enjoyment and benefit of its members.”members.”

Jimmy Ross, 2006-2007 International PresidentJimmy Ross, 2006-2007 International President

First and foremost, you must…First and foremost, you must…

1.1. Understand that you are not selling a Understand that you are not selling a product, you are selling the individual product, you are selling the individual his/her dream.his/her dream.

2. You must believe in yourself and our 2. You must believe in yourself and our association.association.

Three Main Strategies for New Three Main Strategies for New Club FormationClub FormationLead-based:Lead-based: When recruiting is limited to people who have When recruiting is limited to people who have

been recommended or referred by an individual who is been recommended or referred by an individual who is interested in chartering a club. interested in chartering a club.

Existing Group:Existing Group: When an existing group chooses to be a When an existing group chooses to be a Lions club so that they can conduct community service and Lions club so that they can conduct community service and utilize training and insurance benefits. This could be an utilize training and insurance benefits. This could be an ethnic group or a special interest group. ethnic group or a special interest group.

Canvassing:Canvassing: When a community is identified and a team of When a community is identified and a team of Lions personally contact business and community leaders to Lions personally contact business and community leaders to recruit them into a new club.recruit them into a new club.

Of course, these strategies are often Of course, these strategies are often combined! combined!

Today’s TrainingToday’s Training

Will focus on skills needed to Will focus on skills needed to successfully canvass.successfully canvass.

Welcome the use of other Welcome the use of other techniques that are available from techniques that are available from the group.the group.

Will focus on the identification and Will focus on the identification and recruitment of leaders. recruitment of leaders.

Pre-Canvassing Effort: Pre-Canvassing Effort: What We Have Done So Far What We Have Done So Far

Identified the Location and Gained Identified the Location and Gained the Support of Local Lionsthe Support of Local Lions• Determined areas for developmentDetermined areas for development• Identified a sponsoring Lions clubIdentified a sponsoring Lions club• Appointed Guiding LionsAppointed Guiding Lions• Recruited Extension team (including Recruited Extension team (including

Lions who are ready to follow-up Lions who are ready to follow-up each lead)each lead)

• Obtained materials from the New Obtained materials from the New Clubs and Marketing Department at Clubs and Marketing Department at LCI LCI

Conducted Site Development ResearchConducted Site Development Research• Identified community leadersIdentified community leaders• Scheduled canvassing effort and secured Scheduled canvassing effort and secured

meeting spacemeeting space• Scheduled first new club meeting and Scheduled first new club meeting and

secured a meeting space secured a meeting space • Identified other clubs in the area, tried Identified other clubs in the area, tried

not to conflict with their meeting times not to conflict with their meeting times and datesand dates

• Identified the Lions services that are Identified the Lions services that are available for the people in the new available for the people in the new community community

Pre-Canvassing Effort: Pre-Canvassing Effort: What We Have Done So Far What We Have Done So Far

CanvassingCanvassing

Today, we will focus on recruiting Today, we will focus on recruiting community leaders through canvassing.community leaders through canvassing.

One of the most effective ways to recruit One of the most effective ways to recruit members for a new club is to contact members for a new club is to contact community and business leaders community and business leaders in personin person to inform them of the development of a to inform them of the development of a new club and invite them to join. new club and invite them to join.

CanvassingCanvassing

While many Lions might feel uncertain While many Lions might feel uncertain about approaching leaders to discuss about approaching leaders to discuss Lions, they usually find that many Lions, they usually find that many people are generally aware of Lions people are generally aware of Lions activities and view the association in a activities and view the association in a very positive light. very positive light.

For many, the reason for not joining is For many, the reason for not joining is that they were simply never asked.that they were simply never asked.

CanvassingCanvassing

Reaching Community Leaders is Vital to Reaching Community Leaders is Vital to New Club Development Because:New Club Development Because: They are aware of the needs in their They are aware of the needs in their

communitycommunity They have the ability to make a differenceThey have the ability to make a difference They are usually aware of community They are usually aware of community

organizations, such as the Lions organizations, such as the Lions They have the leadership skills needed to give They have the leadership skills needed to give

the new club a strong foundation the new club a strong foundation They have the ability to recruit other leadersThey have the ability to recruit other leaders

CanvassingCanvassingCanvassing Teams:Canvassing Teams: Break-into teams of two or three (more Break-into teams of two or three (more

people may overwhelm the prospect)people may overwhelm the prospect) Designate only one person to talk (an Designate only one person to talk (an

extension leader or assistant) extension leader or assistant) Designate one person to take notes Designate one person to take notes

(preferably one of the Guiding Lions) (preferably one of the Guiding Lions) Each team should have plenty of Each team should have plenty of

applications, a lined pad of paper, a pen and applications, a lined pad of paper, a pen and an envelope.an envelope.

CanvassingCanvassingApproaching a Prospect:Approaching a Prospect:

Walk briskly. Walk briskly. Ask to speak with the business leader - do Ask to speak with the business leader - do

not try to recruit the staff until the leader is not try to recruit the staff until the leader is recruited.recruited.

Greet them with a smile and a firm Greet them with a smile and a firm handshake.handshake.

Always be positive!Always be positive!

CanvassingCanvassingApproaching a Prospect (continued):Approaching a Prospect (continued):

Use script for the following:Use script for the following: Introduce yourselfIntroduce yourself (Name and Lion title) (Name and Lion title) Ask them if they are familiar with Lions Ask them if they are familiar with Lions

Clubs InternationalClubs International Regardless of their answer explainRegardless of their answer explain that that

““Lions clubs are community organizations Lions clubs are community organizations made up of community-minded men and made up of community-minded men and women who are interested in the betterment women who are interested in the betterment of their communityof their community””

CanvassingCanvassing Next explain that you are meeting with business or Next explain that you are meeting with business or

professional leadersprofessional leaders in the community to charter a new in the community to charter a new Lions club. (Note: you are not Lions club. (Note: you are not tryingtrying to charter a new to charter a new club..you club..you willwill charter a new club.) charter a new club.)

ExplainExplain that you are calling on them because their business that you are calling on them because their business is an important part of the community and ask if they would is an important part of the community and ask if they would be interested in being a part of the new club. Mention be interested in being a part of the new club. Mention member benefits, such as networking, if appropriate. member benefits, such as networking, if appropriate.

Be sureBe sure to let them know that membership in the club is to let them know that membership in the club is very reasonable. The charter fee is US$30 to join and dues very reasonable. The charter fee is US$30 to join and dues are approximately US$5 to US$7 a month. Adjust if needed are approximately US$5 to US$7 a month. Adjust if needed to include local fees. to include local fees.

CanvassingCanvassing Provide them the date and time of the Provide them the date and time of the

meeting and hand them the lined padmeeting and hand them the lined pad of paperof paper listing the other community leaders who have listing the other community leaders who have joined. (This is a very powerful exercise when they joined. (This is a very powerful exercise when they recognize the other leaders.) Ask them to add their recognize the other leaders.) Ask them to add their name to the lined note paper. name to the lined note paper.

Wait! Stop talking!Wait! Stop talking! Allow the prospect to review Allow the prospect to review the names. the names.

If the prospect signed the lined note padIf the prospect signed the lined note pad … … give them a charter application and ask them to give them a charter application and ask them to write a check for the charter fees.write a check for the charter fees.

CanvassingCanvassing If the prospect does not sign the padIf the prospect does not sign the pad, ,

they will generally ask questions about Lions. they will generally ask questions about Lions. Be very careful. While you might touch upon Be very careful. While you might touch upon one or two projects that clubs do, be sure to one or two projects that clubs do, be sure to explain that each Lions club explain that each Lions club is autonomousis autonomous and the club members decide the projects that and the club members decide the projects that the club undertakes. You might try asking the club undertakes. You might try asking them if they are aware of a need in their them if they are aware of a need in their community. Follow with a second invitation to community. Follow with a second invitation to join by asking them a second time if they join by asking them a second time if they would like to be part of the new club.would like to be part of the new club.

CanvassingCanvassing If they are not interestedIf they are not interested…thank them for …thank them for

their time and move onto the next prospect. their time and move onto the next prospect. Continuing to sell will only annoy them! Continuing to sell will only annoy them!

If they are interested but cannot attend If they are interested but cannot attend the meetingthe meeting, ask them if they would like to , ask them if they would like to be notified of future meetings.be notified of future meetings.

If they sign upIf they sign up…thank them and let them …thank them and let them know that they will receive a follow-up letter know that they will receive a follow-up letter with more information about the meeting. with more information about the meeting.

CanvassingCanvassing Regardless of the outcomeRegardless of the outcome, always ask if , always ask if

there is anyone else that you should speak there is anyone else that you should speak to who might be interested in being a part to who might be interested in being a part of a Lions club. of a Lions club.

If you feel they would welcome the If you feel they would welcome the ideaidea, ask them to contact the individual to , ask them to contact the individual to setup an appointment for you or even setup an appointment for you or even personally introduce you to the individual.personally introduce you to the individual.

CanvassingCanvassing

CollectCollect contact information and/or contact information and/or application and give the information to the application and give the information to the Lions who will follow-up. Lions who will follow-up.

Give them a preprinted cardGive them a preprinted card with the with the date, time and location of the meeting. Do date, time and location of the meeting. Do this at the end of your visit, not the this at the end of your visit, not the beginning. beginning.

Remember:Remember: Don’t be Afraid to Hear “NO!”Don’t be Afraid to Hear “NO!”

This could be a temporary state of mind.This could be a temporary state of mind. PUT YOUR BEST EFFORT FORWARD!PUT YOUR BEST EFFORT FORWARD!

You may never have another opportunity You may never have another opportunity

to make a good first impressionto make a good first impression..

PRACTICE,PRACTICE, PRACTICE, PRACTICE, PRACTICE! PRACTICE! (Before you meet with potential members.)(Before you meet with potential members.)

CanvassingCanvassing

Role Play ExerciseRole Play Exercise

Exercise! Exercise! Break into teams of two to Break into teams of two to

threethree

If possible, groups should be If possible, groups should be diverse in age, gender, and Lions diverse in age, gender, and Lions experience so that new ideas experience so that new ideas can be shared. can be shared.

More Canvassing TipsMore Canvassing Tips Always start at the top – Always start at the top – You can sell You can sell

down, but you can not sell up. down, but you can not sell up.

Do not wait more than 10 minutes – Do not wait more than 10 minutes – Your time is better spent moving on to the next Your time is better spent moving on to the next prospectprospect. .

Find ways to overcome the front desk Find ways to overcome the front desk – – It is the officer manager’s job to “screen” It is the officer manager’s job to “screen” visitors.visitors.

Get clues from their office – Get clues from their office – look for a look for a special interest. special interest.

Do not carry too much literature.Do not carry too much literature.

More Canvassing TipsMore Canvassing Tips

Share your list Share your list of interested people with of interested people with other teams as the list grows so you have an other teams as the list grows so you have an up-to-date list to show your prospects.up-to-date list to show your prospects.

Dress appropriately – Business Dress appropriately – Business attire is by far the most effective!attire is by far the most effective!

Always be positive and leave them Always be positive and leave them smiling! smiling!

Today’s VolunteerToday’s Volunteer

Today’s Volunteer might not be Today’s Volunteer might not be unfamiliar with some of the traditions unfamiliar with some of the traditions and rituals of an established Lions club. and rituals of an established Lions club. We often find that new club members We often find that new club members choose not to wear the traditional Lions choose not to wear the traditional Lions club vest. For this reason, it might be a club vest. For this reason, it might be a good idea to dress in business attire, with good idea to dress in business attire, with your Lions pin (without your Lions vest) your Lions pin (without your Lions vest) when recruiting members for a new club. when recruiting members for a new club.

Prospect Follow-upProspect Follow-up

YOU MUST BEGIN YOUR FOLLOW-UP YOU MUST BEGIN YOUR FOLLOW-UP IMMEDIATELY IF YOU ARE GOING IMMEDIATELY IF YOU ARE GOING

TO BE TO BE SUCCESSFUL!SUCCESSFUL!

Need an individual or group to Need an individual or group to volunteer to collect and follow-volunteer to collect and follow-

up each lead. up each lead.

Sort contacts into four categoriesSort contacts into four categoriesGroup 1: Charter MembersGroup 1: Charter Members (completed an application and paid the (completed an application and paid the

charter fee) – send letter of congratulations.charter fee) – send letter of congratulations.

Group 2: High Interest ProspectsGroup 2: High Interest Prospects (may come to meeting but did (may come to meeting but did not complete an application) - send letter inviting them to the not complete an application) - send letter inviting them to the meeting.meeting.

Group 3: Other ProspectsGroup 3: Other Prospects (may be interested but could not attend (may be interested but could not attend meeting) - keep them on the mailing list of further meetings and meeting) - keep them on the mailing list of further meetings and contact them following the meeting to inform them of the club’s contact them following the meeting to inform them of the club’s progress. Continue to invite them to get involved.progress. Continue to invite them to get involved.

Group 4: Possible ProspectsGroup 4: Possible Prospects (names of people who might be (names of people who might be interested) Determine a time to contact them in person or contact interested) Determine a time to contact them in person or contact by phone to arrange a meeting. by phone to arrange a meeting.

Prospect Follow-upProspect Follow-up

Personalized Letter:Personalized Letter: Use the sponsoring club or district’s Use the sponsoring club or district’s

stationary.stationary. Need a group of volunteers to prepare Need a group of volunteers to prepare

the letters. (any volunteers?) the letters. (any volunteers?) Make sure someone proofreads each Make sure someone proofreads each

letter. letter. Sign each letter, personalize with a note.Sign each letter, personalize with a note. Sample letters are in the training binder!Sample letters are in the training binder!

Prospect Follow-upProspect Follow-up

Let’s Go!Let’s Go!

Welcome BackWelcome Back

What did you discover? What did you discover?

(group discussion)(group discussion)

Group Discussion: Group Discussion: Canvassing Canvassing

Which strategies worked? Which strategies worked?

Did you adapt the script? Did you adapt the script?

Group Discussion: Group Discussion: Canvassing Canvassing

What obstacles did you face? What obstacles did you face?

Ideas for overcoming the obstacles. Ideas for overcoming the obstacles.

AccomplishmentAccomplishments!s!

Meeting location Meeting location Meeting time Meeting time Break into new teams Break into new teams Canvassing locationsCanvassing locations

Preview of TomorrowPreview of Tomorrow

New Club New Club Extension Extension Training Training

Day 2Day 2

How are we How are we doing? doing?

AccomplishmentAccomplishments!s!

Back into the FieldBack into the Field1.1. Lions who will not be conducting follow-up Lions who will not be conducting follow-up

efforts break into new teams efforts break into new teams

2.2. Determine the area that each team will workDetermine the area that each team will work

3.3. Assign teams to contact people who were not Assign teams to contact people who were not available the previous dayavailable the previous day

4.4. Make sure team members have supplies:Make sure team members have supplies: Charter member applications and an envelope Charter member applications and an envelope Lined note pads and pensLined note pads and pens First meeting information (date, time and location) First meeting information (date, time and location) Exchange cell phone numbers Exchange cell phone numbers

5.5. Plan to meet for lunch Plan to meet for lunch

Let’s Go!Let’s Go!

New Club New Club Extension Extension Training Training

Day 3Day 3

How are we How are we doing? doing?

AccomplishmentAccomplishments!s!

Continue Follow-upContinue Follow-up

Lions who have volunteered to follow-Lions who have volunteered to follow-up leads will need: up leads will need:

StationeryStationery StampsStamps Sample follow-up letterSample follow-up letter

GOAL: To mail all follow-up letters today GOAL: To mail all follow-up letters today

Back into the FieldBack into the Field1.1. Lions who will not be conducting follow-up Lions who will not be conducting follow-up

efforts break into new teams efforts break into new teams

2.2. Determine the area that each team will workDetermine the area that each team will work

3.3. Assign teams to contact people who were not Assign teams to contact people who were not available the previous dayavailable the previous day

4.4. Make sure team members have supplies:Make sure team members have supplies: Charter member applications and an envelope Charter member applications and an envelope Lined note pads and pensLined note pads and pens First meeting information (date, time and location) First meeting information (date, time and location) Exchange cell phone numbers Exchange cell phone numbers

5.5. Plan to meet for lunch Plan to meet for lunch

Let’s Go!Let’s Go!