District 5 Toastmasters 2019-2020 Leadership Team Training

1. District 5 Toastmasters2019-2020 Leadership Team Training How to Convert a Lead to a Prospect to a New Club

2. Agenda (Lead  Prospect  New Club Happy Directors!!) • New Clubs Process • Leads • Pre-Qualify your Leads • Break the Ice • Handle Objections • Questions?

3. New Clubs Process • Be sure to follow the leads documentation process set forth by your District Director and Leadership team

4. Pre- Qualify • Corporations: Are there > 300 employees? • Non-Corporations: Potential visitors > 300? If no, then assess ability to add 8 new members annually. • Intent for TM Club: Is there a need to practice communication and leadership skills? • Meeting frequencies: Are they able to meet weekly or bi-weekly? Monthly (advanced)

5. Organize your leads Categorize according to type: • Active: you are in frequent communication with the lead. Likely to start a new club within 60 days. • Semi-Active: you are communicating with the lead. Their time-line for a new club is not immediate. Likely to start a new club within 3-4 months. • Inactive: The lead is unable to decide if they want a new club. You are maintaining contact monthly just in case.

6. Break the Ice: The Receptionist Hello. My name is Sally Toastmaster with Toastmasters International. We are a worldwide organization specializing in communication and leadership skills. May I speak with the Human Resources dept or someone in charge of training programs?

7. Break the Ice: HR Dept or Training Dept—Part I Hello. My name is Sally Toastmaster with Toastmasters International. We are a worldwide organization specializing in communication and leadership skills. Have you heard of Toastmasters?

8. Break the Ice: HR Dept or Training Dept—Part II Yes, I’ve heard of Toastmasters: Great, you probably know that we focus on prepared speaking, impromptu speaking and receiving positive feedback. We’d like ABC company to bring Toastmasters in house to help your employees. For your industry, we already have XYZ, NOP, JKL companies using our program. Its working really well for them as a way to supplement their existing training programs---with minimal time expended by their HR depts. Our teams support FULL IMPLEMENTATION of the program. Would you be interested in hearing more? (Then move to the pre-qualify mode....then close for pre-launch 1st appt)

9. Break the Ice: HR Dept or Training Dept—Part III No, I’ve never heard of Toastmasters: We focus on improving prepared speaking, impromptu speaking and receiving positive feedback. Your employees would be able to practice on a weekly basis. We’d like ABC company to bring Toastmasters in house to help your employees. For your industry, we already have XYZ, NOP, JKL companies with a Toastmasters presence. . Its working really well for them as a way to supplement their existing training programs---with very low time expended by their HR depts. Our teams support FULL IMPLEMENTATION of the program. Would you be interested in hearing more? (Then move to the pre-qualify mode....then close for pre-launch)st appt)

10. Handling Objections: BAD(Cold or Warm Call) • Gatekeeper Toastmaster: “May I speak with the Director of Human Resources?” Gatekeeper: “ May I take your name and phone number so that she can call you back? Toastmaster: Yes. My name is Sally Toastmaster. My phone # is 310-867-5309. Thank you very much for your time.

11. Handling Objections: Good(COLD CALL) • Gatekeeper Toastmaster: “May I speak with the Director of Human Resources?” Gatekeeper: “ May I take your name and phone number so that she can call you back? Toastmaster: Sure. I’m with Toastmasters International. What was your name again?....Mary. Well Mary, we offer programs for your employees to enhance their communication and leadership skills. What is the name of your HR Director? Ok… Susie Smith…. She doesn’t know me by name….. Can you recommend a better way for me to make contact with Susie. I’m sure she is pretty busy these days.

12. Handling Objections: Good (COLD CALL) (Continued) Gatekeeper: “Well…. You might try sending her an email.” Toastmaster: “Awesome. Thank you Mary. I’ll try that….. Is there an email address that I can use. Gatekeeper: yes, her email is susie.smith@pleaseopenaclub.com Toastmaster: And my phone # is also 310-867-5309. Hmmmmm… If I haven’t heard back from Sally within a few days, can you recommend a better day/time to call back? Gatekeeper: Tuesdays and Thursdays are best Toastmaster: Thank you! Mary, I hope to speak with you again when I call back. You’ve been such a wonderful voice to connect with today. These days, it’s rare to connect voice to voice. I hope to have the same opportunity with Sally!

13. Handling Objections: Good(WARM CALL) • Gatekeeper Toastmaster: “May I speak with Susie Smith in Human Resources?” Gatekeeper: “ Who is calling? Will she know what the call is regarding? Toastmaster: Yes. My name is Sally Toastmaster with Toastmasters International. We spoke on the phone yesterday….she is expecting my call. Gatekeeper: Please hold while I connect you…..

14. Handling Objections: Mail me • “Just Mail Me Something: I would love to mail some literature to you, is there an email address I can contact you with? Then, once you’ve had a chance to review the information, perhaps we can chat for a few minutes on the phone. Do you have time next Tuesday or Thursday?

15. Handling Objections: Training • “We Already have a Training Program” That is wonderful! Most Companies do! But you see, Toastmasters isn’t designed to REPLACE your training. Instead, we help your people to USE your training better on the job. Toastmasters will show your workforce how to speak impromptu, listen better, organize their speeches, use gestures, get to the point, and be persuasive. AND provide practice weekly. Isn’t that something your company could use?

16. Handling Objections: Budget • “We Can’t afford New Programs…We Finalized our 2018/2019 Budget” I understand…. It’s that time of the year. Toastmasters can be structured so that your company doesn’t have to pay at all… or… with a very low cost structure …approximating less than $8 pp monthly. Would you like to hear more?

17. Handling Objections: Our Corporate HQ Takes Care of That • Training @ Corporate Headquarters • Most of our participating companies do as well! We would be happy to show you our extensive list of sponsoring global corporations, universities and organizations. Afterall, we serve over 143 countries. Is there a contact person at your Corporate HR or Training Dept that you can refer me to?

18. Helpful Guidelines to Consider • W/O consistent follow-up, leads will never become clients (new clubs) • A new club will require a combination of face to face, telephone, and email contact. Anticipate several points of contact before chartering. • Never hang up the phone or leave a face-to-face meeting or end an email w/o letting the prospect know when they can expect to hear from you next. Get their buy-in for the next pt of contact. Breaks the ice. • A personalized approach will always win instead of a standardized, cold strategy

19. Helpful Guidelines to Consider • Talk up your resources that you can offer so the prospect knows that by signing with you comes an "army" of support. (mentors, sponsors, area director, division director, trio directors) • Don't hesitate to use members of your "army" to close the sale. (Use the Club Growth team) • Make sure that the prospect truly is a good fit. A new club that doesn't understand your product (toastmasters) will never follow through with the TI deadlines for DCP goals, etc.

20. Questions? • Email Julie Broady, DTM, Immediate Past District Director, District 1, at julie4district1@gmail.com. • Phone Julie at 310-770-6023