District 18
Advanced Skills Training
10/22/2024
We build new clubs and support all clubs in achieving excellence.
Agenda
Why does Sales get a bad wrap?
Why is Sales important?
How does it work?
Pitch
Monthly Competition and Additional Incentives
Leads List
Why Does Sales Get A Bad Wrap?
The term 'Salesman' / 'Saleswoman' is universally used only when a person has a bad experience
The stereotypical 'salesperson' is depicted as a 'sleazy used car salesperson', generally pushy, not listening, only looking out for their own good
When you have a good experience with something that was recommended/offered/sold to you, the person offering it is considered a friend
Think of the person who recommended Toastmasters to you. What if they never had?
Why Is Sales Important?
Sales are the lifeblood of every corporation – without it, the company dies
Toastmasters is no different. Our sales is signing up new club members. No new members, our clubs will eventually die out
On a higher level, new clubs is the lifeblood of a District. Without new clubs, Areas, Divisions, and Districts eventually die out as well
How Does It Work?
Life cycle of a Sale (this is different in every industry)
Some are transactional sales and can be done in an interaction
Some are relational sales and take time to develop
Depending on the size and scope of what is involved, the sale cycle can extend in amount of time required
For our purpose, here is the process for starting a new club:
Cold Call lead → gatekeeper → decision maker → demo meeting(s) → club charter
Pitch
What do you say to the gatekeeper?
'Hi, I'm <your name> with the non profit, Toastmasters International. Who can I speak to about your company sponsoring a local chapter to help your <employees/members/congregation> develop their public speaking and leadership skills?'
What do you say to the Decision Maker?
'Are you familiar with Toastmasters? We offer a program that allows experiential learning of public speaking and leadership skills through regular club meetings. Can we schedule a time to do a demonstration meeting so you can see the process in action?'
Pitch
What do you say to the gatekeeper?
'Hi, I'm <your name> with the non profit, Toastmasters International. Who can I speak to about your company sponsoring a local chapter to help your <employees/members/congregation> develop their public speaking and leadership skills?'
What do you say to the Decision Maker?
'Are you familiar with Toastmasters? We offer a program that allows experiential learning of public speaking and leadership skills through regular club meetings. Can we schedule a time to do a demonstration meeting so you can see the process in action?'
Pitch
Example email:
Hi <Decision Maker>,
I was given your email as the person to talk with about potentially sponsoring a Toastmasters Chapter to support the population you serve at your three sites. I believe it could be a great synergy and would be an excellent resource to help those seeking employment or higher employment to further develop their communication and leadership skills.
Here is some more information about what we would be looking for in terms of hosting a chapter:
The hope would be that you could provide a consistent meeting space to hold the chapter meetings. They are usually for an hour and done twice a month, for example on 1st and 3rd Tuesday at noon. They can be any day of the week and any time, whatever works best for the participants or whatever you would have available for the space.
We would also hope that one or two employees could be members of the club to act as 'institutional knowledge' keepers, to help retain and train on the systems of how the chapter runs. There is outside training provided by the District as well, but this would make transitions smoother when officer terms end at the end of each year. We've seen that in other chapters like the one at Morgan State University and it works well.
In terms of setting up the chapter, there is a one-time charter fee of $125. We need 20 members to start, each member pays $60 for dues every six months with the renewals in October and April. The dues are prorated based on the month that the individual joins, so if you joined in January you'd pay $30 to get you to the next renewal cycle. Your organization can elect to pay the membership dues, not pay them, pay just for your employees, or pay for others with a requirement that they attend a certain number of meetings or have some set participation requirements. That is up to you or whatever restrictions are set around the funding used.
The chapters are self-run by the members with seven officer positions that give people experience in leadership roles that mirror the normal roles of the officers of a corporation. Those roles change over once a year.
Each chapter meeting has three parts: scheduled speeches from the Toastmasters Educational program done by members, Table Topics or impromptu speaking, and Evaluations given by members on the speeches from the first portion. The speech topics are determined by the speaker, so they can be customized to that individual's growth goals. Table Topics can also be customized to topics like job interview questions.
If you'd like, we can also do a demonstration meeting so you can see the process in action.
Please let me know of any questions or if you'd like any clarification on anything.
Thanks,
Monthly Competition and Additional Incentives
Any conversation that leads to a connection with a Decision Maker that then leads to setting up a Demonstration Meeting or any Demonstration Meeting you schedule will win you $5 of scratch offs
Any qualified Decision Maker that then leads to setting up a Demonstration Meeting or any Demonstration Meeting you schedule that leads to a new club charting will get you a Sponsor credit for the new club
Each month, the highest performing individual in terms of the combination of total qualified Decision Makers and Demonstration meetings will win that month's prize.
October's prize – a Stanley Cup
https://tinyurl.com/d18stan
Leads List
Google Sheet