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Seven Simple Steps for Recruitment Success

Many clubs find it to be a challenge to recruit new members and don't realize the power of selling. Not comfortable with sales? Few people are, but the truth is that every day you unconsciously persuade people and sell your perspective idea by showing what's in it for them.

To apply the same principles and persuasion techniques you use daily, simply follow these seven simple steps and you will be well on your way to successfully increasing membership:

    1. Be prepared. Have information regarding membership readily available. This may be in the form of a club brochure, a guest invitation card, or simply your "elevator speech".

    2. Take advantage of a wealth of information on benefits. Have on hand current and accurate information about Rotary and District as well as International events. Many brochures are available for download at the RI website, often times in printer ready format.

    3. Reflect on the primary reason you first joined, and why you continue membership. A personal anecdote, relating how the organization has benefited you, is often most compelling. You know the value of membership - the challenge is to communicate it.

    4. Listen to prospects - uncover the objections. Once you've determined the primary objections to joining, tailor your message to address those concerns, especially showing how your club accepts various forms of membership such as honorary members, only requires 60% attendance for meetings, or how doing makeups are an accepted way to keep membership attendance requirements.

    5. Be enthusiastic, and don't let objections throw you.
    Objections - particularly "I don't have the time" or "I don't have the money" - are a natural part of the sale. Objections are often a request for more information, or may give your member prospect a pause, a chance to think through the idea of joining.

    One of the best ways to deal with objections is the "feel, felt, found" method. For example, if someone tells you that membership is too expensive, you can reply, "I know how you feel" and know how hard we have to work these days to make every dollar count. Others felt that way, until they found how invaluable membership was to keeping connected with fellow members of the community, giving back in ways that go over above simply writing a check, as well as networking opportunities. Give it your own personal touch.

    6. Follow up with your prospect. Generally you have to reinforce and reiterate the reasons for joining the club at least once.

    7. Practice these steps and don't get discouraged. You are helping your club by getting the word out there, just as your work in your club helps society and your community.

    Adapted from the Asme Unit Leadership Resource Center

    Want to use this or other articles in your own newsletter? Please keep the credits attached, and reference the ClubRunner Newsletter as your source.


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Site last updated: February 19 2010