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How to get a member to say YES!
Local Officer TrainingSaturday, February 21, 2015
Suzanne HiggsPeninsula Jaycees
How to get a member to say yes!
• Member Recruitmento How to ‘close’ the dealo Ways to meet new members
• Activationo National programso Engagement
• Retentiono Retain, renew and reactivate
Member Recruitment
Member Recruitment | How to Close the Deal
1. ENGAGE
• You can’t add a member if you don’t talk to them.
• Use people’s names often. Make it a point to learn the
names and connect faces.
• Actively listen!
• Demonstrate open body language.
• Be respectful
• Be sincere
2. ESTABLISH TRUST
• Trust is built by communication
• Ask questions – what are they looking for/ interested in?
• LISTEN and share something from the Jaycees
experience (four areas of opportunity)
• Address any concerns
• Cost
• Only fun all the time/ not fun at all
• Time commitment
Member Recruitment | How to Close the Deal
3. SHOW VALUE
• “That’s why I’m a Jaycee…”
• WHY is it worth their while?
o Learning opportunities
o Enjoyable events
o Place to call home
Member Recruitment | How to Close the Deal
4. THE CLOSE
A) Follow up with potentials/prospects
• On average, it takes 7 points of communication to ‘close’
• Invite to meetings and/or projects
• Communications plan – divide and conquer
B) Offer Membership
• Things not to do:
• Pressure
• Harass
Member Recruitment | How to Close the Deal
• Community Events
• Membership Socials
• Six Degrees of Separation
Member Recruitment | Ways to Meet new Members
Member Recruitment
Why do we join anything?
Member Recruitment
To get what we want out of it.
Activation
Activation | National Program SupportShoot for 30 | Shoot for 50 Program
Justin Wutzke | 2015 National Program Manager
• PLAYBOOK
• Chapter plan of action +
Membership plan
• EQUIPMENT
• Motivate your 20%
• Activate your 80%
• Score new members
Four Types of People and Their Motivations
A) Accomplishment – want to achieve something significant. They need
feedback and want to know their contributions help the greater good.
B) Recognition – want to be appreciated for what they will do for the
organization.
C) Power – compete for responsibility. They like to influence others
directly and tend to manage groups well. They want the opportunity to
lead.
D) Affiliation – need to feel that they belong and are accepted by the
group. Like to serve others.
Activation | Engagement
Keep Members Informed
• Newsletters
• Holiday & Birthday Cards
• Post Cards
• Calls/Emails
Connect with members how THEY like to be communicated to.
Activation | Engagement
• Involve members in goal-setting and decision-making
• Chapter plan
• Yearly goals
• Clarify your expectations of the members
• Be active
• Be committed
• Be a contributor
• Be dependable
• Ask what your members expect from you
Activation | Involvement
Learn to look beyond a person’s current abilities and identify
any potential that needs developing.
ASK THEM TO GET INVOLVED:
• Join a project
• Be a chair
• Lead
Activation | Involvement
Retention
The easiest way to retain your membership is to not lose them!
Retention | Keep your Members
• Survey
o What do your members want?
o Is the leadership still meeting their expectations?
• Continue to motivate – when you stop, they might stop!
• Recognition – people want to know they are valued
o PJ Points
o Chapter Awards
Retention | Strategies
• Renewal
o 30 | 60 | 90 – letter sent/emailed as a reminder
o Give them many chances to say yes!
o Let them know you want them to stay
o Patience and persistence
• Reactivate
o Old members = opportunity!
o Right time with the right “offer” – what’s new
o ASK
Retention | Strategies
How to get a member to say yes!
• Member Recruitmento How to ‘close’ the dealo Ways to meet new members
• Activationo National programso Engagement
• Retentiono Retain, renew and reactivate
