1. How to get a member to say YES! Local Officer Training Saturday, February 21, 2015 Suzanne Higgs Peninsula Jaycees

2. How to get a member to say yes! Member Recruitment o How to ‘close’ the deal o Ways to meet new members Activation o National programs o Engagement Retention o Retain, renew and reactivate

3. Member Recruitment

4. 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

5. 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

6. 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

7. 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

8. Community Events Membership Socials Six Degrees of Separation Member Recruitment | Ways to Meet new Members

9. Member Recruitment Why do we join anything?

10. Member Recruitment To get what we want out of it.

11. Activation

12. Activation | National Program Support Shoot for 30 | Shoot for 50 Program Justin Wutzke | 2015 National Program Manager shootforsucces@usjaycees.org PLAYBOOK Chapter plan of action + Membership plan EQUIPMENT Motivate your 20% Activate your 80% Score new members

13. 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

14. Keep Members Informed Newsletters Holiday & Birthday Cards Post Cards Calls/Emails Connect with members how THEY like to be communicated to. Activation | Engagement

15. 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

16. 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

17. Retention

18. The easiest way to retain your membership is to not lose them! Retention | Keep your Members

19. 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

20. 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

21. How to get a member to say yes! Member Recruitment o How to ‘close’ the deal o Ways to meet new members Activation o National programs o Engagement Retention o Retain, renew and reactivate