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Recruiting for Sigma Tau Gamma. The purpose of this presentation is to provide your chapter with a high level understanding of the recruitment process: • When to recruit, • How to plan, • How to organize, and some - PowerPoint PPT Presentation
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Recruitment Organization
Recruiting for Sigma Tau Gamma
The purpose of this presentation is to provide your chapter with a
high level understanding of the recruitment process: When to
recruit, How to plan, How to organize, and some Basic sales tools
to use when discussing membership with a prospective
individual.This presentation is intended for all members. It should
serve as the foundation for a chapter recruitment planning and
training retreat.
What is Membership Recruitment?
MAKING FRIENDSSimply stated, recruiting men to join Sigma Tau Gamma
is no different than making friends.That is, with one difference.
You may not plan to make friends. Recruitment, on the other hand,
requires well defined goals, detailed planning, organization,
execution and evaluation.
When do we Recruit?
Always!It is impossible to isolate a few weeks out of the year to
put your best face on and attract new members! Your chapter is
being sized-up every day by: prospective members and those who
influence prospective members.
Reputation Counts
Consider two age old axioms: Actions speak louder than words! Most
reputations are deserved!Consider that every chapter decision,
every chapter action, every day of the year effects membership
recruitment success.
So, who should we impress?
The impression that these groups have about your chapter WILL
directly effect your recruitment success: Recruits Chapter Members
Faculty Administrators Sororities Parents
One Bad Act
You can be a good kid for 20 years, but if you rob a convenience
store your going to jail! The same principle holds true for your
chapter.Thats why all the good things your chapter does dont count
for much when irresponsible behavior gets you into trouble. And,
when that happens, recruitment tanks.The Risk Management Policy is
the answer. Yes, following the Risk Management Policy helps
recruitment!
Orientation Summary
Recruitment is not an event, it is a constant year around
process.Your actions, good and bad, impact recruitment.Recruitment
takes careful planning, execution, and evaluation.Recruitment
requires the full participation of chapter members, advisors,
parents, and alumni.Recruitment is making friends.
Know Thyself
Who Am IWhat motivates me?Why did I choose to join STG ?What are
the things I like best about being a STG brother?What do I have to
offer STG.
Know Thyself
Who are we?What is good about the fraternity system on my
campus?What isnt so good about the fraternity system?How to other
Greeks view How do non-Greeks view STG?Whats special about
?
Features & Benefits
Features and benefits are ways to help explain why joining can
enrich the life of a prospective member.As a rule of thumb, a
feature is a thing, activity or event conducted or sponsored by . A
benefit is the reward received by participating in that
activity.Fill in the blanks to help understand:We do which provides
.
Features & Benefits
FEATURENew PeopleFraternal Bonds Academic ProgramsAlumniChapter
OfficesRitual
BENEFIT New Friends A Place to Belong Likely to Graduate Career
Network Leadership Development Shared values and goals
All members must be able to talk about the good reasons someone
should join our great fraternity. Here is a sample of features and
benefits!
Recruitment Dos
First and foremost - Be Sincere!The best way to recruit is
man-to-man. Make him your friend. Create a congenial atmosphere for
your friend.Use his name and make him feel important by introducing
him (as one of the guys) to the brothers and other recruits.Ask
questions. Get him to talk about himself.Plan normal everyday
activities.Talk about how he can be a part of our future.
Recruitment Donts
Dont take the recruitment process for granted.Dont abandon your
good judgement.Dont trash another brother, chapter, fraternity, or
your school.Dont forget that recruitment is making a friend. Act
naturally.Dont forget your recruitment team commitment.Dont neglect
normal everyday activities. They are recruitment opportunities.
Life happens between formal or planned events.
Recruiting
Make the ContactIntroduce yourself.Ask questions. Listen. Establish
some common ground.Introduce Sigma Tau Gamma.Invite your prospect
to join you, as your personal guest, for a normal chapter
activity.Set expectations for follow-up contacts. Confirm personal
data (address, phone, etc.)Express sincere interest in your
prospect.
Follow-up = Friendship
Follow-up every day. Persistent meetings develop the friendship.Do
whats natural (lunch, study, sports.)Offer to help support some of
his activities with your participation.Introduce him to others.
Widen his circle of STG friends.
Timing the Ask!
Find out if its a good time for him.Spend at least 70% of your time
listening. The listener, not the talker, is in control of the
conversation.Find out his priorities. What does he care about?Fit
STG into his priorities. Use FEATURES and BENEFITS to explain how
he can achieve his goals through STG.Help him to see membership in
STG as an answer not a question.
Pre-ask Ask
Ask questions to which you know the answer will be yes.Get
agreement on the value of STG.Ask questions that invite him to
include himself as one of the guys. Dont you think we really helped
those kids at Special Olympics on Saturday?Get agreement on the
process of becoming a member.Get agreement on the payoff. Dont you
think its important to be part of something you can be proud
of?
The Ask
Be assumptive. That is, assume your prospect is going to say
yes.Membership Application Close:Fill out the membership
application while asking him questions. If he doesnt stop you, hes
saying yes.Trial Close:If I could give you a bid this afternoon,
would you be ready to accept it?Ben Franklin Close:Help him make a
list of pros and cons. Make sure the pros win.
Quiet Please
Strategic Pause Close: Dead air demands to be filled. Let your
prospect talk. He may talk himself into joining.If he says I dont
know or Im not ready, be quiet. Let him justify his response. That
way, you find the objection. When its out in the open you can deal
with it.
Handling Objections
Ask questions. Listen carefully, ask more questions. Find the true
worry (objection.)Understand that an objection is an expression of
interest. View it as positive.Understand that feelings as well as
facts are involved. Feelings are just as real as facts. Reassure
your prospect.Respond with concern for your prospect.Draw the
solution from your prospect. Hell tell you how he wants the
objection handled if you ask enough questions.
Train for Objections
Be prepared. Practice handling objections.Strategy 1See the
objection as a questions.Objection:I cant afford it.Real
Question:Is it worth it?Answer:I felt the same way until ITip: When
answering an objection, use the words feel, felt, and found. Try: I
know how you feel, I felt the same way, and I found that
...
Train for Objections
Strategy 2Turn the objection into a reason to join.Objection:My
parents wont let me join.Answer:My parents felt the same way until
I introduced them to (Dr. Hedrick our Advisor, Matts parents, Mr.
Johnson, our alumni association president) and he/they explained
how much the Fraternity helped with (scholarship, leadership
development, self confidence.)
Train for Objections
Strategy 3Smoke out the important objection.Objection:I dont have
enough time.Response:Is that your only objection? If I can show you
how our top members handle chapter responsibilities, campus
leadership and honor roll level scholarship, would be willing to
join them and me in this great fraternity?
Recruitment Organization
Recruitment Chairman
Team Captain
Team Captain
Team Captain
Team Captain
Records Co-or.
Job Descriptions
Recruitment ChairmanAppoint: Team Captains, Recruiters, and Public
Relations, Events, and Records Co-ordinators.Lead Chapter in
Setting Recruitment GoalsPlan Recruitment Train Recruitment
TeamManage Recruitment PlanEvaluate Recruitment Effort
Job Descriptions
Team CaptainAssist Recruitment Chairman with Planning &
TrainingLead Recruiters in ProspectingAssign Recruiters to
ProspectsFollow-up on Recruiter/Prospect ContactsEncourage and
Motivate RecruitersSet Positive Example by being the Best Recruiter
on the team
Job Descriptions
Records Co-ordinatorCreate and Maintain Prospect Card File &
Recruitment Chart:Name (full & nickname)Campus Address &
PhoneHome Address & PhoneParents NamesHigh School &
ActivitiesCampus Major & ActivitiesScholarship (Grades &
Awards)Assigned Recruiter with Contact Dates & Notes
Job Descriptions
Public Relations Co-ordinatorDevelop P. R. PlanDevelop P. R.
BudgetBrochures & Business Cards for RecruitersCampus Newspaper
Features & AdvertisementsChapter Dress-up & Letter
DaysContact Sororities for SupportPosters
Job Descriptions
Event Co-ordinatorSchedule & Plan EventDevelop Event
BudgetManage Set-up and CleanupPlan and Manage Meal or Snack Menu
and ServicePlan and Manage Event SecurityInsure compliance with
Risk Management Policy