March 4, 2012: Toastmasters International is a non-profit organization engaged in developing public speaking and leadership skills amongst its members. The organization is for the members, by the members and of the members. And one of the objective of the program is to spread the benefit by inducting new members.
Every club has the mandate to induct new members and the new member’s effort is reflected in the club’s DCP points. On the flip side, District officer’s performances are measured by different criteria, including number of new clubs being set up. To achieve the milestone you must sell the programs benefit to new members to join the clubs and corporate communities to set up new clubs.
The simple process includes selling the benefits of toastmasters program and it’s a natural progression that takes its natural time period. But what if you can hasten the process by influencing their mindsets and help members devote extra time on improving club activities and performance.
I believe you can hasten the process by influencing guest’s decision. And here I would share “6” pillars of influence identified by guru of persuasion Dr. Robert B. Cialdini and they are
- Consensus and Commitment
- Social power
RECIPROCATION: We are programmed to pay back a favor and it’s in our DNA. Ralph Waldo Emerson rightly said “Pay every debt as if God wrote the bill”.
TIP :When you invite guests, give them the Toastmasters magazine and or guest kits to take back and read. Make them comfortable and let a senior Ex-Com member explain the program to him. Ask him if he needs any other clarifications. Treat the guest as you would a friend and if required arrange to drop him back at his residence.
CONSENSUS AND COMMITMENT: We as humans have an excessive desire to be consistent with what we have already done or said.
TIP :Get feedback from your guests at the end of the meeting and let them fill out a feedback form that will also ask for them to write down what they liked about the program.
SOCIAL PROOF: If everyone is doing it, it is correct.
TIP : Share with your guests the Toastmasters activities in your territory and globally; there are 96 Clubs in UAE and 110,000 clubs worldwide in over 90 plus countries. Invite them to Area contests, Divisions contests and let them observe the powers of participation and performance.
SCARCITY: Hard to get things are perceived to be better than easy to get things.
TIP : Make your guest comfortable, and introduce the program clarifying all the doubts. Invite them to join but make them aware that since this is members club, the membership is subject to concurrence by all the members.
AUTHORITY: People tend to obey authoritative figures.
TIP : Introduce your guests to the Club president, VP Education, ACM, DTM and let them do the selling. If you have an important guest visiting, invite your Area Governor or Division Governor and introduce your guest to them. A pitch coming in from an authority figure influences.
LIKE: People say yes to people they like or know. People also like people that have something in common with them.
TIP : Find something in common with your guests and start your conversation with this as your basis; it could be school, college, place of residence or anything that becomes an ice breaker.
Getting new members and setting up new clubs are part of the leadership development and the more effectively you perform this activity, the better leader you emerge. Use the powers of the six pillars of influence to maximize the positive outcome. Reciprocate; commitment and consensuses; Authority; Scarcity; Like and use the Social proof.