ARROWHEAD POWER SQUADRON
A Unit of United States Power Squadrons
SOUTHERN CALIFORNIA

Thank you for your kind and complimentary letter. We would be honored to share our "success story" with other squadrons. Basically what we did was to go "by the book", taking care that the recommended procedures were followed.

Most of our leads come from boat show referrals. We also get some off the Internet, from magazine and newspaper items and from the (800) SEASKIL number. A very few of our people came from word of mouth and even fewer from cable TV public service announcements that we had running.

All prospective students were personally contacted by telephone or face to face at least twice. Usually Rick or I would do the calling. I always assume that anyone who takes our Boat Smart class will join the Squadron and I treat every student as a member-to-be. I do not talk about IF they join; I stress WHEN they join, as if it is a done deal.

From the first contact we stress that Boat Smart is only a beginning and that there are many other excellent courses that they need to take. Throughout all contacts and during the classes themselves, we both try to present Power Squadron as the best thing we ever got into, which is not difficult because it is! We sell the sizzle, but are careful to provide substance as well.

A typical contact would go like this: Upon receipt of name/number, initial phone call is made and prospective student/member is informed of upcoming classes. Interests are discussed and possible future plans re boating, etc. Approximately one week before class, prospect is called again to remind about class. On the day of the first class, we are both present to meet and greet our students. Snacks are available due to length of class (four hours). These are provided complimentary to the students.

Throughout the class, the various Power Squadron classes are referenced as appropriate, as information covered more in depth in them is introduced. Photos of members at play are on display for students to view during breaks. At this time, any questions are answered.

At the end of the first day, the threefold "This Is USPS" handout is distributed so that the students may look it over and think it over that night. Frequently this is the only other thing that is needed to complete the "sale".

Pre-membership packets, containing completion certificate, wallet card, decal, application, squadron activities schedule and other give aways are presented upon passing test. Each person is individually approached about squadron membership at this time.

Rick and I try to keep the tone of the course light, while at the same time providing vitally important information. This makes the experience enjoyable and communicates a feeling that Power Squadron membership is fun!

During the Bridge year 1998-1999, we gave 17 Boat Smart classes with a total of 147 students, all of whom passed. We have been offering approximately 1 class per month, every month except December since the Boat Smart class was released. This has become our most valuable tool for recruiting new members. We offer classes currently in three locations: Riverside, Ontario and Victorville, CA. In the near future we will be offering classes in Lancaster and in Blythe, CA and are exploring the possibility of expanding into Needles, CA.

Yes, there is one thing I would do differently. I would publicize our classes more widely. I would be sure that our posters and handouts were in all the boat dealers in our area. I have a lead on 30 minutes of free cable air time that I am currently investigating. I would like our squadron to be more visible in the community, especially at special events such as Riverside's annual Orange Blossom Festival or at the Orange Show. I would like to see more mention about us in local newspapers.

My advice to others: If you want to be more successful in attracting new members, you have to present a package that they want to buy. You must have an answer to the questions, "What do I get for this money?" The most important part of your sales pitch (and, yes, you are selling) is that you truly believe in your product. If this is true, then everything else is easy. We have a wonderful "how-to" program provided to us. All we need to do is to "Just do it"!

I hope that this is what you wanted. If you have any further questions, please feel free to contact me either by mail or e-mail.

Respectfully,
Gail S. Nachman FC
Commander

Note: Thank you for sharing your success in recruiting new members.
National Membership Committee