Checklist 4: talking to non-members

• Make sure it is a convenient time to talk; do not disturb people if they are busy
• Sit down and talk - don't stand around uncomfortably
• Make contact - shake hands - introduce yourself
• Listen
• If the non-member wants time to think, make a date to return *End on a harmonious note.

• Bluff. If you don't know the answer to a question say so. Make a note of it, then find out the answer and pass it on
• Waste your time or be dragged into lengthy argument. Try to outline the benefits of membership and the positive gains won by Prospect
• Lose your temper no matter how difficult it is to stay calm.