A Presentation by: The Delta Chi Fraternity, Inc.
Manpower A Presentation by: The Delta Chi Fraternity, Inc.
Why do men join Fraternities?
Value?
Was there value after all?
The Value of Fraternities
Garbage?
Value?
What do others on campus see?
Why do men join Delta Chi?
• Would it be safe to assume that our organization must provide a valuable service in order to ACQUIRE and RETAIN members? • Would it be safe to assume, then, that the “value” of your organization is a variable that “converts” men on your campus into members of your chapter? • Traffic: Finding men who could join Delta Chi • Conversion: Turning those men into members by showing the value of the organization.
Acquiring & Retaining Members
Traffic + Conversion = Profit - Ken McCarthy
Widgets at $500/unit • • • • •
0 visitors at 100% conversion rate = 100 visitors at 5% conversion rate = 100 visitors at 10% conversion rate = 500 visitors at 10% conversion rate = 500 visitors at 5% conversion rate =
0 customers ($0) 5 customers ($2,500) 10 customers ($5,000) 50 customers ($25,000) 25 customers ($12,500)
Once you acquire customers, you must then… retain them.
Traffic + Conversion = Profit - Ken McCarthy
Recruitment at North/South Campus • • • • • • • •
0 visitors at 100% conversion rate = 60 visitors at 5% conversion rate = 100 visitors at 5% conversion rate = 100 visitors at 10% conversion rate = 500 visitors at 10% conversion rate = 500 visitors at 5% conversion rate = 300 visitors at 5% conversion rate = 300 visitors at 3% conversion rate =
0 Ams 3 Ams 5 Ams 10 Ams 50 AMs 25 Ams 15 Ams 9 AMs
Once you acquire members, you must then… retain them.
Traffic + Conversion = Manpower Traffic + Conversion = Profit
Which is more important?
Traffic or Conversion?
Widgets at $500/unit
High traffic with Low Conversion
North/South Chapter Semester #1
Decent Traffic and Poor Conversion = Low Recruitment
North/South Chapter Semester #2
Decent Traffic with Increased Conversion = Better Recruitment
North/South Chapter Semester #3
Increased Traffic with Maintained Conversion Rate = Better Recruitment
Which is more important? Both are crucial to success! Why? Traffic or Conversion?
Where do you struggle?
Increase Traffic?
Increase Conversion?
Both?
Pair & Share
manpower /ˈmanˌpouər/
The number of people working or available for work or service.
Traffic + Conversion = Manpower Traffic + Conversion = Profit
Types of Members
On Average
• Engaged:
• 33%
• Not Engaged
• 49%
• Actively Disengaged
• 8%
Levels of Engagement
Types of Members
On Average / Ideal Average
• Engaged:
• 33% / 67%
• Not Engaged
• 49% / 26%
• Actively Disengaged
• 8% / 7%
Where does your chapter fall?
Retention
Engagement
How are they related?
Pair & Share
What else?
Identify those, each semester, who are not engaged or actively disengaged.
Value and Engagement
1. 2.
Distribute meeting minutes Make sure that everyone knows their opinions were expressed and made known to the group 3. Follow up on commitments made 4. Host an effective chapter retreat 5. Allow the chapter as a whole to set the pace for the semester 6. Set goals together and hold each other accountable 7. Remember “when everyone is responsible, no one is responsible” 8. Have Exec Board retreat AFTER chapter retreat 9. Membership should drive the exec board initiatives 10. Encourage alignment with mission and values of Delta Chi
10 Quick Tips: Making Everyone’s Opinion Count
1. 2. 3. 4.
5.
Have Ritual Meetings at least once a month Host a reading of Ed King’s Secret Thoughts of a Ritual Allow members to ask questions and debate the Ritual Have the chapter/colony come up with their own local mission statement to highlight the value of being a member. Brothers will continue to pay for something if they find value in it. Utilize activities traditionally reserved for Initiation Week throughout the entire year.
5 Quick Tips: Aligning with the Values of Delta Chi
Manpower A Presentation by: The Delta Chi Fraternity, Inc.
Why do men join Fraternities?
Value?
Was there value after all?
The Value of Fraternities
Garbage?
Value?
What do others on campus see?
Why do men join Delta Chi?
• Would it be safe to assume that our organization must provide a valuable service in order to ACQUIRE and RETAIN members? • Would it be safe to assume, then, that the “value” of your organization is a variable that “converts” men on your campus into members of your chapter? • Traffic: Finding men who could join Delta Chi • Conversion: Turning those men into members by showing the value of the organization.
Acquiring & Retaining Members
Traffic + Conversion = Profit - Ken McCarthy
Widgets at $500/unit • • • • •
0 visitors at 100% conversion rate = 100 visitors at 5% conversion rate = 100 visitors at 10% conversion rate = 500 visitors at 10% conversion rate = 500 visitors at 5% conversion rate =
0 customers ($0) 5 customers ($2,500) 10 customers ($5,000) 50 customers ($25,000) 25 customers ($12,500)
Once you acquire customers, you must then… retain them.
Traffic + Conversion = Profit - Ken McCarthy
Recruitment at North/South Campus • • • • • • • •
0 visitors at 100% conversion rate = 60 visitors at 5% conversion rate = 100 visitors at 5% conversion rate = 100 visitors at 10% conversion rate = 500 visitors at 10% conversion rate = 500 visitors at 5% conversion rate = 300 visitors at 5% conversion rate = 300 visitors at 3% conversion rate =
0 Ams 3 Ams 5 Ams 10 Ams 50 AMs 25 Ams 15 Ams 9 AMs
Once you acquire members, you must then… retain them.
Traffic + Conversion = Manpower Traffic + Conversion = Profit
Which is more important?
Traffic or Conversion?
Widgets at $500/unit
High traffic with Low Conversion
North/South Chapter Semester #1
Decent Traffic and Poor Conversion = Low Recruitment
North/South Chapter Semester #2
Decent Traffic with Increased Conversion = Better Recruitment
North/South Chapter Semester #3
Increased Traffic with Maintained Conversion Rate = Better Recruitment
Which is more important? Both are crucial to success! Why? Traffic or Conversion?
Where do you struggle?
Increase Traffic?
Increase Conversion?
Both?
Pair & Share
manpower /ˈmanˌpouər/
The number of people working or available for work or service.
Traffic + Conversion = Manpower Traffic + Conversion = Profit
Types of Members
On Average
• Engaged:
• 33%
• Not Engaged
• 49%
• Actively Disengaged
• 8%
Levels of Engagement
Types of Members
On Average / Ideal Average
• Engaged:
• 33% / 67%
• Not Engaged
• 49% / 26%
• Actively Disengaged
• 8% / 7%
Where does your chapter fall?
Retention
Engagement
How are they related?
Pair & Share
What else?
Identify those, each semester, who are not engaged or actively disengaged.
Value and Engagement
1. 2.
Distribute meeting minutes Make sure that everyone knows their opinions were expressed and made known to the group 3. Follow up on commitments made 4. Host an effective chapter retreat 5. Allow the chapter as a whole to set the pace for the semester 6. Set goals together and hold each other accountable 7. Remember “when everyone is responsible, no one is responsible” 8. Have Exec Board retreat AFTER chapter retreat 9. Membership should drive the exec board initiatives 10. Encourage alignment with mission and values of Delta Chi
10 Quick Tips: Making Everyone’s Opinion Count
1. 2. 3. 4.
5.
Have Ritual Meetings at least once a month Host a reading of Ed King’s Secret Thoughts of a Ritual Allow members to ask questions and debate the Ritual Have the chapter/colony come up with their own local mission statement to highlight the value of being a member. Brothers will continue to pay for something if they find value in it. Utilize activities traditionally reserved for Initiation Week throughout the entire year.
5 Quick Tips: Aligning with the Values of Delta Chi
Manpower A Presentation by: The Delta Chi Fraternity, Inc.
