Setting A Performance Standard

NCOIC, when was the last time you paid a surprise visit to one of your RRNCOs doing a Table Top Display (TTD) at a school, job fair or Career Day?  All too often, the productivity of this prospecting tool is diminished or even lost due to poor planning or the complete lack of planning by the RRNCO.  To increase the productivity of this valuable tool you might want to establish minimum guidelines for TTDs.  Suggest that the following items be a minimum:

• TTDs must have a tablecloth clearly showing that the Army National Guard sponsors the display
• There must be some type of message board focused on Guard features and benefits
• Sufficient  brochures must be available
• Business cards and Prospect Information Sheets-Have them!
• There must be “tactical” considerations for location (i.e. is the TTD located to take advantage of high traffic)
• There must be a plan for how the RRNCO is going to attract prospects to th TTD
• There must be an objective assigned for that day—(i.e. get 10 qualified leads and 2 appointments)

The effectiveness of TTDs can be enhanced by:

• Having RPIs-putting them directly in the hand of the TTD visitor
• Having candy available-soft chocolate or soft peppermint works
• Taking a camera to take pictures-Get the email address to send to
• Conducting a drawing for RPIs
• Having a Plan!

 Properly done, TTDs can be a very effective prospecting tool.  Setting the performance standard is a “leadership thing.”