Using Recruiting Techniques

& Public Relations for Results

Prospecting What am I looking for? Where should I look? What tools and supplies do I need? When do I go after it? How do I get it out? What do I do once I have

it?

What am I Looking For?

What’s a Prospect??

Are there any of them out there?

What do You Do to Recruit? One in a Hundred Members recruit anyone. How about 100 in a Hundred? You can help, but:

What would I say? How would I sign them up? Where would I get an application form and materials? Can I call someone in the chapter? Other questions….

Make it easy for all members to locate and bring in prospects!

Prospecting

Where should I look?

Prospecting by Walking Around ?

Recruiting Cycle Targeting (Audience, Message) Awareness (What’s NARFE) Information (Expand their knowledge,

meet their needs) Contact (get contact info from prospect , give

Prospect means of contact, follow-up by recruiter. Answer Questions “Rinse and Repeat” Application Welcome (letter, card, brochure, call, mentor) Involve

Knowing where to dig Demographics (who, how many, where?) Different approaches for active employees

and retirees AFE’s at agencies Retirees at retirement communities, senior

centers, community events, etc. Friends and neighbors

Knowing where to dig (2)Sources for demographic data

Finding the Agencies

Agency contacts

Knowing what you are looking at AFEs Retirees

Grouped at agencies Dispersed in community

Mostly FERS (since ‘83) Mostly CSRSFamily & Career Issues Senior Issues Keeping Jobs Keeping Benefits No Legislative Contact Legislative contact Growing income Fixed income Not available for chapter Available? meetings

Recruiting Inducements Pressure on job Political process coverage and uncertainty EmpowermentPressure on benefitsApproaching retirement I’m always going to be a retired federal employee(Your suggestions)

How Does PR fit into this? Awareness

Accessing key media Developing presentation materials

Guidance Supporting materials and presentation information

Coordination Matching Funds Displays and Tips Promotional Items

Working with Government Agencies

How to find the proper contacts.

What and how to ask for.

What can we provide in return?

Prospecting

Tools and Supplies

Tools: Managing Forms and Recruiting Materials

Make sure your publications are current Ordering online quickest and easiest

Who in your chapter orders materials? Who culls materials?

Ordering for special eventsInclude shipping and preparation time

Building and displaying your packets/materials

Ordering materials – Event Kits or Elements

Call 1-800-627-3394 – Explain event Ask for Event Kits, which contain:

Envelope, Current Magazine, Letter from NARFE President H-140A – New membership Application F-117 – NARFE’s Legislative

Accomplishments

Ordering additional materials – Event Kits Can use the online F-18 form to order these:

F-123 Pop Quiz (01/09)F-122 Look at What Has NARFE Done for You

Lately? (03/10) F-126 10 Worst Mistakes Fed Employees can

make (11/09) F-127 10 Worst Mistakes Fed Retirees can make

(1/08) L-1 Understanding the Social Security Offsets:

GPO-WEP (11/08) F-106 Premium Conversion Brochure (04/09) M-2 Prospect Info Card Maybe Dues Withholding Brochures (Retirees)

Event Kits“Localize and Personalize”

LocalizePerhaps a letter from chapter President(s) with

contact telephone number and e-mail addressPut label “This magazine compliments of….” on

each magazine. Personalize

Put recruiter number and/or chapter number in recruiter block of F-140A Application Form

If you have NARFE business card, can use that.

Tools: Matching Funds Chapter – WSFC – NARFE Purposes and Restrictions

To reach outside of NARFE membershipExamples:

Advertising, booth space, food for prospects Same policies at Federation and NARFE PR Program. Talk to PR in advance. Processing requests and payment.

Tools: Speaking Honorarium1 speaker at a function addressing AFEs/Retirees $40 plus mileage Give presentation & hand out materials Evaluation Form Expense Voucher Send through WSFC President to NARFE Recruiting NARFE will send check directly to the speaker.

Prospecting

When do I go after it?

Set your GoalsA San Francisco example: “Familiarize workers with NARFE”

“ Sit with those interested and help with applications”

“Get new recruits to recruit others”

Finding a Rich Vein

Pre-Retirement Seminars (ours or others) Health FairsTabling at agencies – locations and events Agency conventions or related organization meetings Working through State chapters of affiliated

organizations

Pre-Retirement Seminar Sponsored by NARFE or other organizations Excellent time to tell NARFE story and generate some

prospects…and memberships Preparation Structured Presentation Packets Capturing contact information Presentation Items Follow-up Speakers Program Honorarium

Health Fairs Work with Agency Contact Plan, order and assemble materials Arrange or build displays Presentation items Primary objective – Build familiarity & understanding Brief window to speak to individuals – Be ready Lots going through – mixed bag Packets – assemble or build Collecting names Thank agency contact.

Tabling at Agencies Permission. Physical arrangements Objective: Informative, hand out info Less time constraints Displays Packet preparation. Talking Points Thanks

Prospecting at conventions or related organization meetings

Objective: Reach a different audience and venue. Preliminary arrangements. Can you speak as well as table? Talking Points and presentation Attendee information Packets Display

Working other locations/events

Professional government interest groups, unions, etc.

Lunchtime at agencies Community events. Handout materials Give a presentation (Speakers Honorarium) Provide Meals and Snacks (Matching Funds)

Prospecting

How do I get it out?

Sharing the LoadBuilding a recruiting team

How many actually recruit? Invite members to team Train Designate recruiters to work specific agencies Build schedule of recruiting activities Start simple, work up Handling of materials

Prospecting

What do I do once I have it?

Eureka! You found a Prospect!

Are you done?

Prospects What’s a Prospect?

How many do we get?

What do we do with them?

Who should be doing what?

What is a Prospect?The end result of all those informational activities –

but they are not yet members. Locally generated. What do you do once you have

the names? Nationally generated.

What does it take to get on the list (M-112)?What, if anything, does NARFE do (send materials,

etc) for those individuals when they are put on the list?

What should you do once you get the new prospect name on the list?

Working with prospect cards and listsHow does NARFE get prospect names onto the M-112?What does NARFE do for the prospects? Do they mail them

other materials?What does NARFE expect the chapter or federation do with

the prospect names?Does NARFE or the Federation provide any follow-up tools

for working with prospects? Are there any incentives to the chapter for working with

prospects?Is there any training material available on how to effectively

work the prospect list?

Making…and keeping… ContactHow do they find you, or NARFE? Have contact information on your materials

Recruiter member number on all application forms

Stickers with the chapter or your contact information on NARFE magazines or other handouts

Use the NARFE PensPush the www.narfe.org web site.

Making…and keeping… Contact (2)Multiple contacts neededGet e-mail address. Follow up. Mailings.

NARFE Chapter

Designate who makes the contact

When are you done?

Never? Best advertising…get out there.

Got ‘em all? Not quite.

Handover to Membership ChairHow does Recruiting fit into Membership?

Key step in process but job is just beginning.

Work prospecting and recruiting as part of an overall plan.

Sharing Prospect Information Egads! You have names from other chapters! Build NARFE overall Pass names on to other chapters &

Federations, plus NARFE. Recruiting credit? You still get it. Multiple chapters, multiple mentions.

Using recruits to bring in others.

Ask new members for leads Ask current active members to help recruit

among their co-workers

Ready to ProspectYou now know:What you are looking for Where you might find it What tools you need and have How you dig for it What you do when you have found it Who you take it to.

Happy Prospecting!