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How to Ask for Money:A Training Course
For People Who Hate To Ask Other People for Money
CWA-COPE
In for a dime, in for a dollarIn for a dime, in for a dollar
MONEY IS THE ROOT OF ALL EVILMONEY IS THE ROOT OF ALL EVIL
Money makes the world go roundMoney makes the world go round
A fool and his money are soon partedA fool and his money are soon parted
Money doesn’t grow on treesMoney doesn’t grow on trees
I want money, that’s what I wantI want money, that’s what I want
Money is the mothers milk of politicsMoney is the mothers milk of politics
AGENDA – Asking for COPE
1. What to say
2. How to ask
3. When to ask
4. Who should ask
5. Successful practices – What’s Working at CWA
Fundraising Myths
Only the rich give
Fundraising Myths
Only the rich give
Good fundraising is good schmoozing
Fundraising Myths
Good fundraising is good schmoozing
Good fundraising is good arm-twisting
Fundraising Myths
Good fundraising is good arm-twisting
All we need is a story on the network evening news
Fundraising Myths
All we need is a story on the network evening news
All we need isBarbara Streisand
(or Charleton Heston)
Fundraising Myths
All we need is Barbara Streisand (or
Charleton Heston)
Once someone has given, it's rude to ask for more
Fundraising Myths
Once someone has given, it's rude to ask for more
People will give if the cause is worthy enough
Fundraising Myths
People will give if the cause is worthy enough
People are motivated by charity and altruism
Member Self-Interest “What’s in it for me?”
Answer the Big Question:
WHATTO SAY
MESSAGE
Use local issues Talk about issues; NOT about politicians Non-partisan: COPE is about our members, not about
political parties Union-based issues only, not general social issues Politics of the fight, not personality of the candidates Focus on what our members are “buying” with COPE
money
Asking for Money
How does it feel to ask for money?
BadGuiltyImpolite BeggingFear of rejectionPowerless
Asking for Money
How does it feel to give money?
GoodDoing your partPart of a larger wholePowerfulLeadership ResponsibilityProud
Asking for Money:How do you Compare?
How does it feel to ask for money?
How does it feel to give money?
Notice the disconnection between these two!
BadGuiltyImpolite BeggingFear of rejectionPowerless
GoodDoing your partPart of a larger wholePowerfulWealthyProud
HOWTO ASK
Asking for COPE
Start Where They Are - Their Benefit/InterestBegin with the member’s own set of interests, attitudes, and values. Ask questions!
Program, not Need Talk about what you are doing, not about the fact that you need money.
Keep it Short Be concise and get to the point.
Speak from your heart Use your own passion to set the tone and guide the language.
Asking for COPE
Ask for a specific amountYour ask must include an actual dollar amount. Minimum of $1 a week. If they already give, “can’t you do a dollar more?”
Ask a question and get an answer"Close" the sale by handing them a payroll checkoff card and ask them to sign. Or hand them the incentive sheet and ask which gift they would prefer. Wait until you get a clear answer.
Stop
No ApologizingRemember that you are giving them an opportunity to do something wonderful!
The “Value” of COPE:What are our Members buying?
What does a member “buy” when he or she gives money to COPE?
A voice in passing legislationA more powerful unionPeople fighting for their rights in WashingtonMore job security/better pay
The “Value” of COPE:What are our Members buying?
What does CWA “buy” with the COPE money we raise?
Political PowerA seat at the tableFriends in Congress and State legislaturesProtection of union rights
The “Value” of COPE:What are our Members buying?
What does a member “buy” when he or she gives money to COPE?
What does CWA “buy” with the COPE money we raise?
CWA COPE is an incredible bargain!
A voice in passing legislationA more powerful unionPeople fighting for their rights in WashingtonMore job security/better pay
Political PowerA seat at the tableFriends in Congress and
State legislaturesProtection of union rights
COPE Messages
To Remember
Messages to Remember:
“It doesn't matter whetheryou're a Republican or Democrat,if CWA members -- or any other
working people want to getanything -- we'd better stick
together.”
(90 percent of CWA members –covering all political stripes – agree!)
Messages to Remember:
“The Republicans and their bigcorporate allies always work together --
so if regular working people like uswant to get anything decent for
ourselves or our families then it isimportant that we stick together -- andthat means sticking together as CWAmembers and sticking together with
other unions as well.”
(81 percent of CWA members agree!)
Messages to Remember:
“Whatever we think about GeorgeBush as a person, the fact of the
matter is that he primarilyrepresents the interests of the big
corporations and the verywealthy -- and not regular
working families.”
(74 percent of CWA members agree!)
Messages for COPE Contributions
“In the elections of 2002, a small handful ofthe wealthiest people in America contributed
over 40 percent of ALL the campaign giving inthe country. These included many corporate
executives in the industries where CWAmembers work, who used their giving to gainaccess and influence with important decision-
makers who directly affect our collectivebargaining agreements. It’s vitally important toall of us that we counter this one-sided industryaccess, and the only way to do that is for CWAmembers to join together and support COPE”
Power Rating = +87
Messages for COPE Contributions
“Because of the nature of our work, CWAmembers are importantly dependent on the
decisions of politicians, regulators and othergovernment decision-makers. If we don’t playan active political role, we will not only haveunfriendly politicians and regulators in office,
but our very jobs, benefits and standard ofliving for our families will be undermined.
Contributing to COPE is a critical investmentin the future of all our families”
Power Rating = +83
Messages for COPE Contributions
“As we’ve seen so often in the past, just abouteverything related to our contract and
collective agreements is one way or anotherconnected to politics – so contributing to COPE
is about the most important thing any CWAmember can do”
Power Rating = +72
Messages for COPE Contributions
“Whether it’s health care, or protecting ourjobs or benefits, just about everything
important to our well-being and the well-beingof our families is connected to politics – socontributing to CWA COPE is an important
investment for all of us”
Power Rating = +72
WHENTO ASK
WHEN TO ASK
Consider a CWA COPE drive during a specific time period 3-6 weeks is recommended
Target New MembersEmphasize CWA COPE during new hire orientation
Consider a COPE drive before or after bargaining
Capitalize on members’ sense of direct benefit from union activity
Combine with voter registration drives
WHEN TO ASK
Tie COPE activity to a conference or meeting
Use gatherings of union members to run a concentrated COPE outreach effort
Union social activity, picnics, etc.
On-going part of the Culture
Consider COPE fundraising as an integral part of what it means to be an active union member
WHOSHOULD ASK
Who Should Ask CWA COPE Fund Raising is Top-Down
Leaders must give first. Local union officers, executive board members, chief stewards and stewards should be the first and most visible in supporting COPE. Leadership participation is the single most important factor in the success of the program.
Consider Paid Volunteers Recruit from membership and/or other employees with paid time off toraise money for COPE.
Don’t do it alone - find a network to help Don’t rely on just one person. The key to success is a network of people participating in the outreach efforts. Form a COPE committee if you don’t have one. Enlist stewards.
Recruiter Qualities Believes in COPE
Understands in his/her hear the power and importance of COPE
High EnergyEnthusiastic and engaging; not shy; not afraid of getting a no
Knowledgeable about the IssuesAble to explain why this is important at both the local and national levels; can say clearly what members are “buying”
Knowledgeable about COPE and where the money goesCan answer questions about why COPE money does not “just support Democrats”
Is a giver themselvesHelps to increase their credibility with other members
Successful Practices: Robin Young, Local 2001, W. Va.
She received paid time off.
Set up table at work sites. Personally very committed to COPE and convinced in her heart that
COPE was important for members Made COPE into a good value: “That Coke in your hand costs more than I’m asking you to
contribute for the whole week.” Focused on local issues
“We get unemployment insurance when we go on strike because we have the right people in office in our state capitol.”
Signed up 200 members at $1.00/week in 5 days
“We are still seeing the success of talking to the members one on one…… Overall they (COPE recruiters) get 90% of the people that they ask.”
Karla D’Amato, Local 7019 AZ, Feb. 4, 2004
139% Increase in Givers
Oct. 2003 = $2,643 4.5% $1+
Oct. 2004 = $4,807 16.4% $1+
Successful Practices What to Say:
• Focus on local issues
• Avoid partisan politics/divisive social issues
• Use Tested Messages
How to Ask: • Be proud of the value of what
COPE “buys” for our members
• Relate COPE benefits to the local situation
• Short, Concise
When to ask:Consider timing, such as a COPE drive
•New Member Orientation
•Year-round activity
Who should ask: •Leadership/officers/stewards
•Consider paid time off
•Build a network of stewards/COPE committee
•Quality Recruiters
Successful Practices
Use competition
Use Reimbursement Program
Use available materials from National• Brochures
• Materials
• Incentives
Upgrade current givers
Local Union Getting Started Checklist-I
President, Officers, E-Board Contribute
All Stewards Contribute—suggest a dollar amount. Example: Stewards--$2 per pay/Chief Stewards--$5per pay
Form a local Legislative/Political or COPE Committee. Use the committee to build a network of stewards or activists interested in COPE work.
Do the Workshop: How to Raise Money
Obtain COPE Materials: See the CWA website to order
Local Union Getting Started Checklist-II
Develop a Plan. Examples: Use Paid VolunteersNew Hire OrientationCard Table at Work Sites
Parking Lot Cook-Outs Use the Incentives Social Events
Develop a Message:“What’s In It For Me?” Tie local issues into COPE. Examples: “We’re in bargaining with Verizon. We need all of the political power we can get..” “The PUC affects our jobs and the politicians appoint the PUC.”
Kick-off Activity. Think about timing.
How Can We Respond?
“Politics is a waste of time.”
“Why should I give my hard-earned dollars to a bunch of rich politicians?”
“I don’.”
“It doesn’t really matter what we do. It’s all going to come out the same in the end anyway.”
“CWA just gives to Democrats. I’m not a Democrat.”
SCENARIO: COPE vs. Dues
You have arrived on-the-ground at a local you have not visited before. The local has just come through a tough negotiation fight. And, though they didn’t get everything they asked for, they did get a small hourly wage increase. It is your job to get people signed up for COPE. You have given your best COPE pitch and a hand goes up from the back of the room. The member asks: “We already pay dues and now you want us to pay more? Why?”
What do you say? How can you respond?
SCENARIO: Leadership
Your local President wants your help to increase the amount of COPE money she raises annually. She says she will give you anything you need to get it done. She promises to ask her top officers for help and asks you what it is you want them to do.
What do you ask for? What do you want the President to do? How would you use the top
officers’ time?
CWA COPE Challenge
We’re good, but we must go the next level—GREATNESS.
Keep pressure on our elected officials. “How are you going to help us grow?”
Ask elected officials to organize/walk picket lines/support collective bargaining goals.
Communicate with members on regular basis. Down-load materials from CWA toolkit
Build e-mail program.
Go to www.cwa-cope.org
Making COPE A Year-Round ActivityEvery time there is a membership meeting you ask members to sign up for COPE. You ask all stewards to sign up for COPE. When we do two day stewards training we ask them to sign up for COPE. When we do new Officers training we ask them to sign up for COPE.
When we have our District meetings we ask them to sign up for COPE. When we hold our week long leadership schools we ask them to sign up for COPE. When we have District or National COE or Women's conferences we ask them to sign up for COPE.
When we have Health and Safety conferences we ask them to sign up for COPE. When we have Marketing and Operator conferences we ask them to sign up for COPE.Every time we talk to a member about their contract, problems grievances, etc, we ask them if they contribute to COPE. If this isn't happening it should.
Andy MilburnVice President CWA District 6
