Using Recruiting Techniques & Public Relations for Result
s
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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?
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What am I Looking For? Whats a Prospect?? Are there any of them
out there?
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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!
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Prospecting Where should I look?
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Prospecting by Walking Around ?
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Recruiting Cycle Targeting (Audience, Message) Awareness (Whats
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
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Knowing where to dig Demographics (who, how many, where?)
Different approaches for active employees and retirees AFEs at
agencies Retirees at retirement communities, senior centers,
community events, etc. Friends and neighbors
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Knowing where to dig (2) Sources for demographic data Finding
the Agencies Agency contacts
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Knowing what you are looking at AFEsRetirees Grouped at
agencies Dispersed in community Mostly FERS (since 83)Mostly CSRS
Family & Career IssuesSenior Issues Keeping JobsKeeping
Benefits No Legislative Contact Legislative contact Growing
incomeFixed income Not available for chapter Available?
meetings
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Recruiting Inducements Pressure on job Political process
coverage and uncertainty Empowerment Pressure on benefits
Approaching retirement Im always going to be a retired federal
employee (Your suggestions)
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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
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Working with Government Agencies How to find the proper
contacts. What and how to ask for. What can we provide in
return?
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Prospecting Tools and Supplies
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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 events Include shipping and preparation time Building and
displaying your packets/materials
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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 NARFEs Legislative Accomplishments
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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)
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Event Kits Localize and Personalize Localize Perhaps a letter
from chapter President(s) with contact telephone number and e-mail
address Put 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.
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Tools: Matching Funds Chapter WSFC NARFE Purposes and
Restrictions To reach outside of NARFE membership Examples:
Advertising, booth space, food for prospects Same policies at
Federation and NARFE PR Program. Talk to PR in advance. Processing
requests and payment.
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Tools: Speaking Honorarium 1 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.
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Marketing and Communications Marketing Communications Strategic
Communications Plan
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Prospecting When do I go after it?
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Set your Goals A San Francisco example: Familiarize workers
with NARFE Sit with those interested and help with applications Get
new recruits to recruit others
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Finding a Rich Vein Pre-Retirement Seminars (ours or others)
Health Fairs Tabling at agencies locations and events Agency
conventions or related organization meetings Working through State
chapters of affiliated organizations
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Pre-Retirement Seminar Sponsored by NARFE or other
organizations Excellent time to tell NARFE story and generate some
prospectsand memberships Preparation Structured Presentation
Packets Capturing contact information Presentation Items Follow-up
Speakers Program Honorarium
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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.
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Tabling at Agencies Permission. Physical arrangements
Objective: Informative, hand out info Less time constraints
Displays Packet preparation. Talking Points Thanks
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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
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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)
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Prospecting How do I get it out?
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Sharing the Load Building 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
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Prospecting What do I do once I have it?
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Eureka! You found a Prospect! Are you done ?
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Prospects Whats a Prospect? How many do we get? What do we do
with them? Who should be doing what?
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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?
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Working with prospect cards and lists How 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?
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Makingand keeping Contact How 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 Pens
Push the www.narfe.org web site.
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Makingand keeping Contact (2) Multiple contacts needed Get
e-mail address. Follow up. Mailings. NARFE Chapter Designate who
makes the contact
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When are you done? Never? Best advertisingget out there. Got em
all? Not quite.
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Handover to Membership Chair How does Recruiting fit into
Membership? Key step in process but job is just beginning. Work
prospecting and recruiting as part of an overall plan.
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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.
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Using recruits to bring in others. Ask new members for leads
Ask current active members to help recruit among their
co-workers
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Ready to Prospect You 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!
