5 steps to effective peer recruitment - dovia colorado · 2017-10-17 · advantages of peer...
TRANSCRIPT
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5 Steps to Effective Peer Recruitment
October 11, 2017
Leslie Franklin
Colorado Conference on Volunteerism
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Your presenter
Leslie Franklin
• 30 years: Marketing, Communications, Journalism, Publishing
• 40 years: Volunteerism
• Industries: Financial Services, Health Care, Education, Consumer Products
• Independent Consultant: Volunteer- and Member-Driven Organizations
• Metro Volunteers: Client Services Manager
• Areas of Expertise: Recruitment, Engagement, Skilled Volunteers
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Advantages of peer recruitment
Advantages:
• Implied endorsement
• Leverage existing pride
• Built-in role model
• Greater satisfaction for all
• Expand bandwidth with little effort
• Improved retention
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• Improved retention
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Definition of peer recruitment
Peer Recruitment:
The active engagement of current
stakeholders in the solicitation of
additional stakeholders
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Which stakeholders?
Target audiences:
• Board members
• Coworkers
• Suppliers and other partners
• Clients and their family members
• Your own support network
• Existing volunteers
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• Existing volunteers
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How can a volunteer become a recruiter?
Volunteers may be great workers but NOT great salespeople
But ANYONE can be a good recruiter if YOU provide:
• Awareness
• Guidance
• Tools
• Management and monitoring
• Encouragement 5 Steps to Effective Peer Recruitment ▪ 2017 Colorado Conference on Volunteerism ▪ Leslie Franklin
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The 5-Step Process 7
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The 5-step process
Step 1
Brainstorm
PROSPECT
CATEGORIES
Step 2
Determine
CONTACT
STRATEGIES
Step 3
Document
BENEFITS &
KEY MESSAGES
Step 4
Identify &
Combat
OBJECTIONS
Step 5
Develop
SOLICITATION
SCRIPTS
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Who is this information for?
You:
• Strategic guidelines
• Tactical tips
Your recruiters:
• How-to tips
• Turnkey tools
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Step 1: Brainstorm Prospect Categories 10
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Who makes a good peer prospect?
Good candidates:
• Friends
• Family members
• Coworkers
• Business/professional associates
• Members of groups
• People like you!
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• People like you!
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Why are peers good prospects?
Why solicit peers:
• Respect and influence
• Similar values
• Flattering
• Common characteristics
• Keep up with the Joneses
• Busy people get things done
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• Busy people get things done
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Step 2: Determine Contact Strategies 13
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Where will you find these prospects?
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Target Audience Location(s)
Friends Social gatherings, public places
Family members Family gatherings, home
Coworkers Work
Business/professional associates Professional meetings, office
Members of groups Group functions
People like you Anywhere YOU go!
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How will you reach these prospects?
Outreach approaches:
• Social media
• In person
• Phone
• Whatever works best for the PROSPECT
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• Whatever works best for the PROSPECT
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How does timing factor into the equation?
Do not solicit during:
• External events (holidays, life cycle events, etc.)
• Travel periods
• Busy time at work
Always consider:
• Time of day
• Day of the week
• Time of year
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Step 3: Document Benefits & Key Messages 17
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What are you selling here?
Overarching benefit:
Opportunity!
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What’s meaningful to prospects?
What’s In It For Me? (WIIFM)
• Camaraderie, social interaction with peers
• Support a common interest
• Advance a worthwhile cause
• Put skills and talents to good use
• Develop new skills
• Feel wanted and needed
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• Feel wanted and needed
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What’s the elevator pitch?
Who/what/where/how/why: 30 seconds or less
Where you can find it:
• Website
• Phone greeting
• Annual report
• Stationery
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How do you convert the pitch to sound bytes?
Key components:
• Headlines
• Bullet points
• Benefits
• Eliminate fluff
• Key statistics
• Focus on results
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• Focus on results
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Step 4: Identify & Combat Objections 22
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Why might a prospect say no?
Common objections:
• No time, too busy
• Already volunteer somewhere else
• That’s your passion, not mine
• I won’t make a difference
• Now isn’t a good time
Let’s tackle these objections one at a time.
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Turn a negative into a positive
The glass is half full:
• No time: Let’s do it together, it’ll be OUR time.
• Already volunteer: Then you know how good it feels!
• Not my passion: Let me tell you why it’s so important to ME.
• No difference: You’d be surprised how much good you can do.
• Not a good time: When can I ask again? The need will still be there.
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Step 5: Develop Solicitation Scripts 25
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The purpose of a script
Why use a script:
• Save time and energy
• Easily customizable
• Cover important points
• Consistent messaging
• Show commitment
• Maintain focus
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• Maintain focus
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Different channels require different tactics
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Target Audience Suggested Tactics
Email Quick hello/update, mostly short paragraphs
Mail Letter of any length, photo
Social Media Brief appeal, photo
In Person Elevator pitch, business card with contact info
Phone (live) Quick hello, bite-sized bits of info
Phone (message) Quick hello, “Call me!” teaser
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Key solicitation elements
Always include:
• Name of organization and volunteer position
• Mission and purpose (paraphrased)
• Relevant statistics
• Time commitment
• Favorite aspect (the more personal, the better)
• How/where to say yes
• Specific request 5 Steps to Effective Peer Recruitment ▪ 2017 Colorado Conference on Volunteerism ▪ Leslie Franklin
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• Specific request
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Script do’s and don’ts
Do:
• Draft sample scripts
• Color-code any customizable text
• Include instructions for customization
• Send electronic files to copy/paste
Don’t:
• Be too flexible
• Forget to say thanks 5 Steps to Effective Peer Recruitment ▪ 2017 Colorado Conference on Volunteerism ▪ Leslie Franklin
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Step 6: Assemble Recruiters & Implement 30
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There’s a Step 6?
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Assemble your team
Schedule a pep rally
• Get everyone on the same page
• Outline goals
• Set deadlines
• Display resources
• Practice through role play
• Share enthusiasm
• Provide encouragement 5 Steps to Effective Peer Recruitment ▪ 2017 Colorado Conference on Volunteerism ▪ Leslie Franklin
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• Provide encouragement
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Provide lots of information
Menu options:
• Website link
• Brochure or flyer
• Annual report
• Client testimonial
• Prospect lists (if applicable) or suggestions
• Actual scripts
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Provide how-to tips
Sample pointers:
• Contact people you know well
• Call when it’s convenient
• Make pitches in person whenever possible
• Ask for immediate help, not a long-term commitment
• Share your own experience
• Include follow-up instructions
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Pulling it all together
Success is driven by convenience and diligence
• Make it easy: Do all the heavy lifting
• Make it turnkey: Offer step-by-step instructions and hands-on tools
• Send reminders
• Send more reminders
• Remind your recruiters to send reminders
• Repetition = importance, understanding, and intent
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• Repetition = importance, understanding, and intent
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15 How-tos
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2 Introduction, goals
3 Who to approach
4 What to do
5 How to do it
6 Important message
7 Page turner
8 Closing the “sale”
1 Logo
1
5
4
3 7
8
6 2
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15 How-tos
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10 How-to reminder
11 Key benefits
12 Sample script
13 Customizable content
14 Overcoming objections
15 How to get help
9 Permission
9
11
14
10
12
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Ways to apply & adapt this material
How to customize:
• Use what you know works
• Ask existing volunteers what “hooked” them
• Emphasize current needs
• Test multiple approaches
• Solicit feedback, revise as necessary
• Gauge effectiveness during orientation
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Your role as cheerleader
Go team!
• It’s a team effort
• Keep efforts in sync
• Remove road blocks
• Recognize effort as well as progress
• Share success stories
• Say thank you
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Thank you!
Leslie Franklin
Metro Volunteers
303-282-1234 or [email protected]
Snowgumbo Services
303-725-1363 or [email protected]
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