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How to Recruit and Retain Volunteers: Harnessing the Power of Getting Things Done Through Others

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Member of the Board of Director. Finger Lakes Chapter. NCMA Leadership Summit 2005 ... Finger Lakes Chapter. Rose.gazarek_at_kodak.com. 4. How to Recruit and ... – PowerPoint PPT presentation

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Title: How to Recruit and Retain Volunteers: Harnessing the Power of Getting Things Done Through Others


1
How to Recruit and Retain Volunteers Harnessing
the Power of Getting Things Done Through Others
  • Rose Gazarek, CPCM, Fellow
  • Member of the Board of Director
  • Finger Lakes Chapter
  • NCMA Leadership Summit 2005
  • Charleston, South Carolina
  • June 17-18, 2005

2
Agenda
  • Introduction
  • Understanding the Science of Persuasion
  • The Six Basic Behaviors
  • Summary Getting things done through volunteers
  • Retention and Motivators (exercise)
  • Summary

3
Brief Resume Rose Gazarek
  • Born raised in AZ, now in Upstate NY
  • BA in Business, Exec Education UCLA
  • Director, Contract Negotiations _at_Kodak
  • NCMA member 15 years
  • Arthur Muller Award recipient 2002
  • Elected to NCMA Board
  • Elected to other non for profit boards
  • Finger Lakes Chapter
  • Rose.gazarek_at_kodak.com

4
  • The chapter leaders greatest challenge
  • Getting things done through others

5
  • Few have the gift of persuasion.
  • Because Im the Boss is ineffective.
  • Psychological research points to six basic laws
    of getting things done through others.

6
Six Basic Behaviors
  • Liking
  • Reciprocity
  • Social Proof
  • Consistency
  • Authority
  • Scarcity

7
Liking People like those who like them.
  • 1990 study in Journal of Consumer Research
  • The Tupperware Party guests buy to please their
    hostess. To influence people, win friends.

8
Liking People like those who like them.
  • 1968 Article in Journal of Personality
  • Participants stood physically closer to each
    other after learning they shared political/social
    values.

9
Liking People like those who like them.
  • 1963 Article in American Behavioral Scientists
  • Insurance prospects were more willing to purchase
    a policy from salesperson who was similar to the
    prospects.

10
Liking People like those who like them.
  • Summary Find similarities!
  • Application
  • Youre a CPA too? We need a treasurer!
  • You also like numbers? Can you audit our
    books?
  • You like taking pictures too? We need a
    photographer for our event!

11
Liking
  • In the Journal of Experimental Social
    Psychology a study found that men felt greatest
    regard for another who flattered even if the
    comments were untrue!

12
Liking
  • Interpersonal Attraction by E. Berscheid
    presents data showing positive remarks about
    anothers traits, attitude, or performance
    generates liking in return.

13
Liking
  • Summary Offer genuine praise!
  • Application Find something positive about
    another and express it.
  • Your attention to detail and organization will
    be a great asset when we pull together our
    Graalman package.
  • You are a good listener and would make an
    outstanding secretary.
  • My Dad heard you give a speech on this topic and
    raved about it and I was hoping youd accept our
    invitation to present similar material at our
    next event.

14
Reciprocity People repay.
  • Disabled American Veterans fund raising
    letter includes a gift. Fund raising doubled
    from 18 to 35.
  • Summary Give what you want to receive.
  • Application Im happy to chair this years
    NESI know I can count on you when I need help
    someday. How many people from your team will you
    send?

15
Social Proof Others follow their own
  • 1982 Journal of Applied Psychology experiment
    in Columbia, SC reported a group went door to
    door asking for money for charity and showing a
    listing of people in their neighborhood who had
    already donated. The longer the list, the more
    likely people donated.

16
Social Proof
  • 1960 experiment in Journal of Personality and
    Social Psychology described NYC residents asked
    to return lost wallet to owner. More likely to
    return when another NYCr had attempted to do so
    and less likely to return when told a foreigner
    tried to do so.

17
Social Proof
  • Others follow their own.
  • Summary Use peer pressure!

18
Social Proof
  • Application
  • I and others studied for the exam and well show
    you how to pass it.
  • Im forming of team to study an important issue
    that will include Chuck, Karen, and Lenn and
    would like you to join the team.
  • Lockheed, Boeing, GD, and Raytheon contracting
    leaders will participate and your input will be
    valuable please join us.

19
Consistency People align with public
commitments.
  • 1982 research in Personality and Social
    Psychology Bulletin revealed contributions nearly
    doubled to the handicapped in certain
    neighborhoods. Key factor was two weeks before
    asking for contributions, he got residents to
    sign a petition supporting the handicapped
    thereby making a public commitment to cause.

20
Consistency People align with public
commitments.
  • Caution If a commitment is forced, coerced,
    or imposed from the outside, its an unwelcome
    burden. Psychological Reaction presents data
    that youd vote the opposite way just to express
    resentment.

21
Consistency People align with public
commitments.
  • Summary Get others to make commitments
    active, public, and voluntary!

22
Consistency People align with public
commitments.
  • Application
  • Next months article will be authored by Laura.
  • Mark, may I publicize your event?
  • William, tally up your Fellow points and let me
    know if youre short in any area.

23
Authority Believe an expert
  • 1987 American Political Science Review found
    when an experts views were aired, public opinion
    shifted. Four out of five dentists recommend .
    . .

24
Authority Believe an expert
  • A hospital study of physical therapy staffers
    showed patients were not following their exercise
    regimen. Frustrated by this, a survey of
    patients was performed and found patients knew
    little about the credentials of the therapists.
    The fix was to display credendials in therapists
    offices. Exercise compliance jumped 34!

25
Authority Believe an expert
  • Others cant always come to your office to see
    your credentials. Use time at get-togethers to
    weave. Network!

26
Authority Believe an expert
  • Summary Expose and express your expertise.
    Dont assume its self-evident.
  • Application
  • Pins (membership/Fellow/certification)
  • Use time at networking breaks effectively.

27
Scarcity Less can be good.
  • Exclusive information is more persuasive than
    widely available data. A student wrote about
    beef buyers purchasing habits. He observed that
    they more than doubled their orders when told
    weather would force scarcity. But, orders
    increased 600 when informed no one had the info
    yet!

28
Scarcity Less can be good.
  • Exclusivity is good. Beware, however, of
    insider information.
  • Summary Highlight unique benefits and
    exclusive information.

29
Scarcity Less can be good.
  • Application
  • The featured speaker is exclusive to our
    chapter!
  • This seminar wont be repeated
  • I have one more opening on my committee and need
    your commitment before the next chapter meeting.

30
Summary Getting things done through volunteers
will be fun!
  • The six behaviors will help you recruit and
    retain volunteers. These behaviors have been
    shaped by cultural evolution over many years.

31
Summary Getting things done through volunteers
will be fun!
  • While networking and sharing munchies, let
    others know about your skills and expertise at
    the same time learning about the others likes,
    dislikes, identifying similarities and giving
    sincere compliments. Let your expertise surface,
    and you increase your power of persuasion.

32
Summary Getting things done through volunteers
will be fun!
  • Legitimate expertise, genuine obligations,
    authentic similarities, real social validation,
    exclusive news and freely made commitments can
    produce choices likely to be of mutual benefit.

33
Retention and Motivation
  • Understanding what motivates others will
    increase contributions.
  • Lets illustrate with an exercise!

34
Retention and Motivation
  • Exercise

35
Retention and Motivation
  • Summary Leading your chapter to success will
    be enjoyable if you understand the six behaviors
    in recruiting volunteers and apply the three
    motivators to retain them!

36
Enjoy the ride!
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