How to Ask for Money: A Training Course For People Who Hate To Ask Other People for Money

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How to Ask for MoneyA Training Course For
People Who Hate To Ask Other People for Money
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MONEY IS THE ROOT OF ALL EVIL
In for a dime, in for a dollar
Money makes the world go round
A fool and his money are soon parted
Money doesnt grow on trees
I want money, thats what I want
Money is the mothers milk of politics
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AGENDA Asking for COPE

• 1. What to say
• 2. How to ask
• 3. When to ask
• 4. Who should ask
• 5. Successful practices Whats Working at CWA

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Fundraising Myths
Only the rich give
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Fundraising Myths
Only the rich give
Good fundraising is good schmoozing
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Fundraising Myths
Good fundraising is good schmoozing
Good fundraising is good arm-twisting
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Fundraising Myths
Good fundraising is good arm-twisting
All we need is a story on the network evening news
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Fundraising Myths
All we need is a story on the network evening news
All we need isBarbara Streisand (or Charleton
Heston)
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Fundraising Myths
All we need is Barbara Streisand (or Charleton
Heston)
Once someone has given, it's rude to ask for
more
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Fundraising Myths
Once someone has given, it's rude to ask for
more
People will give if the cause is worthy enough
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Fundraising Myths
People will give if the cause is worthy enough
People are motivated by charity and altruism
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Member Self-Interest Whats in it for me?
Answer the Big Question
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WHATTO SAY
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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

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Asking for Money

• How does it feel to ask for money?

Bad Guilty Impolite Begging Fear of
rejection Powerless
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Asking for Money

• How does it feel to give money?

Good Doing your part Part of a larger
whole Powerful Leadership Responsibility Proud
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Asking for MoneyHow do you Compare?

• How does it feel to give money?

• How does it feel to ask for money?

Bad Guilty Impolite Begging Fear of
rejection Powerless
Good Doing your part Part of a larger
whole Powerful Wealthy Proud
Notice the disconnection between these two!
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HOWTO ASK
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Asking for COPE

• Start Where They Are - Their Benefit/Interest
• Begin with the members 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.

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Asking for COPE

• Ask for a specific amount
• Your ask must include an actual dollar amount.
  Minimum of 1 a week. If they already give,
  cant 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 Apologizing
• Remember that you are giving them an opportunity
  to do something wonderful!

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The Value of COPEWhat are our Members buying?

• What does a member buy when he or she gives
  money to COPE?

A voice in passing legislation A more powerful
union People fighting for their rights in
Washington More job security/better pay
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The Value of COPEWhat are our Members buying?

• What does CWA buy with the COPE money we raise?

Political Power A seat at the table Friends in
Congress and State legislatures Protection of
union rights
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The Value of COPEWhat 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?

A voice in passing legislation A more powerful
union People fighting for their rights in
Washington More job security/better pay
Political Power A seat at the table Friends in
Congress and State legislatures Protection of
union rights
CWA COPE is an incredible bargain!
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COPE Messages To Remember
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WHENTO ASK
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WHEN TO ASK

• Consider a CWA COPE drive during a specific time
  period
• 3-6 weeks is recommended
• Target New Members
• Emphasize 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

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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

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WHOSHOULD ASK
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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 to
• raise money for COPE.
• Dont do it alone - find a network to help
• Dont 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 dont have one. Enlist stewards.

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Recruiter Qualities

• Believes in COPE
• Understands in his/her hear the power and
  importance of COPE
• High Energy
• Enthusiastic and engaging not shy not afraid
  of getting a no
• Knowledgeable about the Issues
• Able 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 goes
• Can answer questions about why COPE money does
  not just support Democrats
• Is a giver themselves
• Helps to increase their credibility with other
  members

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Successful Practices Robin Young, Local 2001,
W. Va.
Signed up 200 members at 1.00/week in 5 days

• 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 Im
  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.

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139 Increase in Givers
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 DAmato, Local 7019 AZ, Feb. 4, 2004
Oct. 2003 2,643 4.5 1 Oct. 2004 4,807
16.4 1
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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

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Successful Practices

• Use competition
• Use Reimbursement Program
• Use available materials from National
• Brochures
• Materials
• Incentives
• Upgrade current givers

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Local Union Getting Started Checklist-I

• President, Officers, E-Board Contribute
• All Stewards Contributesuggest 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

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Local Union Getting Started Checklist-II

• Develop a Plan. Examples
• Use Paid Volunteers
• New Hire Orientation
• Card Table at Work Sites
• Parking Lot Cook-Outs
• Use the Incentives
• Social Events
• Develop a MessageWhats In It For Me? Tie
  local issues into COPE. Examples Were 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.

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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 doesnt really matter what we do. Its all
  going to come out the same in the end anyway.
• CWA just gives to Democrats. Im not a Democrat.

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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 didnt 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?
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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?
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CWA COPE Challenge

• Were good, but we must go the next
  levelGREATNESS.
• 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

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Making COPE A Year-Round Activity
Every 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 Milburn Vice
President CWA District 6