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

2. How to Ask for Money:A Training Course For People Who Hate To Ask Other People for Money CWA-COPE

3. 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 doesn’t grow on trees I want money, that’s what I want Money is the mothers milk of politics

6. 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

7. Fundraising Myths Only the rich give

8. Fundraising Myths Only the rich give Good fundraising is good schmoozing

9. Fundraising Myths Good fundraising is good schmoozing Good fundraising is good arm-twisting

10. Fundraising Myths Good fundraising is good arm-twisting All we need is a story on the network evening news

11. Fundraising Myths All we need is a story on the network evening news All we need isBarbara Streisand (or Charleton Heston)

12. Fundraising Myths All we need is Barbara Streisand (or Charleton Heston) Once someone has given, it's rude to ask for more

13. Fundraising Myths Once someone has given, it's rude to ask for more People will give if the cause is worthy enough

14. Fundraising Myths People will give if the cause is worthy enough People are motivated by charity and altruism

15. Member Self-Interest “What’s in it for me?” Answer the Big Question:

16. WHATTO SAY

17. 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

18. How does it feel to ask for money? Asking for Money Bad Guilty Impolite Begging Fear of rejection Powerless

19. How does it feel to give money? Asking for Money Good Doing your part Part of a larger whole Powerful Leadership Responsibility Proud

20. How does it feel to ask for money? How does it feel to give money? Asking for Money:How do you Compare? 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!

21. HOWTO ASK

22. Asking for COPE • Start Where They Are - Their Benefit/Interest Begin 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.

23. 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, “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 Apologizing Remember that you are giving them an opportunity to do something wonderful!

24. What does a member “buy” when he or she gives money to COPE? The “Value” of COPE:What are our Members buying? A voice in passing legislation A more powerful union People fighting for their rights in Washington More job security/better pay

25. What does CWA “buy” with the COPE money we raise? The “Value” of COPE:What are our Members buying? Political Power A seat at the table Friends in Congress and State legislatures Protection of union rights

26. What does a member “buy” when he or she gives money to COPE? What does CWA “buy” with the COPE money we raise? The “Value” of COPE:What are our Members buying? 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!

27. COPE Messages To Remember

35. WHENTO ASK

36. 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

37. 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

38. WHOSHOULD ASK

39. 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. • 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.

40. 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

41. 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

42. 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 D’Amato, Local 7019 AZ, Feb. 4, 2004 Oct. 2003 = $2,643 4.5% $1+ Oct. 2004 = $4,807 16.4% $1+

43. 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

44. Successful Practices • Use competition • Use Reimbursement Program • Use available materials from National • Brochures • Materials • Incentives • Upgrade current givers

45. 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

46. 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 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.

47. 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.”

48. 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?

49. 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?

50. 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