Outline on “Membership Campaigning at the Post Level”
Introduction
Strong and effective membership campaign
Planning
securing new members
reinstating former members
collecting continuous members’ dues
Knowledge of VFW and programs
Continuous Supervison
Regular Evaluation of Results
Salesmanship
Must know product
VFW programs and objectives
Dues notices not enough
Planning the Campaign
Select A Committee
Membership (Chairman) Director
Quarterbaster
Adjutant
Members: active, knowledgable, dependable
Set A Goal
Date, quota, percentage above quota
New
Reinstated
Continuous
Brief The Committee
Set Reporting Dates
Committee report to commander and director progress of campaign
Compile A List
Quartermaster
Names, addresses of current and former members
Contacted in person, by letter, telephone, or e-mail
Publicize Membership Efforts
Use post publication and bulletin board to emphasize campaign
Post a list of delinquent and former members’ names
Ask members to help sign up new and reinstated members
Announce contests, dinners and other incentive awards
Advice membership on progress
Announce winners of contests and awards
Be sure to include district, department, and national contests
Campaign Suggestions
Teams
The MOST successful method of setting up a membership drive is to appoint two (or more) captains who will each head a recruiting team.
Appointed by Commander, Director, or Captain
Keep small, numbers may vary
Duty: Collect dues, call former members, follow up leads on prospective new members, conduct door-to-door campaigns, telephone round-ups, email campaigns
Contests and/or other incentives should be used to put the teams on a competitive basis
Telephone Campaign
Proper use of a telephone campaign for collection/reinstatement
Teams should prepare lists of the names, addresses, telephone numbers and email addresses of continuous members who have not paid the current year’s dues.
Advise each delinquent member that the Post is now conducting its annual membership campaign.
Urge the member to pay dues now.
Say that several post members are working on the drive.
When conducting a phone campaign, it must be a personalized encounter; ask questions on how they are doing; if the post can assist in any way; and THEN ask for dues payment
Competitions, Incentives & Awards
Competition
Determine a certain number of points for new, reinstated, and continuous members
Most points by given date is winner
Make membership drive interesting, fun, and challenging
Incentives
Use National, Department, and District membership awards
Stimulate competition by announcing that the top recruiters will be guests at a dinner paid for by the post. Have the losing team treat the winning team to dinner or have them make the dinner.
Offer prizes to individual members who sign up the greatest number of members over a certain period of time. Publicize in your Post publication, bulletin board,
Contests
Posts should supplement Department and National contests
Should be original, and run for shorter periods of time, (four to six weeks)
Contests geared to retaining current members, reinstating former members, and recruiting new members.
Veterans of Foreign Wars of the U.S.
Description of “product”
Personal Contact
The best method of convincing veterans they should belong to the VFW is by personal contact.
Door-To-Door campaign
two or more, introducing themselves and asking eligible veterans to joint he VFW.
Grapevine Referral
Each member knows veterans who are eligible and might be interested
Encourage personally contact the eligible veteran
Encourage each member to furnish names to membership committee
If possible, have member contact vet
Outreach:
shopping malls, state fairs, trade shows, military bases, gun shows, armories, and other public places where people gather.
Distribute brochures and information to veterans
Obtain names and addresses
Prospect List
compile names, addresses and telephone numbers of members who have not paid their dues; consult these for future leads
personally contact these sources at home during the week in the evening, Saturdays and Sundays
Face-To-Face
Present good appearance and good attitude
Talk to husband and wife
Be confident and knowledgable about VFW procedures and programs
Offer background and history of VFW (advantages)
Explain membership requirements
know product thoroughly
present in simple language
Adapt approach to audience
Sell VFW, past achievements and future goals
Ask prospect to JOIN, or for referrals
If you do not know an answer, tell them you will get it for them
Door-To-Door 2
Teams of 2 or more, assigned to certain blocks
One street at a time, going door to door in evenings
Introduce yourself and ask if there are any veterans who live there
Ask if they served overseas
If no, thank the person and move on
Ask if any veterans live next door or across the street
What to say
Hello, I’m NAME with VFW Post 12150 in New Haven. We are in the neighborhood today/this evening talking to veterans (reaching out to veterans in our community).
We would like to ask you a few questions.
Are you are is your spouse a veteran? (NO-then move on.)
Did you or your spouse receive a campaign service medal?
Do you or have you or your spouse ever received any veterans benefits?
If no, thank them for their time and ask if they know whether any of their friends or neighbors are veterans. If so, ask for contact information.
If Yes and veteran is not home, set up an appointment for a later day and time.
What to write:
Generic letter
Membership Booths
Start Early
Joint VFW and Auxiliary best
Contact manager of a shopping mall, trade show, state or county fair, or anyplace there is a large public gathering. Ask permission for space to set up a membership booth. Serve refreshments if possible (bottled water?).
Give advance news releases to local newspaper and radio stations regarding membership booth.
Place recruiting posters and signs in store windows, post signs at the entrance to your city along major thoroughfares or any place the public will notice them.
Obtain literature from store.
The Operation
Decorate booth with recruiting posters. Display a sign large enough to let everyone know you are there. Wear caps or ball caps.
If law allows, get member or merchant to donate a gift, prepare ticket with stubs that show name, address and telephone number hold the drawing and save stubs for later contact
Inform eligible vets about programs and pass out informational material
**have them fill out form on military service and whether they are interested. If so, sign up immediately.
Follow Up
Send out teams of members to contact eligible veterans. This is when you can check discharge papers and collect dues
Make new members feel welcome.
ask to take active part in new post and help recruit others
Everything you do prior to calling on a prospective member is a form of advertising and public relations
Actual selling is done in homes where veteran feels at ease and can give full consideration to the importance of being a member of our organization
Telephone Campaign
Check past and present membership files.
Compile list of names, addresses, and telephone numbers.
Approach:
Smile just as you would face to face
Use pleasant speaking voice
Speak slowly and distinctly
Be specific and to point
If the first attempt is not successful, suggest the advantages of belonging to the VFW. make it personal.
If a member’s reason for refusing to pay dues is vague, try to overcome it and try again for the dues.
Sell the VFW, its past achievements and future goals.
DON’T GET ANGRY. Accept criticism. Overcome this criticism by emphasizing the good points of the VFW.
Stay calm, cool, and dignified.
Script:
Member Name, this is YOURNAME, I’m with the VFW Post No. 12150. I hope I am not disturbing your. Do you have a minute to talk?
Yes. “Our post is conducting its annual membership drive. I noticed that you have not paid your current year’s dues. Our goal it to collect the dues of every one of last year’s members and to recruit new members as early as possible. Some members are in your area today collecting this year’s dues…(not happening).
Thank you very much, MEMBER NAME. We certainly appreciate your continued membership in our Post. We will have a member stop by ….
NO. Well, MEMBERNAME, we feel there are many advanages to belonging to the VFW.
NO! I’m sorry I called at an inconvenient time. When would it be convienent for me to talk to you for a moment? (If the response is such as “what’s this all about?” start again with the membership drive)
Objections
Well MEMBERNAME, I realize that you (state objection). We feel that every member who pays his dues is active and makes a contribution to the VFW. Your name on our membership roll lends support to all of our programs. Without people such as you, we would not be able to carry on the programs that benefit not only veterans but citizens of our community as well.
Money: I can certainly can understand that. Would (state a time and day) be more convenient for you. (If no stated time, determine real objection and overcome it).
Value: Your membership in the VFW benefits veterans in this community as well as the state and nation. While you may not be receiving any veteran benefits directly, your membership in the VFW allows us to maintain and improve veterans” benefits so that they will be available to you, if and when you might need them. Perhaps you have or are currently taking advanate of some veterans benefits, such as VA Home Loan, VA Education, VA Hospitals; compensation, pension..
EMail
building an email database, set up email newsletter, dues reminder
Membership Ideas
Membership Builders
Activities in community service
Capable service officer
Dances, dinners, other social functions
Publicize all Post events
Clean, well-managed Post home and canteen (club room)
