SECTION 4 Membership Life Membership Eligibility Membership ...

Present the Right ImageThe image you present while representing the VFW is crucial to your success as a recruiter. The more credibleyou appear, the more effective you will be as a representative of the organization. When preparing tomeet prospective members, dress in a way that is:• Clean• Professional• ConservativeSome commonly asked questions about presenting a professional appearance are:“What should I wear when manning a recruiting booth or making door-to-door visits?”The most effective “uniform” for a VFW recruiter is also the simplest. Wear a jacket of some sort.A sports jacket or athletic jacket is fine. Make sure you wear your badge. That is all you need.“Do I need to wear my VFW cap?”Wearing your VFW cap is optional. If you think that your cap will help distinguish you to a prospectivemember, wear it. It is usually not necessary to wear your cap but if you choose to, make sure it isclean and uncluttered.“I’ve earned many membership awards and lapel pins. Shouldn’t I display them?”No, while meeting prospective members you will want to keep the focus of the discussion on them.Focus on their wants and needs. Many recruiters have found that these items are a distraction andsometimes get in the way of their presentation.“I’ve seen some recruiters hand out business cards. Is that a good idea?”Yes, we strongly recommend using business cards as a way to establish credibility, especially whenconducting a door-to-door campaign.Professional PresentationTechniques for an effective presentation:• People generally remember the beginning and end of a conversation so emphasize important pointsat these times.• Review the material before your presentation so it is clear in your mind.• Make sure your points are clear and organized logically.• Try to catch the prospective member at a convenient time.• If the prospective member seems busy or rushed, try to reschedule at a more convenient time.• Speak to the prospective member in their own language.• Use simple, straightforward, but not overly familiar language.• Consider the prospective member’s perspective and frame of reference.• Be aware of a prospective member’s feelings and body language.• What type of person are they? An introvert or extrovert?• Pay close attention to signs of irritation, confusion, or boredom.• Structure your presentation so that you can adjust to the flow of the conversation with a prospectivemember.• Arouse and sustain a prospective member’s interest.• Begin your presentation with an interesting anecdote or short story.55