Step 3: action

Approach and recruit

You need a plan to recruit all types of non-members. They can be broken down into two categories: newcomers and existing employees.

Newcomers

A newcomer is someone who has just started working for the organisation and has not previously been eligible to join Prospect. Many of them can be recruited easily if you act quickly.

An early welcome from Prospect to new members of staff creates an immediate good impression. This is too important to be left to chance. You need an effective system for contacting newcomers and people who have been promoted into Prospect grades. Branches and sections should have an individual in each area responsible for making initial contact and ensure that local reps pass on news about staff changes.

Once you know who and where the new entrants are:

• Approach them as soon as possible
• Meet them face-to-face
• If you cannot see the new entrant quickly, send a letter about Prospect and follow up with a visit.

Remember that newcomers have probably never heard of Prospect before. Don't assume anything. Take time to explain what Prospect stands for, how it is organised and what it can do for them.

A sample letter is available as a model for you to adapt to local circumstances. Use branch-headed notepaper. Make your presentation as professional as possible. Always enclose an application form - and don't forget to check they fill it in.

In some branches a Prospect recruitment leaflet or other material about Prospect is included in the package of information which newcomers receive from their employer/department. See if your management will agree to such a request.

Two forums for meeting new entrants are induction courses and training courses. In many Prospect branches, representatives have a standing invitation to attend these courses to explain the role of trade unions.

Where this is not the practice, branches should approach their training/personnel/human resources division as appropriate and seek a Prospect slot on such courses. Guidance is available from the Organisation and Education department at headquarters on what should be said at courses for new entrants.

Existing non-members

Recruiting existing non-members is not always easy, but don't give up. Persistence and patience do pay off. Sometimes you will find non-members whose only reason for not being in Prospect is that they have never been asked.

All non-members should be approached from time to time. It may be equally effective to identify a member who works alongside the non-member and ask them to make an approach.

A visit is more effective than a letter but a letter is a useful introduction, especially if it is personally addressed and signed. A sample letter to existing non-members is available - take ideas from it and add your own.

Letters need to be followed up. Agree whose responsibility that is, preferably someone the non-member knows or works with. If that is not possible, the local representative should do so.

When you ask non-members to join, be prepared. You will need to:

• Find out if they have been approached before, if so, why they refused to join
• Identify beforehand what issues interest them
• Be familiar with current issues
• List the advantages of joining
• Anticipate likely reasons for refusing
• Have a list of local negotiating achievements or successful personal cases won (do not include personal details)
• Know the current Prospect subscription rates.

If the non-member has previously resigned from Prospect find out why. They may have very strong feelings which you will not change. Listen sympathetically, but don't waste time arguing over negative points or history. You need to persuade them of the benefits of joining NOW.

Members and non-members often don't know what Prospect has already achieved for them - nationally or in their workplace. Preserving current jobs, terms and conditions may itself be a notable success. Make the most of these achievements.

Proceed to step 4: follow-up