Monday, May 2, 2011

Fundraising - Selling the Cause

“Where does the money go?” 

Ahh, the age old question of the skeptical customer. Don’t let this question catch you off guard. In fact, giving the customer this information upfront will show your enthusiasm for the cause and will generate compassion in the customer to support your efforts. 
Be specific in telling your customer how their money will benefit your organization. Simply saying “The money benefits our little league baseball team” may get you results, but beefing up the details, again shows your enthusiasm to raise money and will increase your sales. Explain to them what your needs are, but without over exaggerating. 
Example of what not to say (although you may get a laugh):
“We desperately need new uniforms. The ones we have now were worn by my parents when they were in little league. Do you want to buy a beef stick?”  
Example of what you should say (remember to always be honest): 
“We are raising money to purchase new uniforms. The ones we currently have are badly worn and really need replaced. Are you interested in helping us purchase new uniforms by buying a beef stick?”
Or if time is of the essence, quickly say, “Please help our team purchase new uniforms by purchasing a beef stick.”
Avoid starting your sales pitch with, “Do you want” or “Would you like”. Most commonly, these words lead to an immediate negative response before you have a chance to explain what you have to offer. 
Private labeling will also help you gain support by showing the potential customer who the money is going to, giving them a sense of pride for helping your cause, as well as gaining your group awareness within the community. 


Remember to ALWAYS thank them for their support!!!