"Would you like to buy...?" Do these five words sound familiar to you? Not surprisingly, most of us in the fundraising world have either asked or heard this question more often than we care to admit. Fortunately, most people are willing to help out a good cause by making a purchase.
Always take time to go over the details (order and delivery dates, product info, pricing, etc.) of the sale before beginning any fundraiser. This information should also be discussed because your members' attitude and approach in asking for the sale can make all the difference in the world.
The following tips should be of help when planning your next fundraiser:
- Appearance - Since first impressions are so important, a neat and clean appearance combined with a polite and sincere attitude is essential. Remind members to put a smile on their face and say "thank you" - whether or not the customer makes a purchase. Their behavior is a reflection of your church or group and should exemplify good character.
- Approach - Members should focus on identifying themselves, their group and what the money is being raised for. Don't start out with the question, "Would you like to buy...?" A friendly introduction works better, such as, "Hi, I am (your name) and our (name of group) is trying to raise money for (explain your cause). Would you be able to help us reach our goal by purchasing (product name) today?
- Explain Group's Purpose - People respond better when they know how the money is going to be used. You may discover that if your group is taking orders for items, such as a ChristianGear® t-shirt, generally in the R100 Rand range, a little explanation is needed. When you sell higher priced products, be sure that members are prepared to explain your group's purpose. In addition these products require two contacts with the customer. During the first visit, the member takes the order and collects the payment while the delivery of the product, and "thank you" is completed on the second visit.
Remember that taking time to discuss these practical selling techniques with your members is a win-win situation for your group. Your members will be more self-confident and better prepared to ask for the sale. The more sales you have, the more money you will be depositing!
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