In any youth group fundraiser, two big challenges often hinder getting the desired results.
1) How do you generate a strong sales response?
2) How do you create an avalanche of demand?
These challenges are two sides of the same coin.
The keys to motivating your sellers and captivating prospective buyers are explained below:
Generating a strong sales response
Key #1 - Create enthusiasm
The first key is stimulating an enthusiastic response amongst your sellers. To quote Emerson, 'Nothing great was ever achieved without enthusiasm.'
Creating enthusiasm in your sales force requires meaningful incentives for participants in your youth group fundraisers.
Prize awards should be attainable and desirable. Those prizes should be clearly linked to individual sales goals when the program is rolled out.
Each seller needs to stand up and announce their sales goals and desired prize or prizes to their peers.
Key #2 - Foster competition
The second key to enthusiastic participation in your youth group fundraiser is fostering intense competition. You need to create rivalries between small groups and offer daily rewards for big sales volumes.
The best individual performers in your youth group fundraisers should be recognized and ranked daily in a public way to further stimulate performance.
Make sure that all your sellers know the youth group fundraiser basics:
Make a list of prospects
Rehearse your sales script
Smile and say their name
Make eye contact
Explain why you're raising money
Ask for the order
Say thank you
Having all your sellers well versed in executing all the basics will double your results.
Key #3 - Keep it fun
The third key is to keep it fun. Fun should always be part of fundraising. Don't make it drudgery to be a sales participant.
Remember that they're giving up their free time to help. Plan fun things to do during each stage of the process that reward a seller's involvement.
Plan a party for the end of your fundraiser. Recap the goals and the results. Recognize the top sellers in front of their peers.
Thank everyone for their efforts.
Remind everyone of what the funds they've helped raise will provide for your group. Reinforce their enthusiasm and commitment with a surprise reward.
Create an avalanche of demand
Tip #1: Maximize value to maximize your results.
Make this your fundraising mantra:
More value means more prospects.
More value means more buyers.
More value means more money!
Tip #2: State a value proposition.
Sum up the specifics of what you're doing and why in two sentences or less. State exactly what your fundraiser is about.
Make it a compelling call to action and fit it into your sales script. 'Our team has earned a trip to the regionals.' 'We're selling candles to raise funds to pay for the trip.'
Tip #3: Leverage the power of 'because.'
Use the word 'because' when stating the group's goal and your first request for help.
It's an extremely potent trigger word.
'We need your help because our band needs new uniforms.'
Tip #4: Ask for the order.
Always include a direct request for an order in your sales script after the because statement.
'Can you help us meet our goal?'
Tip #5: Personalize by picking favorites.
Tell each seller to find one or two items that they like and promote those enthusiastically.
'These green ones are great.'
Tip #6: Make it easy to buy.
Do everything you can to make buying your offering easier. Remind the prospect that a certain item makes a good gift and that it's all for a good cause. Offer to fill out the form yourself.
Summary
By combining the enthusiasm of youth with scripted sales efforts and quality offerings, your youth group fundraiser is guaranteed to succeed.
Take the time to put together a quality program and you'll definitely maximize your results.
