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Two big challenges often hinder getting the desired results from
your youth group fundraiser. How do you generate a strong
sales response and create an avalanche of demand?
These challenges are two sides of the same coin. The keys to
motivating your sellers and captivating prospective buyers both
involve running a quality program.
How do you generate a strong sales response?
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.
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(s) to their peers.
The second key to enthusiastic participation is fostering
intense competition. You need to create rivalries between small
groups and offer daily rewards for big sales volumes. The best
individual performers should be recognized and ranked daily in
a public way to further stimulate performance.
Make sure that all your sellers know the basics - make a list of
prospects, rehearse your sales script, smile, make eye contact,
explain why you're raising money, ask for the order, and say
thank you. Having all your sellers well versed in executing all
the basics will double your results.
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.
How do you create an avalanche of demand?
Maximize value to maximize your results. Make this your mantra.
More value means more prospects. More value means more buyers.
More value means more money!
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.
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."
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?"
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."
Make it easy to buy. Do everything you can to make buying your
offering easier. Offer to fill out the form yourself. Remind
the prospect that a certain item makes a good gift and that
it's all for a good cause.
Take the time to put together a quality program for your youth
group. By combining the enthusiasm of youth with scripted sales
efforts and quality offerings, your youth group fundraiser is
primed for success. The resulting avalanche of sales will
demolish your goals and exceed your wildest expectations.
Copyright 2002 - Kimberly Reynolds
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