Philosophy and the “Art of the Ask”: How to increase financial donations

The old days of placing an envelope on the table at your charity fundraising event or passing around a basket, called “Passing the Hat” are long gone.  In fact, if you did that today, you would find 98% of the envelopes empty.

So how do you get people to donate money and more importantly, large sums of money?  This is a two-pronged strategy and approach.  But first we must understand that society today has changed to a “What will you do for me?” mentality.

In order to get more sponsors and to entice more people to donate, we first must understand this:

#1 - Companies will donate or invest in exchange for advertisement.  The more advertisement they receive, the more they will donate or sponsor.

#2 – Donors, that is people who will or could make large donations, they too want something for their donations.  What do these people want you ask?  To be noticed or have their few seconds in the spotlight.

Understanding the philosophy above is half the battle or the way to uncover the “Secret” to get more sponsors and entice more people to donate.  Here is the other half – the “Art of the Ask.”

Before I tell you or describe the “Art of the Ask”, you have to recall the “Old Ways” of getting financial donations.  Sending out hundreds of mailers or by getting on the phone and cold calling a long list of possible supporters.  Then getting into a lengthy conversation with them about why you need their hard-earned money which inevitably ends up as a “Telemarketer” approach.

Recently, I saw that a friend who is very affluent attended a charity fundraiser.  Knowing he is wealthy, I asked him how much he donated to the cause, he responded was “Nothing.”  When I asked why, he said “Because no one asked us to donate.”  He further went on to say that after looking at everything they had to offer in the silent and live auction, nothing appealed to him so he didn’t bid on anything either.

The fact that no one asked to donate is a simplistic and ironic with the argument being “He should have donated on his own without being asked.”  Today, everyone wants to be appreciated and to be thanked.  When you place yourself at a higher importance than your donors, that is a sure sign you are simply out of touch.

“The Art of the Ask” – Wouldn’t you agree that this is a “What are you going to do for me” society?  Absolutely it is.  Both donors and sponsors need to know there is value in their donations.  What does value mean?  Simply put – what do they get for their donation.  That’s not a question, it’s a statement.  We have already addressed why sponsors donate funds, however we briefly touched on why people donate.

Before you burn me at the stake…yes absolutely, people donate to help the mission of your charity, you’re right.  However, from my 25 years of experience raising 100’s of millions of dollars for charities – we now know and understand the power of simply asking them for a donation.  You cannot, let me say that again…you can not just expect it, you have to work for it.

To answer your question “What should we do?” or “How do we do it?”  First you must hire a professional.  Having “Bob the Weatherman” or “Sam the local politician” who does a great job acting like an auctioneer simply won’t cut it.  If you’re getting surgery, would you ask the same people to cut into your skin?  Absolutely not.  Isn’t raising the maximum amount of funds the goal of the fundraiser? You need a professional to get this done.

Whether you hire us, BW Unlimited Charity Fundraising, or you hire one of the many professional charity auctioneers across the United States, make sure you have a professional do this.  That in and of itself is the most important aspect here and the reason is, they understand the mechanics of how to ask, when to ask and how to do it successfully.

People at your fundraising event will absolutely donate – BUT – they want to be asked and they want to be placed in the spotlight when they do.  It’s called “Pea Cocking” or “Show Boating.”  You may not like that or agree, but it's reality.  They want others to see them donating and love her applause when they do.  Plus, they may want to donate to impress someone else in the crowd.  As an example, one of your board members is someone of importance in your community.  Another guest in the crowd wants to do business with them so they will make a healthy donation simply to attract the attention of your board member.

This “Ask” is also referred to as the “Fund a Need” or “Paddle Raise.”  You would be amazed at how incredibly successful this is.  We have raised as much as 1.8 million dollars at one event simply by asking.  But if you do not know what to do or how to do it, consult the advice of a professional.

The “Art of the Ask” is an art because it has to appeal to your guests and not be a “Beg” instead of an “Ask.”  Your guests can’t feel like you are putting them on the spot, they won’t react.

If we can help you understand and successfully accomplish the “Art of the Ask”, contact us at www.BWUnlimited.com.  BW Unlimited Charity Fundraising is the Premier charity fundraising company in North America in a convenient “One Stop Shop” setting.  What does a charity fundraising “One Stop Shop” mean?  We have everything you could possibly need and want all in one location, staffed by the nation’s foremost experts in charity fundraising.  Give us a call, we would love to help you.  You can reach us at 443.206.6121.  Call anytime, we are here to help you.

Fundraising Tip of the Day: Understanding the need for the Fundraising ...

Explanation: What is the commission percentage or “Cut” BW Unlimited Charity Fundraising receives from a charity fundraising event?

This question is often asked by charities who are asking for our help.  Also, people who attend the large, highly successful fundraising events we host wonder.  They ask other people or just assume that we take a “Cut” of the funds raised.  This assumption comes out of anger they have based on the size and scope of the event as well as how financially successful the event appears to be especially when so many of the guests are making large scale donations.

To answer this question bluntly – We DO NOT take a commission or a “Cut” of any kind.  We charge a very nominal flat rate such as the venue where the event is being held.  No matter how much the charity raises, our service fee NEVER changes.  It does not matter if our client raises a million dollars, we are not compensated any more – just the flat rate.

People often ask “This makes no sense and is too good to be true.”  The reason it makes no sense is due to unscrupulous people who require a “Cut” or a commission for helping a charity.  Our company was founded on one simple rule “Charity First” plus we believe that our integrity means more than our profit.  We do not believe that if someone makes a large donation for our client at a charity fundraising event, that we deserve a “Cut” of that donation.  If I were the person making the donation and found out that the company or the auctioneer received a “Cut” of my donation, I would be absolutely furious and not make any donations whatsoever.

In regard to our company and services, the statement that “100% of the proceeds goes directly to the charity” is 100% true.

In the end, it’s all about ethics and morals.  The right thing to do is always the right thing to do.  If our clients make $50,000.00, $100,000.00 or $1,000,000.00 – our fee does not change regardless and guaranteed in writing.

Are we “Too good to be true”?   We are good and what we say is true, but we are definitely not too good to be true.  Just ask our 1,000’s of happy clients across the country.

In summary – No we do not charge a commission or take a “Cut” of the proceeds raised at our clients fundraising events.

If you would like to learn more about BW Unlimited Charity Fundraising and how we can help you exceed your fundraising goals, contact us at www.BWUnlimited.com, we would love to help you.

Fundraising Tip of the Day: Value for your money & how to raise more money

The Fundraising Secret: Successful fundraising is “Common Sense.”

Every single day, I am astounded at some of the things I hear when it comes to charities or groups fundraising locally or across our great country.  For some unknown reason, the people planning the fundraising events turn off their brain when it comes to planning one of the most important aspects of their organization – Fundraising.

See folks, successful fundraising is honestly “Common Sense.”  However, the charity planners shut it off when planning their events.  Why?  Because “Common Sense” goes against what the old school mentality is about successful fundraising. 

Here are some examples:

Example #1 – Charity Entitlement:  Each charity across our country believes people should donate simply because.  That’s correct – simply because.  Whether it’s simply because they asked people or simply because they are great etc.  What they fail to realize (Common Sense) is that there are millions of charities across the country acting the same way.  They fail to realize (Common Sense) that the same people they are asking have also been asked 1,000 times to donate to their causes.

Example #2 – Fundraising Event Planning – Charities believe that everything should be donated.  From the place where they are going to host their event, to the catering and the bar and that the band or DJ should play for free.  However, (Common Sense) if everyone donated to everyone who either tried to hold an event there, who wants them to cater their event or a DJ/Band to play the event, those places or businesses would quickly go under (Common Sense).  Charity Fundraising is Business folks.  Charities should also understand (Common Sense) that if a business is donating, it’s not going to be the best for their guests (Common Sense).  The business will donate what they can afford to donate.  A Venue (place) is in the business of renting out their facility to people and organizations like the charity (Common Sense).  Charities will often host their fundraising events as “Less than” venues thinking that it’s better to go cheap so they can profit more.  Also, charities often will go very cheap when planning the meal their guests will receive and will have a “Cash Bar.”  Then the charity will sell their tickets for an astronomical amount.  But…(Common Sense) affluent people and even middle income people will not go to an event at a “Less than” venue and when they get there, (Common Sense) see the small or cheap meal they are receiving but paid much for (Common Sense) and realize they have to purchase their drinks – They financially shut down (Common Sense).  They think to themselves (like we all would and do) “Well, if I paid “X” amount of dollars for my ticket, that’s enough since I’m not receiving much” (Common Sense).  Then the cash bar (Common Sense) – If people are spending money to buy drinks, where are they not spending it?  With you and your charity !!!  (COMMON SENSE).

Example #3 – Donated Items – For some reason, charity fundraising groups really shut off their brain here but it’s “Common Sense” if you just think about it.  Charities believe that since they are entitled and that every single business should donate an item or items to them, that everything they have in their event should be 100% free.  The problem is again (Common Sense) – there are 104 Million Charities in the United States and businesses in your area are “BOMBARDED” with charities and groups asking for donations.  Business owners can not possible donate to everyone who asks (Common Sense).  So they will often donate items that are not selling in the stores.  Plus it’s local people, attending a local event with items donated by local businesses right?  If your guests wanted to those items, they would go to that business and buy it themselves (Common Sense).  So, they attend your event and you display items they don’t want but will purchase them for a “Deal” (Common Sense).  The charity puts Gift Certificates and Gift Baskets on their Silent Auction and expect people to bid high at retail or above – but they NEVER EVER do !!!  (Common Sense).  Have you ever bought yourself a Gift Certificate?  How many Gift Baskets did you give away to your family or friends over the holidays?  The answer is NO or NONE (Common Sense).  But the Fundraising event planners forget this very important aspect and shut off their “Common Sense.”

Here is another secret – When planning your event, think as if you are a guest there.  What type of venue would you like to go to and what would you like to eat and drink, what would you bid on….than plan your event accordingly.  Simply use “Common Sense”!!!

BW Unlimited Charity Fundraising is a charity fundraising leader in North America in a convenient “One Stop Shop” setting.  If you are planning a fundraising event and want to be ridiculously successful as all of our clients are, contact us at  www.BWUnlimited.com – we would love to help you.

The importance of Venue: Why is the place you have your fundraiser important?

Before we start, I am intentionally making this vague as possible based on the fact that after I either write a blog or publish a video blog, I always get phone calls asking “Are you talking about us?”  Me being me, I always say “Why Yes Alice, I am talking about you but I didn’t say your name.”

Over the past several months, I have had the opportunity to attend several events or help several charities with their events where they either did not follow my advice or they had already selected the venue prior to speaking or hiring us. 

What most charities don't realize or refuse to believe is that hosting your fundraising event at a "Less Than" venue greatly reduces the success of your fundraising efforts.  Affluent or wealthy people will not want to go and large financial sponsors will not be interested solely based on where you are hosting it.  The venue speaks volumes about your charity and the guests.  

On one occasion, while speaking to people in the crowd, they complained about the bathroom toilets not flushing or the lines to get food were entirely too long.  They were right, because I myself stood in the line for 10 minutes then decided I would come back later after everyone got their dinners.  The acoustics were absolutely horrible, not understanding a word anyone said on the microphone, the lighting was horrible and the food, well it was ok at best (and that is being generous). 

This seems to be a trend though.  Charities, especially the smaller ones, do not understand the absolute importance of the “Place” (aka Venue) where they have their event.  I’m tired of hearing “People that are here won’t pay an additional $10.00 or $20.00 for a better place.”  That is entirely false.  The people at the fundraising event that are there won’t pay the additional $10.00 or $20.00 for the place they are currently at – BUT they most certainly will at a much nicer venue.  It’s worth it and they know that.

Now how does a bad “Place/Venue” affect spending?  People come there, the place is bad, the food is ok but nothing special…do you think they are ready to open their wallets?  No, they tend to feel robbed because they paid for their ticket and because the Venue is bad, they will always feel “I spent enough.” 

A bad venue shuts them down mentally even before the fundraising begins.

In the reverse, do you know why a very nice venue promotes higher spending?  The answer is in the question.  I have personally been to many of the best steakhouses in the country and paid ridiculous amounts of money for a meal and especially the steak.  I’m here to tell you, the steak at the “Texas Roadhouse” or a similar restaurant is just as good and much less expensive. 

Why do people pay more?  Because of the venue.  The “Ambience” demands a higher price, people are willing to pay more. 

If the place is nice and clean, the lighting is great, the food is great, there are no lines for food, the sound is great…the staff is professional…people automatically respond at a much higher level.

The proof is always very easy.  I will often ask the client what their “Net” or Profit was at the “Less than” venue – I will always hear a very small number.  Every time they argue against moving to a nicer venue, I point at their “Net.” 

To prove this to you – how many guests came to your last event?  Let’s say 300 people for this example.  What was your “Net” (Don’t lie because you’re only lying to yourself here)?  Do you know the national norm for successful fundraising begins at $100.00 a head, “Net”?  That means if you had 300 people, you should have made at the very least, $30,000.00.  Did you?  Were you close at least?   No?  Well, its time to make changes, most important is to find a better Venue.  People will pay more for a nicer place, you already know that though.  On your wedding anniversary, do you go to McDonalds or to a nice restaurant?  

What a nice venue allows you, as the charity, to do is to put more margin (Profit) on the ticket price because the venue is much better.  A much nicer menu with much better food will dictate the amount of profit you will ultimately make.  Plus the presentation of everything will impress your guests.  What's the old saying "The quickest way to a mans heart is through his stomach" - the same holds true to the quickest way to his or her wallet is to take care of their appetites.  Give them a great menu and drinks in a very nice place and they will be much more apt to spend or donate more to your charity.  I'm not guessing this, I'm telling you it's fact!!!

Take a leap of faith and try it…you’ll see exactly what I’m talking about. 

We, BW Unlimited Charity Fundraising, would love to help you plan your next fundraising event.  BW Unlimited Charity Fundraising it a leading charity fundraising company in North America and the only full scale Charity Fundraising Event planning company in the world.  Contact us at www.BWUnlimited.com.

Is it time to see your Doctor? Are you suffering from “Acute Fundraising Delirium” and stuck in a Fundraising Rut?

Recently, my team and I met with a charity who is asking for our help.  We are always humbled when we are asked so meeting with them was our pleasure.  However, after speaking with them at length, I soon realized that trying to get them to change their unsuccessful methods was going to be difficult.  In fact, one of the member who we met with pulled me aside and said “Don’t even try getting them to change, you’re fighting a losing battle.”  So the question remained, so how are we supposed to help them if they refuse to change?

So in order to help you, the reader of this Blog, here are some signs and symptoms that will help you to determine if its time to see a Fundraising Doctor:

“Stuck in Rut” Symptoms:

#1 – Are you willing to change the place or venue where you are holding your event?   The

reason the venue is so important determines the level of spending your guests will be comfortable with.  Unfortunately, many unsuccessful charities will choose a low cost venue because of their belief that it will put more money or profit in their pocket.  Sadly, this is not the case – What charities like these do not know is that by choosing a venue which is cheaper – the venue is cheaper for a reason.  Potential guests who enjoy a fantastic night out will never attend an event which is “Less than.”  Affluent people or “Wealthy” potential guests will never attend because if they are going to spend a night out, they want to go somewhere nice.

#2 – Do you keep your ticket price low thinking that it will attract more guests?  Many believe this but in reality what happens is, by lowering your ticket costs, your guests will be more than likely to attend…eat, drink and leave without ever bidding on anything or donating in anyway.

#3 – Are you still utilizing old fundraising methods to raise money?  Are you still doing 50/50 raffles, Wheels of any type or still filling your Silent and Live Auction with donated items?  If you are, you are using very old ways to raise money which have been beat to death.  Of course people love these raffles and the reason is, everyone loves to win money.  Do you know how profitable these raffles are?  How much work does it take to get the prizes and what is pay off?  Understand these raffles have been used for years. 

#4 – Do you believe that your charity should use only donated items in your fundraising event?  Are you and your charity convinced the “Way to go” is to only utilize donated items in your live and silent auction?  Unfortunately, its fact that donated items are only bringing 1/8 to 1/4 of their retail price in Silent & Live Auctions across North America.  The reason is honest and simple but are you willing to listen and be open minded?  The reason that donated items do so poorly is for three (3) reasons:  1 – Your guests are local people, attending a local event with items donated by local businesses.  If they wanted those items, they would have gone and bought them themselves.  2 – Today, businesses are bombarded by charities asking for donations.  Each charity believes that they are the only one asking, however, every single local charity has asked the same business owner.  The business owner has to be concerned about keeping their lights on.  If they do donate, they donate something they can afford to get rid of and that isn’t selling in their stores.  3 – Many charities believe Gift Cards and Gift Certificates are incredible auction items but ask yourself this…how many times have you purchased a gift card for yourself at face value – OR – How many Gift Baskets did you give away to your family or friends for the holidays?  The answer to both is none.  Understand this – EVERYONE is looking for a deal.  Yes they will purchase your donations but at an extremely low cost.  Rarely will any pass 50% of their retail cost.  Have you thought about how that would negatively affect the donor if he or she found out their donation did so poorly?  Do you think they would donate again?

#5 – What was the “Net” or Profit from your last event?  Do you know what your event “Netted”?  Now be honest with yourself like so many who are suffering are – what was your “Net Profit” which means how much after paying the bills did you walk away with, not your “Gross”….your “Net”?  How many guests did you have at your event?  Here is how you can tell if your suffering – The “National Norm”, which is just the beginning of successful fundraising, for successful fundraising is $100.00 a head, net.  So what that means is for every guest who paid for a ticket, that person equals $100.00.  So if you had 500 people, you should at the very least had a “Net” of $50,000.00.  Did you?  If you didn’t, oh boy, you’re really sick.

#6 – Do you have an unqualified or inexperienced person in charge of planning and hosting your fundraiser?  Do you have a volunteer or someone on your staff who only plans one event for you a year?  Are they proficient and know the current fundraising trends?  If your answer is yes…well, your suffering.

If you answered yes to any of these questions, seek the advice of your fundraising Doctor soon, call today and schedule an appointment.  If you answered yes to two (2) or more, you are suffering from “Acute Fundraising Delirium.”  Good news though, there is a cure…it may be painful, but you will definitely be cured.

How to Fight and Cure “Acute Fundraising Delirium.” 

First, you should understand you are not alone so don’t be ashamed.  Many charities are suffering and need help but to prideful to ask.  So here is the way to cure what ails you.  But before I give you the cure, here are some points to understand so that you won’t come down with it again.

The Venue you host your event in is vitally, VITALLY important to your ultimate success.  People love to go to a very nice place with great food.  Affluent or Wealthy people like to be around others who have the same financial status…it’s a known fact.  About your ticket, your ticket price should be high enough to “Ward Off” the grazers, meaning people who are coming just to eat and drink and leave.  The reality is “a cheap ticket gets you cheap people.”   Your ticket price should be high enough in order to be a “Financial Hurdle.”  If they can pay the ticket price which you are profiting from, then they can also afford to donate or bid on items.  In your fundraising event, you should be using four (4) fundraising platforms – Live Auction, Silent Auction, Raffles and a direct ask for financial donations.  With raffles, donated items are perfect for this platform and will bring 10 times their retail because everyone likes to win.  Do not do raffles where you are EVER giving money away as a prize or raffles that take too long to play.  Your donations are perfect for raffles but you should acquire consignment items for your Live & Silent Auction because people like exciting things such as Travel Packages, Experiences, Hard to Find Memorabilia etc.  These are incredibly profitable if used correctly and the reserve or cost is increase at least 20% to ensure you profit 100% of the time.  Your charities “Net” should equal the national successful fundraising norm of $100.00 a head “Net” proceeds.  There are methods to ensure you match this on your next event.  If you have a volunteer or inexperienced person in charge of your fundraiser, don’t fall for the “Oh I’ve held several events and I’ve helped with many” plea – because you don’t know if the events they were a part of were successful.  You need to find someone who is an expert fundraiser.  There is an old saying that goes like this “If you think hiring a professional is expensive, wait till you hire an amateur.”  Oh so very true…

The CURE

BW Unlimited Charity Fundraising is North America’s #1 charity fundraising firm in a “One Stop Shop” convenient setting.  BW can help you with everything.  BW is the fundraisers for New York Cities and Washington D.C.’s elite as well as professional athletes and celebrities while also helping the White House, the Armed Forces charities, the NFL / MLB & NHL with their fundraising along with 1,000’s of charities each year.  We pride ourselves at normally raising 1.5 to 3.5 times the national norm while also helping our clients host impressive, professional events.  BW also proudly has the largest inventory of consignment items such as Charity Travel Packages, 100% authentic autographed items, Décor and beautiful jewelry which is all provided at absolutely “NO RISK” to charities across North America.  BW works with charities large and small while specializing in helping small groups grow their fundraising to incredibly successful levels.  If you are suffering and need a doctor, there is only one Doctor to call to cure your problems, BW Unlimited Charity Fundraising at 443.206.6121 or go to our website at www.BWUnlimited.com.

"Broken Spoke Fundraising" - Unknowingly repeating unsuccessful fundraising tactics

I’m sure you’re familiar with the old saying “Repeating the same thing over and over expecting different results.”  Well I’m going to introduce you to a whole new phrase which applies to the charity world – “Broken Spoke Fundraising.”  These two sayings have a lot in common because they address the same issue which many charities like yours are experiencing.  But you don’t know why you are having problems.

So imagine this – you and a friend or loved one are a part of a charity who has a fundraising event coming up in a several months.  You are invited to go to another charity fundraiser which a local charity is hosting.  You have little experience hosting a fundraiser since you only do one or two a year.  But while you’re there at the fundraiser you were invited to, you take mental notes on what they are doing to raise money.  You think to yourself “We will do these things at our event.”  Now, what they are doing seems like a great idea and also appears successful – so why not do them at yours right?

The problem is this – you honestly do not know if what they are doing or did do was successful.  What appears popular could have not been a successful way of fundraising.  As a real life example, charities all across the country have been doing a raffle called a “50/50” for decades.  But…have you taken time to think about it?  Let’s say you sell $5,000.00 worth of raffle tickets.  The prize which you give away is $2,500.00.  Why on earth would you give away ½ of your earnings?  Charities hope and pray that the winner donates the money back but after a three (3) year study by our company BW Unlimited Charity Fundraising, 83% of the time the winner does not donate the money.  As a professional fundraising event planner, those odds are bad and we do not ever do raffles or games which give money away as a prize because we are there to raise money, not give it away.

So, you start planning your fundraising event and utilize the ideas you saw at the local fundraiser you attended.  You don’t know if what they did was actually successful even though it appeared like it was.  But while planning it, you didn’t take the time to go and speak to the charity and get the full run down of how the raffle works and what you need to run it – so you miss something when repeating it.  In reality, the fundraising tactic they used wasn’t successful and when you do yours, you missed something making it that much more or less successful.  You now broke a spoke in the wheel which already had broken spokes to begin with.

Then you go through your event and wonder why what you did, did not produce what you thought it would but you decide to move on until next year.  You figure “Well, we will try it again and it will be different” – it’s not.  You begin to repeat the same things over and over and over again, hoping and praying or expecting different results – which never comes.  In fact, you spend days, weeks and months out of your full time life only to not be as successful as you want to be. 

This is what I call “Broken Spoke Fundraising.”  You truly can’t copy what others are doing for many reasons:  #1 – You don’t know if what they were doing was successful and #2 – You don’t realize that people are tired of the same old things. 

Another saying which holds very true is “Everything has a shelf life.”  What this means is…if you don’t change things or evolve, what you are doing will eventually die out and fade away.  In today’s society, people tend to get bored quick.  When you’re planning your next fundraising event, think of innovative fundraising platforms which are different and exciting.  Get away from the old 50/50’s and wheel’s…and do something that people will have fun with. 

More importantly, don’t copy what another charity is doing if you don’t have all the facts – which seldom do.  Most charities just accept what money came in and move forward.  Be smart and plan to be successful.

BW Unlimited Charity Fundraising would love to help you plan your next fundraising event and provide you and your guests with new, innovative, exciting fundraising tactics which not only your guests would love but will be extremely successful.  Contact us today at www.BWUnlimited.com. 

BW Unlimited Charity Fundraising is a North American Charity Fundraising leader in a convenient “One Stop Shop” setting.  BW can help you plan, manage and host an incredibly successful event which has a diverse amount of fundraising platforms which your guests will love time and time again creating a unique fundraising event that they will come back to each year but will also tell their friends.  Let BW help you by contacting us at www.BWUnlimited.com.