What is "Broken Spoke Fundraising"? - George Wooden, BW Unlimited Charity Fundraising

 

Years and years ago, as our country grew, people began settling in various locations across this great country of ours.  As these locations grew, so did the need to build towns, cities and states.  Construction was a booming business and as time went by, new innovative building techniques arose.  Small houses changed to sky scrapers, outhouses changed to indoor plumbing and it goes on and on. 

Today, technology changes daily and what was innovative today, tomorrow will be outdated.  Building techniques and requirements now demand precision and laws around it have turned into Rules and Regulations in regard to Building Codes and permits. 

When pagers were the new hot item with a car phone in a bag for your car, has now turned into everyone carrying a computer the size of a small card in their pockets – everything worldwide is right at our fingertips.

However, the same is not true in the charity fundraising world.  Many charities or non-profits have not kept up with the times.  They still operate decades behind with outdated information and the reason is, there is no set of rules other than what the IRS publishes.  There is no source of information that charities can go to in order to learn what’s new and innovative.  There isn’t a Rule Book or Standard Charity Code.  There is nothing for a charity to go to other than the tried and true “Error of our ways” or studying and learning from our mistakes.

There is a common term which I use quite frequently called “Broken Spoke” fundraising.  What does this mean?  Well, it’s when a charity copies or duplicates another charity’s fundraising event without knowing if the fundraiser they are copying was successful or not.  They then repeat it but miss something the other charity did (a broken spoke) and their event fails or the result is even less successful.  But yet, they will not go back and study it to see where they went wrong. 

In my area of expertise, Fundraising, successful methods change day to day.  Plus doing it day in and day out, while speaking to my counterparts across the country teaches me and our staff on what’s “Hot” and what’s not.  Making a thousand mistakes but studying them and adopting new tactics and techniques offers our clients the ability to be at the forefront of a successful fundraising wave.

As an example, I recently met with a charity who has a large group of supporters is planning a fundraiser in the coming months.  When I asked them what their “Net Profits” were, it was dismally low – nearly not worth even doing the fundraiser.  Being inquisitive, I asked them what they were doing at the event to raise money.  That is when they described 1970’s fundraising methods which are so outdated and ran into the ground plus it costs them 50% of the funds they are raising.  Why you ask?  Because they simply do not know any better.

In reality, charities are made up of people.  These people are not fundraisers and live a full-time life, have a full-time job, with full time commitments and a full-time family – however at least once a year, they are asked to fundraise.  When fundraising is simply the single most important aspect a charity must do outside of their missions, they appoint someone with no fundraising background to hold the single most important aspect function of their charity.

The other issue which is prominent still, which is one of those “Old Rules” or a charity myth that can easily be dispelled is that everything must be “FREE.”  The evidence of success is all around them with large scale, multimillion-dollar fundraisers happening frequently.  However, they refuse to follow those successful tactics.

Along with the “Free” approach, many charities believe that being 100% volunteer is a badge of honor.  However, what they fail to understand is that in order to grow, you must have a full-time staff.  With a full-time staff who are salaried, you are able to attract the best and brightest who can take your charity to new heights. 

What’s the moral to this story – you must change with the times.  You must follow techniques and tactics that other much more successful charities are doing.  You must know what “Success” is and acknowledge what “failure” also is.  You must be your very worst critic in order to grow.  Learn from your mistakes, talk to professionals who know the correct paths you need to follow.

You must learn from success; you must learn from your mistakes and your must want to get better while attracting the people who can help you make that happen. 

If not, you know the old saying “The definition of insanity is repeating the same thing over and over but expecting different results.”  It’s simply up to you.

If you would like more information or if I can help you in any way, please contact us at www.BWUnlimited.com or call me directly at 443.206.6121.  We would love to help you.

Your Fundraising Well will run dry if you don't heed this warning!!!

I’ve seen it time and time again.  I’ve warned them, shouted it from the rooftops and watched as the stream of money from the fundraising well slowed to a trickle then stopped – the well ran dry.  I've watched as my clients continue to ask for money even after they hosted a highly successful fundraiser.  They believe that people will continue to give. 

Before I begin, let me ask you a simple question:

Lets say a friend asked to borrow $20.00, you give it to them because you want to help them.  A week or so goes by and the friend returns asking for another $20.00.  You oblige them yet again.  The following week or so, they come back and ask again.  Are you going to give it to them?  Are you going to ask what they are doing with your money?  What will you do?  I can guarantee you won’t give it to them this time around.

Everyone in the world would do the same – BUT – why don’t charities think like this? 

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Just as if you are getting water from a well and not giving it enough time to replenish itself, the same holds true with fundraising.  The more you ask for money and the more fundraisers you host, soon your well will run dry.

First you must understand that people are getting absolutely “BOMBARDED” by charities, not just yours, asking for money.  As it seems, everywhere you go charities are asking you donate to them.  Some have huge budgets so they can spend an enormous amount of money trying to raise money.  But unfortunately, that’s not you or your charity.

I’ve seen clients and friends go to the fundraising well over and over again.  I’ve told them, I’ve warned them “Only host a few fundraisers a year – host an “A” event and a “B” event and that’s it” – but they don’t listen.

What happens is their ego gets pumped up and they begin to think that every time they host a fundraiser, it’s going to be successful…they are wrong. 

The more you ask, the less you will get.  It will become harder and harder to raise money.  More is not better, it’s less.  Charities or organizations should invest their time wisely in one or two major fundraisers then leave it sit.  Put all your energy into raising as much money as possible with those events.  But by all means, DO NOT continue to go to the fundraising well over and over and over again. 

People will get tired of you and your charity asking for money, in fact, you will inevitably push them away from you because you’re always trying to reach into their pockets.

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My best advice I can give you is that you do not let your ego get in the way – think clearly and remember how you would react if someone or a charity came to you over and over again asking for money. 

Continue to go to the well, soon it will run dry…then you only can blame yourself if your fundraising well runs dry.

BW Unlimited Charity Fundraising is a North American Charity Fundraising leader in a convenient “One Stop Shop” setting.  Contact us at www.BWUnlimited.com.  

Common Mistake: How big is your fundraising cake?

A common mistake most people planning a charity fundraiser make is not understanding the need and definite positive impact a professional fundraiser will have on the amount of money they raise.

In fact, commonly, they will think to themselves or friends/family will say “Why would we pay that?  We don’t want to give them a portion of what we make” as if they are talking about a cake.  They believe that if they plan and host their own fundraiser, it will be the same size and make just as much as if they had professional help.  Think of it as if they are talking about a cake.  They believe that they will be have to give a section of their cake away.

However, what they fail to realize is how big is the cake they are believing they have?  Without the help of a professional fundraiser or auctioneer, their cake is small like a tiny cupcake.  They believe they will have to give a section of that away.  That then will leave less for them.

But in reality, when they hire or have the assistance of a professional fundraiser or auctioneer, the cake grows dramatically.  So much so that the original cake or cupcake is merely a crumb in comparison.  With the growth of the cake or the amount of fundraising dollars, paying the professional fundraiser makes sense because the goal is to raise as much money as possible.

The mistake they commonly forget is that they are living a full-time life, with a full time job, with a full time family and full time commitments – then they are asked to be fundraisers without a clue how to truly fundraise.

The time commitment alone is daunting then getting everything together will exhaust anyone.  Plus locating the correct venue to host it in is vitally important as well.  Are you prepared to work full time in order to be successful?  If not, why are you doing it then? 

Of course, anyone can fundraise just like anyone can dance – but thinking the way that these potential fundraisers do…are they Prima Ballerinas?  No not at all.  They don’t realize successful fundraising is extremely strategic, deals with psychology coupled with event planning.  A professional fundraiser or charity auctioneer must keep track of fundraising trends and techniques which are changing rapidly.  They must understand the flow of the venue they are hosting their event in.  Where and how to set up the event in order to be effective. 

This has happened to us on many occasions – people will attend one of our events while videoing our Live and Silent Auction along with the raffles.  True, anyone can put items out on a table and sell them.  But do they understand why those items are there as opposed to somewhere else?  Why are they set up that way, what is the goal of the fundraising platform they are set up in or at.  There are hundreds of small fundraising cogs moving in perfect harmony to make the final event a success.

So the next time you think “Why would I want to give him or her a piece of our fundraising cake” ask yourself… “How big is your cake” – is it a cupcake or a massive sheet cake?

BW Unlimited Charity Fundraising is a North American charity fundraising leader in a convenient “One Stop Shop” setting.  We specialize in making our clients lives easier by planning it, managing their committees and hosting an event like no one has ever seen before that will raise more money than they could ever expect.  Contact us today at 443.206.6121.

The Fundraising "MAGIC BULLET" Scam

 

As with everything in life, people are always looking for a “Magic Bullet” that will get them where they want to go quick or faster.  The “Get Rich Quick” schemes scam millions of people into attending seminars selling just about everything.  Diet fads come and go along with new “In Home” workout gear that will get rid of your belly and give you 6 pack abs nearly overnight. 

People looking for a “Magic Bullet” often fall prey to those selling them. 

In the charity and non-profit world, I see this all the time.  Between software that allegedly will make your life easier, to counterfeit autographed items from Musicians and Celebrities that no one else in the world has and also to direct mail campaigns. 

Then there are charities who ignore the “tried and true methods” of fundraising because they are convinced that those are wore out.  They often spend an enormous amount of work and lose hundreds of thousands of hours wasting their time to profit very little. 

Just like “Get Rich Quick” schemes never pay off, neither do the fundraising fads that
will make you more money and your life easier. 

The real charity fundraising “Magic Bullet” is hard work, determination and more importantly – TIME!!!  No one, not even me, can show up to a first-time fundraising event and somehow make your charity millions.  Charities and Non-Profits will often compare themselves to well established, centuries old charities who have been in existence for a very long time.  They will believe that if done correctly, they will fundraise the same amount as those non-profits do – WON’T HAPPEN!!!  Then when they do not raise a very large amount of money, will drop anything they are currently doing and begin again with some other plan.  When along they should know they have to stand in the fundraising trenches and build on what they have. 

Yet another method is, they will easily fall for a company promising that a direct mail campaign will raise them millions.  Then the hammer hits, the direct mail company wants an enormous fee and then wants you to provide the names for them to mail too. 

Recently, I sat through a sales pitch by a fundraising software company with one of my clients.  Because I’ve been around the block about 1,000 times in 12 years, their “Magic Bullet” tactics stood out like a sore thumb.  With my client being the President of a 2 year old charity, he had no experience and they knew it.  They showed him an “Example” of their software along with “Examples” of Sponsors such as Coca Cola, Google, McDonald’s etc.  They showed insanely successful auctions raising hundreds of thousands of dollars.  He fell for it hook, line and sinker and bit hard.  I could hear the salesperson slobbering over the phone at the monster commission she was about to get.  But then, there was me, a fundraising wolf in sheep's clothing standing beside him.

But what they failed to tell him, which I did was simply this.  We will call him “Bob” – I said “Bob, you know all that incredible stuff there shown in this presentation?”  He said “Yes and we want them too.”  I said “Well Bob, those are only examples and not real at all.  This company is using those brands and logo’s just to dress it up.  In fact Bob, you have to look at this software like going to a restaurant for dinner and you have to buy your own food, cook it and then the restaurant sells you the plate.  You or we have to do all the work.  This software is just that, an empty slate.”  “Oh” in a down voice he said “So they don’t give us these people at all?”  I said “No not at all, in fact, they don’t help us advertise it or get anyone to bid – OR – provide all those beautiful auction items – we must do everything.”  Well, that ended quickly with the salesperson wondering who in creation I was.

In closing, the charity or non-profit fundraising “Magic Bullet” is simply “hard work, determination and time.”  Plus educating you and your charity on the current fundraising trends that seem to change day to day.  Don’t fall for “Magic Bullets”…the only thing that will make you rich takes years of dedication and commitment.

Just put in the work.

BW Unlimited Charity Fundraising is a North American Charity Fundraising leader in a convenient “One Stop Shop” setting.  BW is known all over the country for expert guidance and assistance in the planning and management of highly profitable fundraising events as well as a leading provider of auction items for both Silent and Live Auctions.  Contact BW Unlimited Charity Fundraising today at www.BWUnlimited.com. 

How to attract large Financial Sponsors

When explaining the “Reality of Charity Fundraising”, I try to use an image that most can imagine.  One of the most frequent questions I get from our clients is this:  “How do we get major Financial Sponsors?” 

As with most things involved in charity fundraising, we first have to get around sediment and understand reality since there are many “Charity Myths.”  The charity myth involved here is that major financial sponsors do so because they love the charity’s mission.  That’s partially true because some may love your charity or it’s mission but the vast majority are attracted by what I am about to explain here.

To begin explaining, I like to provide something “Visual” which most people are familiar with.  Imagine a ball of small fishing out in the ocean.  You may have seen one on TV, when the school of fish feel like they are going to be attacked by predators, they begin to swim in a tight ball.  That “Tight Ball” of fish represents the guests at your event.

The ball attracts large, predatory fish such as barracuda’s, Tuna, Dolphin and then Sharks which feed on them all.  The predatory fish ranging in all sizes from smallest to largest (sharks) all feed on the ball.  They quickly dart through it with their mouths open gobbling up as many as they can.  These “Predator Fish” represent Financial Sponsors of all sizes ($1,000.00 Sponsors , $2,500.00 Sponsors, $5,000.00 and finally the $10,000.00 plus Sponsor – The GREAT WHITE Shark). 

With your guest’s numbers being high, the sponsors are attracted to them in hopes to advertise to them.  Remember, all your guests are in one place at one time, what better way to advertise to a businesses target market.  Like ball of fish being fed on by the larger fish, the one thing that will and does attract larger financial sponsors is simply “Advertisement capabilities.” 

Ask yourself this – does it matter that the Financial Sponsor loves your charity if they are writing you a check for $5,000.00 check?  I would hope you would say absolutely not.  The donated $5,000.00 can be used to fulfill your charities mission.

As a real life example, I told one of our many clients that potential major financial sponsors will not care about where their money is going to or what it will be used for.  He later said and I quote "George, when you told me that I felt so angry I wanted to punch you in the nose.  But after we landed over $100,000.00 in sponsorships, do you know how many asked me where the money was going?  Not one.  You are right and I would have never believed it."  This same client one evening received a $5,000.00 sponsor and posted a their logo on Facebook announcing it.  The very next morning, the sponsors competition called asking about what they gave to our client and in response, said "Come over and pick up a check for $5,000.00" all based on competition and advertisement.

Just this morning, I was speaking with Tony Lebron, our client from the New York Law Enforcement Assistance Program.  Tony said he is living proof that it works.  He posted a photo of him picking up a Sponsor's check on Facebook and in the comments, another person asked to sponsor too.  It just works!!!  Tony is living proof.    

So with that in mind, prior to beginning to seek large financial Sponsors, you must prepare a “Sponsorship Package” which includes advertisement/marketing of the sponsor.  The higher they sponsor, the more advertisement/ marketing they receive.  Think of the many different ways you can provide marketing of the Sponsor both outside of your event and inside then put it together in package at different levels.

If you would like to learn more about how to attract major financial sponsors or how to build sponsorship packages, contact us at www.BWUnlimited.com, we would love to help you.

The #1 WORST Enemy of a Charity Fundraising Committee

The worst enemy of a charity planning a fundraiser is “Negativity.”  Negativity has a tendency to spread like a disease if not cured quickly.

There are many causes for negativity in a fundraising committee, however this is what I have seen on many occasions:

#1 – Control – A member of your committee or team may want to be in charge. 

#2 – Destruction – A member of your committee may not like the person in charge and they will do whatever they can to ensure that the event is not a success.  They do this in hopes that the person in charge will fail and look awful, further making them look better.

#3 – Persistent Negativity – Some people are always negative and live a pessimistic life.

#4 – Hidden Agenda – A member of your committee may have been in charge or a friend of theirs was in charge in the past but was replaced by someone new.  If the new person in charge is successful, their failure or their friend’s failure will be revealed even more.  They will also want to see that person removed so that they or their friend can return to that role.

There are many reasons for negativity, however the best prescription for negativity is:

#1 – Recruiting – Look for positive, energetic people who want the event to be a success.

#2 – Tone – Set the tone with the committee right from the beginning. 

#3 – Prevention – If someone on your committee is constantly negative, remove them immediately before it spreads to the other members.

You will waste more energy and time trying to either change their behavior or simply dealing with them in order to keep them happy.  Remember, if they are negative, they will not do anything to help you and your charity be a success.  They will cause arguments and make life miserable for both you and your committee.

Look for people who will support your efforts, not people who will detract from it.  Building a strong team/committee is the most important aspect and the foundation of a successful fundraiser.  Do not just recruit everyone, carefully select an All Star Team.

If you would like to learn more helpful tips on how to plan a highly successful fundraising event from the beginning, check out our website at www.BWUnlimited.com.

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

Fundraising Tip of the Day: Knowledge is Power / Charity Competition

Fundraising Tip of the Day - The Secret of "Underwriting"

Fundraising Tip of the Day: Where small or fairly new charities go wrong.

Fundraising Tip of the Day: Creating "Hype" around your event

Charity Tip of the Day: Learn from my mistakes across 25 years of fundr...

Think of your Charity as a Business: Charity vs. "For Profit" companies

Recently, I had been thinking about a better way to explain to charities and those fundraising on how to understand who Sponsors are and why they sponsor, who the guests are and how to attract them and last but not least, who their volunteers are and their role.

Suddenly, I realized (based on a book and video by Dan Pallotta) that the best way would be in terms of a business but more importantly a store.  As soon as I could, I used this at a meeting with a client planning their fundraising event and it’s as if everyone there exactly understood much better.  In order to be successful, as Dan says, charities must think like a business in order to be competitive. 

In reality, a charity is a business and in fact, many of the tasks it does as a whole is business related.  So with that, here we go.

First, we are going to use these terms as if you were opening a business or a store:

• -         Event Planners are now known as “Business Consultants
• -         Sponsors and Donors are now known as “Investors and Vendors.”
• -         Guests are now known as “Customers.”
• -         Volunteers and the charity staff are now known as “Salesmen.”

In order to open a business and in this instance, we will think of it as a Store, let’s call it the “Charity Store.”  We first must understand our store opens only once a year (we only host one major fundraiser each year) and is only open (4) hours (the length of your event).  We only have (4) hours to make enough money to maintain our business throughout an entire year.

Many businesses owners understand that they must spend money to make money – however, in the charity sector, charities think exactly opposite to their detriment.  Do you understand and agree with this?  Or do you think getting everything for free is the successful way to operate?  Do you think the highly successful businesses in your area do the same as a charity?  Many Businesses owners understand that even though they want to open a business and be successful, they don’t understand as much as they should.  Retailers and Restaurant Owners often hire professional consultants who will come to their store and design it, train their staff on how to be successful sales people as well as develop a business plan.  They stay with the business as it ages to continue to improve it.  

Have you ever seen TV Shows such as “The Profit” or “Restaurant Takeover” or “Bar Takeover”?  The stars are consultants helping the businesses improve and often thrive.  Do you know how to properly plan a fundraiser?  Are you a highly successful fundraiser and are highly educated on the current trends of fundraising?  Do you know what makes Sponsors…sponsor at high levels?  Do you know how to entice your guests to make large donations and what makes them place high bids?  Do you understand all the aspects that go into a highly successful fundraiser?  Do you think you should higher an expert charity fundraiser or a Charity Fundraising Event Planner who is also an expert Charity Fundraiser?

If we are just starting our business or taking it to the next level, you will need Investors and Vendors.  In order to attract Investors, we first have to learn what the investor wants out of their investment.  What’s the best way to learn this?  By simply asking them.  Your “Investors (Sponsors)” will want Marketing as their primary concern.  Come up with a Marketing Plan for your Sponsors before you even approach them.  If you are already a well-established charity, your potential “Investors” is already right in front of you – your Vendor list.  What’s a Vendor you ask?  Open your business checkbook and see who you pay on a monthly basis.  Those vendors have been reaping the benefits of doing business with you for as long as you have been in business, approach them while reminding them how long you have been paying them and then tell them about your event and you would like them be a sponsor. 

In regard to your “Investors” being Donors, businesses which donate items, present them with your Marketing Plan for your Sponsors and Donors.  As with most charities, they simply take the items and whatever they make on selling them, that’s enough.  However, what will set you apart from the rest is that you truly “Care” about their business. 

If both your “Investors (Sponsors) & Vendors (Donated Items)” voice their opinion about when they donated to another charity and how it did not help them, ask them why?  What were they not happy with when they did?  Then ask them how you can best drive business to them and even further, how you can get them closer to purchasing items from their businesses.

Let’s talk about your business “Customers.”  Whenever a new business opens up in town, people automatically flock to it to check it out.  But we first must understand how they found out about the “Grand Opening.”  They found out through Marketing and Advertisement.  Do you think the business owner who wants to truly be financially successful only does a small amount of Marketing or Advertisement?  Absolutely not.  They hire top rated marketing companies who develop and advertising strategy.  They then develop commercials as well as beautifully designed signs, print ads and billboards.  They run their ads over and over and over again, nearly bombarding you their potential customers with the advertisement.  They feature all the great items they will have in their store and tell you how there are limited quantities available.  They spare no expense when it comes to advertisement and they don’t just advertise every once in a while, they repeat it over and over and over again until their store opens. 

As a charity planning a fundraiser, you must do exactly the same as a business hosting a Grand Opening.  You must develop a marketing strategy along with planning on how to best gain the attention of everyone in the area in which you reside or are located.  If done correctly, you will gather the attention of everyone in the entire country…but do you know how?  You also must have the correct marketing materials as well as made the correct decisions on what you need to have at your event in regard to the venue, menu and the items there for sale (to bid on).

 

Then, lets talk about your “Sales People” in your business – your volunteers.  If you sales people are not trained properly on how to be friendly and the art of the “Up Sell”, then your business will most likely flounder.  You have to find “Sales People” who are Rockstar’s !!!  The better sales people you have, the better you will ultimately perform.  They must be trained and also involved in your marketing strategy.  Switching over, are you volunteers Rockstar’s?  Are they trained Salesmen and Saleswomen?  Many times, charities just go after “People” without ever interviewing them about their sales skills.  You must have vibrant, friendly volunteers who are not afraid to talk, joke around and Sell Sell Sell. 

If you do it correctly, your business will thrive and you will make an enormous amount of profit.  However, if you do it incorrectly, doing things that contradict successful business practices, you will be closing your doors quickly. 

Charities MUST, absolutely MUST, adopt the same business practices as the “For Profit” sector in order to survive, be relevant and prosper.  They will never be able to fund their missions without successful fundraising.

If you would like help from the most well known charity fundraising Experts in North America, contact BW Unlimited Charity Fundraising at www.BWUnlimited.com or by calling 443.206.6121.  BW Unlimited Charity Fundraising is the only full scale charity fundraising event planning company in North America with a proven, successful track record and in business with 12 years.  Call us today.

Charity TV - Golf Tournament Charity Fundraising

Charity Myth "BUSTED"

Charity Myth "BUSTED": Many charities believe that it is a bad decision to utilize auction items which are "consigned" - OR - the employees of the charities believe that the charity itself has a rule that they can not use them. The question is why? ✔

To prove this is a myth and/or a mistake, answer these and see if it makes sense:

❌ Aren't employees of the charities paid to help them raise awareness, ultimately raising funds?

❌ Does the charity pay a landlord to rent office space?

❌ Does the charity pay for office furniture, a copier, supplies and marketing materials?

❌ When holding a fundraiser, does the charity pay the venue, pay for food & drinks and then mark up the cost of the tickets?

❌ Some charities attest that their donated items sell for their retail value if not above, however can not prove this to be fact.

❌ Charities rarely know their fundraising event "Net" but report the "Gross" to their Board of Directors.

❌ Does the charity pay for Decorations, a band or DJ?

The answer to all of these questions is "Yes." So why then when making the most important decision about the items which will raise them the maximum amount of money have to be donated or free?

✔ Without checking the reality of the bids, isn't it true that charities never go back and check the winning bids on the donated items in comparison to their retail values?

Does that make sense? It's common sense here.

✔ Do charities track what the "Free Items" actually cost? They sell for 1/4 of what they are worth, many don't sell at all, the time it took to get donated items plus the fuel expenses?

✔ Charities who believe this is a wise decision further decise to agree to major expenses up and to the point when the most important part, fundraising is at play. They pay for everything else but the items they need to raise the money with.

✔ The Answer - A (3) year intensive study across the United States proved that donated items only bring maximum bids of 1/8th to 1/4 of their retail value and many do not receive bids at all.

✔ Charities host local events, with their guests are from the same area with items donated by local businesses.

✔ The facts are that if the guests wanted those items, they would have gone and bought them theirself.

✔ During the study, 175 business owners were questioned about their donation habits: All reported that they are repeatedly asked for donations and can not give to everyone. If they do donate an item, it is something that is not selling in their stores.

These are facts, this is reality. So why then do charities believe this is a profitable way of fundraising?

If you would like our help or would like to contest this, please comment below or contact us at www.BWUnlimited.com.
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