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

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

How not to ensure your "Fundraising Well" does not run dry.

On a daily basis, I see charities especially on Facebook constantly running “GoFundMe” or Facebook fundraisers.  They also run fundraising event after fundraising event.  But what they don’t even realize is this:

Today, Jack comes to you and asks “Hey, can I borrow $20.00?”  Jack is a good guy so you hand him $20.00 to help him out while feeling pretty good about yourself.  A week later, Jack comes back to you and asks “Hey, can you help me out with $20.00?”  You ask him what it’s for and he tells you his car broke down or his Mother is sick etc.  You’re thinking you just gave him $20.00 and now he’s asking again, he must be really desperate.  So, you dig in your wallet, pull out another $20.00 but this time you’re a bit annoyed and don’t have that feeling you did before.  Now, a couple weeks go by and you see Jack coming with the same look on his face.  You can feel what he’s going to ask so you get prepared.  Sure enough “Hey, can I borrow $20.00?”  Immediately, you get angry and ask “What do you need another $20.00 for?”  He provides another reason why he needs money but this time, you say “I’m sorry, I’m broke.”  He turns around and walks away.  What you did not know, is Jack has been asking everyone he knows for the same $20.00.  Eventually everyone turns their back on him.  Jack went to the well far too many times and now it’s gone dry.

I understand that many won't agree or believe what I am reporting here but if you continue to do what you're doing, you are definitely going to wish you would have heeded my warning.  There is an old saying that says “Less is more.”  Charities don’t seem to understand this simple idea.  The more you ask for money or donations, the less you will receive.  It’s simple honestly, if you are continually asking for money, you will “Tap Out” your donors.  I understand that you need money but you are going to have to find another way of raising the funds.  

The more you ask, the less and less you will inevitably receive.  A good guide that you’re asking too much is this – Look at your online or Facebook fundraiser, how quickly are you raising the money that is your target?  Is it quick or is it slowly working or is it stalled?  Do you or have you gone in and posted something urging people to donate? 

Instead of doing 100 small fundraisers, you should do (1) large one.  Please listen, if you are constantly fundraising, you are going to push people away from you.  People do not want to be constantly begged and badgered to donate money to you. 

Remember, you are not the only charity out there fundraising.  If a charity continually is posting fundraiser after fundraiser, begging for money, you will see the amount of funds raised slowly going down and down, finally the well will run dry.  You will lose money and most especially, supporters.

Another crucial part of this, especially in a “What will you do for me” society is that you aren’t doing something for the person you are asking to donate.  Donors and sponsors need to be taken care of.

Remember, the more times you go to the well, inevitably, you won’t find anything there.

If you would like to know what large scale, highly profitable fundraising event looks like or what it can do for you financially?  Contact BW Unlimited Charity Fundraising at www.BWUnlimited.com or by phone at 443.206.6121 – we would love to help.

The “FREE TICKET” Charity Myth – “BUSTED”

A common myth with charities across North America is in regard to either "Comping" people or giving guests "FREE TICKETS." 

Many believe that "Comping" people a ticket, they will attend your event and spend the money they would have paid for the ticket and more.  It’s also believed that by “Comping” them tickets, they will have the understanding that they need to spend or donate money because they know they were provided the ticket for free.

Many times, charities will give influential or affluent people “FREE TICKETS” thinking they will make large donations.

The next part of the charity myth is that it’s a great practice when a company, group or individual purchases tickets to give away to others, most likely to those who can not afford to attend or purchase the event ticket.

Another part of the myth is called an “In Kind” donation.  Now my definition may be different than yours but what I believe it is, is when someone donates an item in exchange for event tickets of the same value.

MYTH “BUSTED”:  Why is this a bad practice?

First, when you give away “Free Tickets”, you must understand that you are still paying for the cost of their meal and drinks.  In reality, the ticket is not free, you are paying their way ultimately.

Second, when you give someone a “Free Ticket”, there is no clear expectation to spend or donate money.  In fact, over 12 years of professional fundraising, I have never seen this to be true. 

Part (2) of the above is even worse, when people are provided “Free Tickets”, they made no investment and may decide not to attend.  They may want to stay at home, do yardwork or whatever – they spent nothing, so not attending is a clear option.  Think about this point – is it sufficient to have someone buy a table and the seats are empty at your event?  No, it’s not at all.

Third, if someone needs a “Free Ticket” to attend, most likely they can not afford to come.  Do you want someone to attend your “Fundraising” event who can not even afford your event ticket?  No, because they also will not be able to afford to donate or bid on anything at your event.  A mid to high priced ticket is what I refer to as a “Financial” hurdle – if they can afford to buy the ticket, they can afford to donate.  It’s a fundraiser, right?

Fourth, it sounds like a really nice thing to do when an individual or company purchases a ticket to give away to people.  At it’s face, that sounds like such a nice thing to do.  But, if those same people could not afford to come – Refer back to #1, #2 and #3.  You need people to jump over your financial hurdle. 

Fifth, if someone ever says “I’ll donate this item to you that retails for $150.00 if you give me the same amount back in tickets (you are selling tickets for $75.00 a piece.”  The one aspect of fundraising is that donated items historically across North America bring 1/8 to 1/4 of retail in any Live or Silent Auction.  You take the offer and place the item on your Silent or Live Auction and it only sells for $30.00 or less, possibly no one bids.  Let’s say your paying $50.00 a person to the Caterer, you just lost either $120.00 retail in your ticket prices or $70.00 in the true cost.  Do not ever do this.

In closing, remember, you are hosting a fundraiser.  By giving away tickets, you are literally taking money out of your own pocket to pay for that “FREE TICKET” which truly does not exist.  Someone has to pay for it.  Where are you going to take the money from to pay for the “FREE TICKET”?  Are you going to take it away from the mission of the charity?  There is no such thing as a “FREE TICKET” and it is a horrible practice to give anyone free tickets.

Secondarily, even though it sounds nice when someone buys a table or tickets to give them away to the less fortunate, but then the same rules apply.  They may not even come, leaving you with empty seats.  Then, they could not afford to come and won’t be able to donate to your charity.  They will come eat, drink and have fun and that’s it.  Before you give away tickets or “Comp” anyone, think about what we just discussed first prior to agreeing to it.  If you decide to do it, remember I warned you!!!

These strategies and many others are a part of fully understanding successful charity fundraising.  BW Unlimited Charity Fundraising is the #1 source of incredibly successful fundraising in a “One Stop Shop” setting.  There are a myriad of mistakes and pitfalls inexperienced fundraisers make, BW Unlimited Charity Fundraising will steer your charity around them to a successful result.  Contact us today at www.BWUnlimited.com.

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.

The "WOW" Factor - How to “BRAND” your fundraising event

First do you understand what a “Brand” is?  Let’s take for instance Coca Cola, Nike, John Deere or McDonalds – each of these companies developed a logo or a “Brand” which allows just the logo without words, to clearly and quickly identify the company.  They pay marketing companies millions to not only develop their brand but to also invent their “Brand Strategy.” 

Why should a charity who is fundraising use branding or develop a brand strategy?  Because it will differentiate you and your fundraiser from all others in your area. 

Here are a few tips which will help you truly brand your event and set you head and shoulders above the crowd:

#1 – Developing a Brand:  Many people believe this is called a “Theme.”  That’s true but in order for you and your charity to develop a brand, there is more to it.  You first have to have a very “Eye Catching” event flyer that grabs people attention.  There is a proven scientific concept that says that someone needs to see something (7) times before they act upon it.  However, if your flyer is “Eye Catching” by being highly designed, you have a much higher chance of catching someone’s attention than the normal homemade flyers.  Plus a very “Eye Catching” Event flyer will impress possible guests and sponsors, showing them your event is of a much higher scale and not like the “Norm.”

#2 – Brand Consistency:  Once you have developed your charity event brand, everything surrounding it should remain consistent.  That goes from your Facebook Event Header, to your tickets and to your sponsorship flyer.  Everything should mirror the other to keep the brand consistent. 

#3 – Keeping the “Fun” in “Fundraising”:  Remember no one likes “Boring.”  By developing a high profile brand through your flyers, as discussed above, your guests will get excited because your brands high appeal factor.  They will immediately get excited, creating a “Buzz” surrounding your event.  Then they will weigh it against the others in your area.  Creating a “Buzz” will create “Fun” – people outside of your circle will also see your well branded marketing materials and also take notice.  Businesses will then be drawn in based on the appeal of your branding and also be drawn in because of the “High Appeal” and not like the normal every day, homemade fundraising flyers we all see everywhere.  You will be a “Cut above the Rest” and they will want in via a financial sponsorship.

As an example, our client The Unbridled Heroes Project – they work with adopt wild Mustangs from outwest who are being sold for meat and pair them with Veterans who are battling with PTSD.  Understanding that they work with horses but are holding a Gala, we utilized “Denim.”  From that, we developed the “2019 All American Heroes Diamonds & Denim Gala.”  The branding delivers the charity but also creates a fashion statement along with the high appeal via the diamonds and the consistent branding/marketing to draw attention to the event but also to create a “Buzz.”  As you can see, everything is consistent from the main event flyer, to the sponsor flyer, event ticket and Facebook Event Page Header:

2019 All American Heroes Bash benefiting The Unbridled Heroes Project

Remember, creating a brand is much more than just a theme.  It’s creating marketing materials that set your event a part of all others in such a highly competitive charity fundraising marketplace when everyone is fighting to get people’s attention.  Be different, be unique, be a “Cut above the Rest.”

BW Unlimited Charity Fundraising has its own Graphic Design Department which specializes in brand consistency for our clients.  We begin with the charity, then develop a title or name of the event then create a graphic design to all aspects of our clients marketing materials – creating a branding strategy for our charity clients across the United States.  If you would like to learn more about how BW Unlimited Charity Fundraising can help you create the “WOW” affect, contact us at www.BWUnlimited.com or email George at George@bwunlimited.com – we would love to help you.

TOP Themed Gift Basket Ideas for your next charity fundraiser

As we all know, gift baskets are always a big hit at charity fundraising events across the country.  With this blog, I hope to share some excellent ideas that will get your guests excited about your offering.  Remember have a plan for each while also thinking about your guests.

Instead of just throwing together baskets, always set out with a plan.  A basket with a theme is always very enticing and exciting.  When planning to build these baskets, give several out to your volunteers or team members for them to go after.  Remember – Size Matters.  The bigger the basket, the more it will attract attention.  Here is a list of great themed baskets which everyone loves:

1. Chocolate Lovers Basket – filled with various chocolates as well as chocolate drinks.
2. Grilling Basket – Filled with Sauces, Spices, Grill Gloves, utensils etc.
3. Italian Dinner Basket – Pastas, Sauces, Kitchen Utensils for pasta, Bottle of Wine
4. Wine & Cheese Basket – A Bottle of Wine, wine glasses, various cheeses, a cork screw, cheese knife etc.
5. Car Care Basket – Bucket, Car Wash items, Car Wax, Windex etc.
6. Kids Beach Basket – Beach Toys, Squirt Guns etc.
7. Dog Bowl Basket – Fill a large Dog Bowl with Dog Treats and toys.
8. Movie Night – Empty Pizza Box, Gift Certificate for Pizzas, 2 cheap DVD’s from Walmart, Liter of Coke, Liter of Sprite, Pop corn
9. Make Up Basket – Make Up, Make Up bag, etc.
10. Picnic Basket – Picnic items
11. Craft Basket – Crafting items
12. Spa Basket – Soaps, Candles, Bubble Bath etc.
13. Candy Basket – Very fun, fill it with every kind of candy you can find, vintage candy is always a hit.
14. Junk Food Basket – Potato Chips, Pretzels, Doritos, Dips etc.
15. Coffee Basket – Coffees, cups, cookies etc.
16. Sports Fan Basket – Calendars, Shirts, Coozies etc.
17. Lottery Tree – a Bunch of Scratch Off Lottery Tickets
18. Christmas Basket – Christmas items
19. Tea & Cookies Basket – Various Teas, cups, spoons etc.
20. Tailgate Basket – Fill a Cooler with Tailgate items, junk food etc.
21. Disney Basket – Disney items
22. Spices Basket – Different Spices, sauces etc.
23. Baking Basket 
24. Gardening Basket
25. Pet Lovers Basket
26. Kids Toys Basket
27. Sports Baskets – One Basket filled with items for each Team

If you know anyone who sells Pampered Chef, Mary Kay, Tupperware, or anyone like that, they will ALWAYS donate a basket.

Many of these items can be found in your local grocery store or Dollar Store.  Remember, build them big so that they attract attention.

For more tips and successful ideas, check out our website at www.BWUnlimited.com.  We would love to help you.