WithIt Fundraising
HOW TO ASK
The following outline contains suggestions of how to ask for a sponsorship and will provide
you with some methods and techniques that have been successful for other fundraisers.
Remember: you cannot expect funds to come to WithIt unsolicited. The main reason
fundraising is not successful is because prospects have not been asked! The successful ones
happen through business relationships and a one on one meeting.
ENTHUSIASM
It will take many of us on the board to make our fundraising campaign a success. The
critical element in any solicitation is your enthusiasm for your cause and your belief that the
cause will succeed and be beneficial. Nothing will give you more security in soliciting a
client than a strong belief in WithIt and its needs. Remember, it is Withit asking not you
personally.
KNOW YOUR PROSPECT
The more you know about your prospect, the more effective your solicitation will be. Google
your prospect, look at their website under charities, talk to people who may know them and
find out what the causes are that they like to support. Then talk with those prospects you
feel are most willing and able to make a gift. Don’t be afraid to mix your business and
campaigning for WithIt. Always try to assess how they can be benefitted by giving to WithIt.
YOUR OWN GIFT
Start with your own gift to WithIt. Give to scholarship foundation, sponsor a speaker
through your corporation or individually, get a corporate membership for all the
professional employees in your corporation or give more than $150.00 for your personal
membership. You will be better able to explain the reasons to give if you have made your
own gift to WithIt first. Your dedication to the cause, confirmed by your own gift will be the
best points of persuasion you possess. You don’t have to divulge the level of your gift but
your client should know that you have enough confidence in the mission to support it with
your own gift.
MAKE CALLS BUT IN PERSON, IF POSSIBLE
Because WithIt has loyal supporters all over the country, it will not be possible to make all
solicitation calls in person. However, if at all possible, try to start you prospecting at
markets, events or business meetings. If your follow-up call is to be by phone, please make
a telephone appointment with the client so you will have time to discuss the campaign
without interruption. If meeting with the prospect, choose a location that provides comfort
to you and your prospect.
A setting away from work and without interruption works best. Sometimes a visit over
lunch is a good way to start.
PREPARE
Become very familiar with the reasons WithIt asks for this support. Begin with a broad
statement about the mission, the success of WithIt and the undeniable belief that the
services provided by WithIt must continue and prosper. Back up your statements with
facts: the number of members in the organization; the successful events we hosted last
year; the companies/markets involved; changes beyond WithIt’s control; and the immediate
events that necessitate a campaign. Be sincere, optimistic, tactful, well informed and
persistent.
THE SOLICITATION
When you are visiting a friend on behalf of a cause you both love, the conversation should
be easy and uncontrived. Don’t make a sales pitch. Don’t make apologies about “asking for
money.” That’s not what this is about. This is about sharing the concerns of an organization
whose continuing work needs your support. This is about insuring the future of WithIt that
has supported professional women and the industry for many years and whose mission
should continue.
Be a good listener but try not to be lead off topic. Don’t let the prospect use this time to air
negative thoughts – about the economy, the state of the world, or WithIt. Try to find
common ground, clues to their interests, and ways you share enthusiasm. Talk briefly about
your own commitment and take the approach that you are offering another professional
person the opportunity to join you in an investment in the future of WithIt. When people
come together to solve a problem, there should be a team feel about the purpose and the
solution.
Ask for the gift. Be sure the prospect knows the goals and the reasons. Use the words, “I
want to ask if you would consider a gift in the amount of _______ over a period of 3 years.” Or
you may ask “I want to ask if you would consider a gift in the amount of _______ for the next
year.” This can be arranged in a manner convenient to the donor but be sure they
understand that a pledge over 3 years will give the agency security and predictability. It is
best to get a commitment on the spot, unless you are speaking with an individual who will
need to take it back to their company. Walk them through the pledge letter and ask them
when you can follow up in the next few days.
If you sense, for whatever reason, this is not a good time to ask the donor, suggest you get
together again in a few days. If their interest clearly isn’t there, make a mental note and
follow up later. Generally, if the prospect knows you are going to talk with them about a
campaign, they will be prepared.
OBJECTIONS
Be prepared to meet some objections. In making the appointment, if someone says they
don’t have time to see you, suggest a lunch appointment so you can show them the
campaign materials and outline for them in person the scope and importance of the
campaign. Offer to bring the materials to their office if that is more convenient. Let them
know that an explanation will only take a few minutes.
The economy has presented some challenges for all of us. If someone says they can’t do
anything in support now, suggest to them that they support WithIt “in kind” or that they
encourage their professional female employees to join. There are many ways to support
WithIt. Again, if they want to think it over or discuss it with someone, offer to call in a week
or 10 days. Promises without a signed pledge often are forgotten so be sure the prospect
knows you will follow up.
Always end on a positive note and a sense that together you have reaffirmed your
commitment to WithIt. With support commitment, WithIt will remain a source of
networking and education for professional women in the home furnishings industry.