The other day we responded to a question from a high school student who was interested in raising money for their senior trip in two years. Like most people, he was interested in which sales brochure would raise his group the most amount of money.
Instead of offering suggestions on what sales brochure his group should use, we took a completely different approach. Too many people are focused on what to sell and should be more concerned about first taking the necessary steps to ensure a successful sale. In other words, fundraising brochures alone don't make you money. Here’s what we told him:
Set a Fundraiser Goal
Determine how much money you need. This is important because you'll need to use this amount to determine how much each student needs to sell. Since their senior trip was 2 years away, We told him that his group could do several sales and to set realistic goals for each one. For example, 10 items per student is reasonable. Over time the money brought in would add up and they would be able to do something really special.
Have a Kickoff Meeting
Have a formal kickoff meeting with your group. This is where your advisor will discuss the purpose and goals of your fundraiser. It's important that everyone understands what they're working towards as a team and how long they have to accomplish their goal.
Track Brochure Sales
We also told him that it would be important for his advisor to meet with the group on a regular basis throughout the sale. This would be important for accountability to ensure that everyone was staying on track towards reaching their selling objectives.
Use Seller Incentives
How are you being motivated to sell? Will your sponsor also provide motivational incentives or will they only use a company prize program? This is probably more important than the fundraising brochures. Even if a prize program is provided, additional incentives should always be considered in order to maximize sales.
Limit Your Selling Time
Limit the selling to a specific time period. We recommend 2 weeks. This will help create a sense of urgency in everyone’s mind because there will be a starting point as well as a finish line.
We finished by telling him that once they determined these things, then they were ready to start thinking about the fundraising brochures.