Students involved in high school fundraisers often approach people by asking, "Want to buy something?" This can appear awkward and can even be misunderstood as unprofessional. In reality they’re simply untrained and haven’t been provided with the proper sales tools.
We are more apt to buy if we know who they are, what organization they represent and why we should support them. Sponsors should be preparing their students to properly introduce themselves to potential buyers. Students can even practice their sales pitch during the kickoff meeting. Knowing what they need to say to a potential buyer will often lead to a successful sale. We encourage groups to utilize a selling method called ‘NOW’.
The 'NOW' Selling Method
- The ‘N’ stands for ‘Name’. The first thing students should do is introduce themselves by saying something like, “Hi, my name is _______________________.”
- The ‘O’ stands for ‘Organization’. The next thing is to introduce who they are fundraising for. “I’m with _______________________”
- The ‘W’ stands for ‘Why’. Tell the potential buyer why they are fundraising by saying, “We are raising money for _______________________.”
Let the Fundraising Brochure do the Selling
The next step is simple. Sponsors should instruct their students to hand the brochure to the potential buyer as they are saying, “We’re asking people to buy one or more items from the brochure.
Once sellers have communicated the ‘why’, they simply hand the brochure along with the order form and a pen to the prospective customer and stand back and smile. It’s that simple. Students don’t need to say a word. At this point the brochure should do the rest of the work. In most cases the potential customer will start looking through the brochure to see what’s being offered.
Students should become familiar with the brochure so they can answer questions that may come up or even offer suggestions.
Complete the Sale with Courtesy
Sellers should be reminded to be polite by thanking people for their time regardless of whether they choose to support their fundraiser or not.