Or perhaps the entire team wants to go to football camp. Or you just made the regional playoffs and the cost of the trip is causing sticker shock.
The more you need, the more work you'll have to do to raise those funds with multiple fundraisers throughout the season. But don't burn out your volunteers and players. Here's how you can increase your bottom line with each fundraiser.
1. Power Up With An Overlay
Not everyone is going to want the fundraising products you are selling, no matter how great they are. You can add as much as 50 percent to your fundraising results with a secondary product or "overlay."
People like choices. Just don't make it confusing or a product that competes with one of your other fundraising items.
If you're selling candy or cookie dough, for example, you can also offer a discount card for pizza, or a two-for-one deal at a popular fast food chain. Most discount cards are heavy on the profit and appeal to a wider range of supporters.
Discount cards are most often valid for one year, allowing you to offer the same or a similar card for next year's fundraiser overlay. Discount cards from national fast food or pizza chains will have the most appeal. People can use them on vacation, or buy extras for family and friends.
Whatever overlays you use, make sure your alternate choices are straightforward and easy to explain to supporters. One or two sentences should say it all. Always lead with your primary items, but be sure to offer the overlay items whether they make an initial purchase or not.
Example: "If the candy doesn't appeal to you, we've got a great discount card. You get a free pizza with every one you buy at Pizza Palace!"
By broadening your appeal you can maximize your bottom line.
2. Take It Easy
Go where the people are-shopping centers! It's what fighter pilots refer to as a "target-rich environment."
Your players can reach dozens of qualified prospects each hour. Why are they qualified? Because they're already out shopping and thus receptive to a good sales pitch.
Don't just send your troops door-to-door. Work a simple sales table outside a popular department store or supermarket. Be sure to ask the manager's permission at least a week ahead of time.
Work the table in 90-minute shifts, and use two players, preferably in uniform. Have an adult present behind the table to handle details and track results (never allow children to sell alone!). A folding camp chair greatly helps the "take it easy" approach for the sales supervisor.
A few sales tips: Always greet everyone with a smile. Leave a clear path to the sample merchandise. Make a sign big enough for approaching shoppers to see. Encourage the kids to use their personality and youth to their best advantage. Make sure they talk up the product from their point of view.
3. Make It Quick
Let's face it, people are in a hurry. You want your message to "register" with your prospect in 10 seconds or less.
If you're selling from a card table at a shopping center, use simple signs with bold colors. Deliver the gist of your offering clearly and concisely. Signs made by the team have more appeal than a more "professional"-looking sign. A few helium balloons can also attract more people to your sales table.
Example: "Football Fundraiser-Free Candy With Donation!"
If your team is selling door-to-door, always use a flyer that explains everything. Make sure that your sellers hand the flyer to each prospect as they smile and introduce themselves. Use bullet points to quickly get your message across.
4. Always Tell Why
Your message should always explain why your team is raising money. People enjoy helping out a good cause. Failing to explain what your effort is all about makes it easier for folks to just say no.
Examples: "We're raising money for new uniforms." or "We're going to the Regional Championships!"
Each player has a vested interest in raising enough money for the team. This enthusiasm will show through and make people feel good about helping your cause. Show your players how to persuade a potential supporter just by telling them why.
5. Ask For Donations
Let's face it, not everyone is going to want what you're selling, no matter how great a product it is. Make sure your sellers make it clear that a simple donation is always welcomed. List suggested donation amounts at the bottom of your sales flyer or order form.
If you're fundraising at a shopping center, keep a big plastic jug clearly labeled "Donations" in a prominent place on your sales table. By making it easy for someone to make a donation, you've eliminated the merchandise requirement. Any donation goes 100 percent to the bottom line!
Using any or all of these five profit boosters will help maximize your results, and bring in the money your team or league needs. Even better, use all of these tips to boost your bottom line and make fundraising a simple task.
Kimberly Reynolds is the author of Fundraising Success and maintains a website with tips about fundraising at http://www.fundraiserhelp.com/.
This article was reprinted with permission courtesy of Kickoff Magazine. To subscribe,click here.