How To Become a Fundraising Hero - International Bowl Expo 2010

How To Become a Fundraising Hero Making Friends and Profits for Your Bowling Center Marc A. Pitman, CFCC

What would you do?

What would you do?
What do you do?
Charge them full price on people and rentals?

What would you do?
What do you do?
Try to capture names and contact information of participants?

What would you do?
What do you do?
Try to capture names and contact information of participants?
Risk it all by unilaterally changing the date?

Introduction & Ground Rules
Author of Ask Without Fear!
Decades of working with nonprofits, including running an coaching others to run fundraising events
Rules:
Ask questions!
Remember: This is being recorded

Goals for Session: Mine & Yours

Fundraising in a Nutshell
3 Income Needs of Nonprofits
1 Big Problem
3 Sources of Income
3 Ways to Raise Money

Annual Fund: lights & operating

Capital Campaigns: bricks-and-mortar
Endowment: Invested funds that throw off income

1 Big Problem
They need the money, but wait & wait & wait to ask. Then ask out of desperation.

3 Income Sources
Where would you seek funds?

Face-to-face: best (Labor intensive | High Potential)

Direct Mail/web/email: good (Labor intensive | High Risk [1% response is “success”]

Direct Mail/web/email: good (Labor intensive | High Risk [1% response is “success”]
Events: (Labor intensive | Marginal Success) [50% return is normal]

Benefits of Events for Nonprofits
Takes the edge off the ask
Lower ask amount
Easier to articulate “benefits”

Lower ask amount
Allows for wide range of volunteers

Lower ask amount
Allows for wide range of volunteers
Creates opportunity for press coverage

Benefits for Your Bowling Center
Income

Income
Relatively low maintenance

Income
Generates word-of-mouth advertising

Income
Gives you access to media

Income
Gives you access to media
Give you the potential to look like a hero

What would you do? Conclusion

How to Benefit as a Bowling Center
Be Relational
Be Proactive
Be Patient
Be Generous

Be Relational
This is about a long-term relationship, not a one-off event
Find out what the nonprofit
Wants from the event
Hopes to do with the money
Has for scheduling needs
Be clear on your needs & expectations
(income, fees, sponsorship, etc)

An apology
Beware: Many of my nonprofit colleagues tend to approach businesses like ATMs, thinking they’ll just get the cash/gift. I’m sorry about that.
Honestly, many businesses come across as though the nonprofit needs them too.

Be Proactive
What is your goal?
What do you want to get out of the event?
Income?
Food sales?
Wowing potential repeat customers?

Be Patient
Successful fundraising events take time to grow to full potential
You and the nonprofit need to work out the kinks
The nonprofit will need to find out what people respond to

Be Generous
What comes around, goes around
Don’t give away the store (the nonprofit will want you to be in business next year! My 1000 books a day vs. a year line)

Be Generous
Food deals
Even if merely bundles
% of sales to np cause?
Let them know if you’re giving a discount (we aren’t mind readers)

Be Generous
Contests
Tickets to every participant/#’s called for gifts/just have to fill out contact info
Hats, t-shirts, logo-stuff (get’s name in community)
Free bowling (gets people back…and they bring friends)
Corporate packages for free returns
Social media contests before
Maybe free drinks for team with most “likes” on your FB page

Be Generous
Media
Do you know a DJ? Or advertise in some paper? Introduce them to this cause
Include NP logo/event logo in your ad (It’ll make you look good and help them!)

Summary and Charge
Hopefully you’ve:
learned about what nonprofits need
Seen how you can work with them to increase your income
And seen how to do it in a way that makes you a fundraising hero in you community!

Tool shop including: The Creating Donor Evangelists Program
Give me your card for a free copy of $100,000 Guide to Email Solicitation e-course
Free blog, articles, book reviews, and more!
[email_address]

How To Become a Fundraising Hero - International Bowl Expo 2010

by Marc Pitman on Jun 29, 2010

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