Motor City Candleworks

Getting Started
Your organization, or your cause is the reason to fundraise in the first place. American culture is admired and revered throughout the world for it's dedication to charitable causes and volunteerism.Whether your group is all volunteer or has a paid staff, the cause-or the mission-is probably what got you involved with the organization initially.

Let your passion for your cause be your pathway to a successful fundraising campaign. Philanthropy is a way of American life. Most of us will never have the wealth of a Bill Gates or Andrew Carnegie, but Americans from all ways of life are very generous people. According to the Giving USA Foundation, the level of philanthropy in the USA hovers around $250 billion-equivalent almost to the entire Gross National Product of Poland. That figure encompasses not only million dollar gifts given to high profile projects, but also the $5, $50 and $500 gifts given by individuals. In fact, more than 70% of all giving in the USA is not from corporations or even foundations, but from individuals like you.

Some people think fundraising is hard because people don't want to be asked for money. Nothing could be further from the truth! In fact, surveys tell us that the number one reason people don't contribute to an organization is because they haven't been asked! Using an interesting product, such as Motor City D-Lights™, to introduce yourself to someone can be a gateway to greater support later on.

Keep these facts in mind, and don't ever forget the reasons why you believe in your cause, and fundraising will be easier for you.

Set a goal
Goals motivate people and give your team something to shoot for. Consider how many people you will have on your sales team. Make it as large as possible by recruiting other supporters outside of your organization. Make an estimate of how many contacts each person will make. Then, estimate how many of each contact will buy, and the average sale.
For example:
        20 Sales people x 50 contacts each = 1,000 contacts
        25% buy = 250 sales; Avg. sale = $10
        Total retail sales = $2,500

Selling Techniques
Some salespeople say you always need to have an "elevator speech." Imagine someone sees you holding your Motor City D-Lights™ in an elevator and asks what it's all about. Be succinct and to the point. Mention the cause, and tell them why you're involved. When you get that far, you'll know if they are interested. Keep in mind that the product you're selling is a unique gift. Suggest that people buy several as a solution to upcoming birthdays and other occasions. Use your elevator speech all the time as an introduction to your fundraising campaign.

Keep the momentum up
It's good to have one or two meetings during your campaign to assess your progress and motivate your sales force. Consider sending regular updates by email. Remember, your sales team members have busy lives too, so an occasional reminder of deadlines is helpful. Offer prizes for your best salespeople.

Believe in your cause!
Passion for your cause is infective. Express how much you believe in the cause, and others will join in. Remember, you aren't doing this for yourself-you're helping make your community a better place. You probably have already made a financial commitment to the organization. By getting others involved, you are multiplying the impact of your own gift. Be proud, and show it!

Prospecting for Donors
The answer to this question depends on many factors. Start with the most obvious, your friends, relatives, neighbors and co-workers. Then, see if you can use your personal and professional networks to increase sales.

Ask your local storekeepers if you can set up a table outside their entrance. Perhaps there are flea markets in your community that you can participate in. Think of other vendors that you know who work with the public such as dry cleaners and hair salons. See if they will keep a few candles to sell at their business. If you're running a brochure campaign, ask them to present the brochure to their customers. Be sure to ask them to place an order for themselves, too.

Email offers a great opportunity to increase the size of your network in an efficient manner. Put together a short email letting friends and relatives know you're participating in a fundraiser. Leave contact information so they know how to reach you. Unless you want to get in the business of shipping, limit your list to folks nearby. Be sure and ask people to forward your request on to their friends. You can really improve your efficiency by using email to contact people, but do so with respect.

It was once accepted to go door-to-door, but for safety reasons, we don't recommend that approach anymore. But you might consider having a candle sales party in your home.

Many people that do business with you will want to cultivate additional goodwill by supporting your campaign. Often, all you have to do is ask. Think of where you spend your money: doctor, dentist, grocer, barber, landlord, dry cleaner, etc. Go through your checkbook to get ideas. How about that restaurant you always go to? Be creative!