"How to Crush the Giving Challenge"

By Chris Rogers, Southeast Regional Sales Manager at Centricsit

560537_10102539987386760_967362017_n

 

 

Team Nourish,

My name is Chris Rogers, I realize most of you do not know me but I hope to change that in the coming months.  I am no one special so please don’t take me too seriously, I don’t...hee hee. Kelly Phoenix is my sister from another mother.  She and I were talking the other day, and she told me about the “Giving Challenge” taking place so naturally I asked how I could help? She thought that with my vast experience in sales (tongue in cheek) I could offer up some ideas in order to help Nourish as a whole, in addition to the chapter I am working with.

A little about me….Basically, I have been in sales for my entire life in one form or fashion, and so has everyone reading this….whether you want to admit it or not. Currently I’m the Southeast Regional Sales Manager for an IT company, which means I cover from North Carolina south to Florida and west to Texas….and I know nothing about IT….shhhhh…..that’s our little secret.  However, I like to think I know a little about selling “stuff”.  No matter what that “stuff” is the same process applies.  Which I believe is very similar to fundraising.  I say this in hopes that you guys don’t think I’m just full of “it”.  Which ironically my mother use to tell me was the reason my eyes are brown...hee hee.

Have y’all heard the one about the guy that walks into a convenience store and behind the counter are rows and rows of salt?  The guy says to the old man behind the counter, “Wow, you must sell a lot of salt?” To which the old man replies, “No, I don’t really sell a lot of salt…...but the guy I bought this from…..now he sells a lot of salt”.

But I digress…

On a serious note here are a few things that have helped me throughout my career and hopefully they help in some form or fashion.  

Below are some of the things that go through my head in the morning….weird I know.  I’m also quite the shower stall singer.  It just helps me wake up and get the blood flowing.  Seriously, try singing as loud as you can in the shower/bathtub in the morning it wakes you up...no idea why or how.  

  • Who can I introduce myself to today?
    • You never know who knows who and where a simple introduction can lead
    • Introduce yourself to ONE new person a day….this is not hard to do….but at the end of a year you’ve met 365 new people.  Pretty powerful.
  • Be confident…...I may miss but I never choke.
    • People can sense when you’re unsure of what you’re saying, doing etc.
    • There is a difference b/w confidence and arrogance.  It is a fine line, but you know when you’ve crossed it.
    • Don’t be afraid of eye contact...make it hold it….but don’t be a creeper
  • Always think in terms of what the other person wants
    • What do they want, get, feel, etc. out of this?
      • Are they looking for a tax writeoff?
      • Want to feel good about themselves? (selfish reason)
      • Simply doing the right thing?
      • Have a vested interest?
      • Etc..
  • Perception is reality
    • How do people perceive you?
      • While you are talking with them (not at them...with them) they will dissect you like a frog on a tray in science class.
      • They will ask themselves….What are your intentions?  Are they noble? Why should I listen to you? *Give them a reason*
        • Tell them a joke….that’s what I do.  Helps break the ice.
      • It’s not what you say, it’s how you say it.
      • How are you dressed?
        • If you look good you feel good, if you feel good you’re more confident, if you’re more confident you’re more relaxed, if you’re more relaxed you sell/fundraise better...plain and simple.
  • Pull at their heart strings
    • This is a worthy cause….make sure they know and understand this
    • Most people have at least $5 they can give/donate
    • Don’t take “No” for an answer.  Everyone will say “No” because it is an easy defense mechanism.
      • When they say “No” tell them that anything and everything helps even a dollar or two would be extremely appreciated.  
      • Remind them their donation can be used as a tax writeoff.  People are selfish and if they “get” something out of it they are more inclined to say “Yes”.
  • People are prone to feel obligated to help those that help them
    • I bought wrapping paper, girl scout cookies, etc.. from Billy/Sally would you mind donating.  That is a layup if there ever was one.
    • If you watch their kids, dog, sign them in at class, give them notes, let them copy your test, etc. They may ask if there is anything they can do for you?  We always say, “Oh it’s no problem...glad to help”.  Instead ask them to donate to Nourish.
      • OR…..“Actually, since you asked I’m helping Nourish raise money and if you really (make sure you say really) want to do something for me I’d really prefer you just make a donation to Nourish.  Bam!  
      • This is going to sound terrible, but people that “owe you one” would be the first people I’d approach.  
        • It builds confidence and gets you prepped for future conversations
  • Social Media
    • Use it
      • Post it...Tweet it….blast it out and be proud.  This is a good cause!
  • Asking for money is awkward
    • Don’t be afraid to ask the question.
    • If you don’t ask, they can’t say “Yes”!!
    • Rub their bellies…..not literally...but flatter them, make them feel good, why wouldn’t you?
    • The end justifies the means
        • Flattery will get you everywhere!
          • You don’t have to mean it, just say it and make them feel good.  Is that really so bad...making someone feel good?
            •  You can’t just stick a pizza in the oven you have to pre-heat it first.
  • Say “Thank You”....and mean it!!
    • This seems like a no brainer, but you would be surprised how many people do not say “thank you”.
    • Write them an email, hand written letter, say it in person, however you want to do it just say thank you.  It goes along way, and it’s just polite.
    • Even if they say “No” thank them for their time
      • Sometimes that can turn the tide in your favor and they will feel bad for saying “No” to someone multiple times….b/c we don’t stop asking after one “No”.
        • Kill them with kindness
  • Get them to say “Yes”
    • Get them to say “Yes” to anything, i.e. This weather is great isn’t it….yes.
    • If you can get them to say “Yes”  twice the likelihood they will say “Yes” to your real question...donation….goes up roughly 60%. Fact.

Anyways, I feel like I’ve rambled on long enough and if you read this entire blog I applaud you.  Make this fun, it’s not meant to be a chore. Come up with “schticks”, make a game out of it.  I once went into a President’s office with knee pads on and told him, “My boss told me, I was not allowed back at the office without the order….no matter what it took”.  I got lucky the guy had a sense of humor, that won’t work on everyone, but I hope that helps paint a picture. 

Get creative, people love telling stories about “this one time...…”  Give them a story to tell.  

“This dude came up to me in a chicken suit and asked me if I would mind donating $10 to his charity b/c he wasn’t allowed to take the chicken suit off until he had raised $200”….or whatever number you want.  Say that to 30 people and I guarantee, you will collect more donations/money than you thought possible.  AND...you’ll have fun doing it!!
If anyone has any questions, comments, or gripes please feel free to contact me @ gcrogers123@gmail.com.