How one nonprofit raised 50% over goal at their golf tournament

What if you could raise more money at your next event? What would that mean to your organization? Just think of all the amazing things you could do!

Like you, Lift Up, was grateful for their sponsor who chose them as their nonprofit of choice for their annual golf tournament. They were bringing in some extra money for their organization, but saw so many opportunities where they could engage donors better and raise more money so they could make a greater impact. This volunteer-run organization gives away 100% of the money they raise and tackle issues all over the world meeting the needs of people most other people don’t even know exist.

This year they set an ambitious goal of raising $80,000 to build a school in Peru. This was more than they had raised in the past, but they set themselves up for success so they thought they could do it. And they did, plus an extra $42,000 for a total of $122,000 raised!

So how did they raise 50% above goal at their event this year?

1. They took control of their event

   Instead of the golf event being a corporate event with a nonprofit benefactor, they turned it into a nonprofit fundraiser with a corporate sponsor. This allowed them to have more control of how the event was managed.

2. They invited the right people

   With having more control of their event, they were in charge of the guest list. So instead of stacking the room with corporate employees who knew nothing about them, they invited sponsors and business leaders in the area and created a higher end experience for the people who attended. If you are having a more intimate event and are unsure who to invite, check out this post I shared on hybrid events, but is totally applicable to any event where you need to be picky about the guest list.

3. The educated guests before the program started

   They had very short videos (less than 30 seconds) playing in the golf carts that would turn on when golfers pulled up to certain holes. This helped remind guests WHY they were there and educate them on the mission and the goal for the day. This helped keep golfers from being surprised when they showed up to the dinner and were asked to partner with them.

4. They added a Fund-A-Need brought in a Fund-A-Need Expert

   They brought in a professional auctioneer who’s expertise was in the Fund-A-Need ask. Yes, me. I’m the Fund-A-Need Expert. I was able to consult with them before the event to walk through their program and help them create a timeline that ensured we were doing the Fund-A-Need at a time when guests were most engaged. We had to make sure they were fed, but not lethargic. Energized, but not too drunk. So we created a short and sweet (5 minutes) lead up to the Fund-A-Need featuring the organization’s founder and then I stepped in and facilitated their very first Fund-A-Need, which raised $45,000 in 10 minutes. At this point we were at $85,000 for the day, but had not considered auction totals yet.

   As a fund-a-need expert, I’ve learned exactly what audiences respond to and how to build connections to the organization. This allowed me to take the key points and data shared by the founder and make it personal. Rather than $68,000 to build a school for a 1,000, I asked them to send 10 kids to school for $680, which had hands in the air faster than any $500 ask could have done. I was able to take their mission and make it personal. This allows for an ask that is shame-free and inspiring. Guests left the event feeling accomplished and impactful - which they were.

5. The had very specific goals

   Going into it, they were not just going to “see how much they could raise.” But instead, they picked 3 projects they wanted to fully fund, which came to $80,000. As we got closer to closing the gap, the audience was not willing to give up. As we surpassed our goal during the Fund-A-Need, I asked what other projects we could fund, and used those as new benchmarks for the audience as we moved into the live auction and closed out the evening.

Mission Success

Bringing in a Fundraising Auctioneer and Fund-A-Need expert will most definitely raise more money at your event, but the only way to have true success is to do the leg work first. The room needs to have the right people and they need to be prepared and educated about your mission. So how can you make your next event profitable? Consider these questions:

Does this guest list have capacity (or interest) to give?

How are some ways I can share our mission with them before the event even starts?

Do I have someone who can clearly communicate our mission and make an impactful ask?

Start with these questions and go from there.

As always - Happy Fundraising!

How To Have A Successful Fundraising Gala Without Planning an Auction

Did you know this is possible? I know, it pains me to say it as an auctioneer, but you can have a successful Fundraising Gala without having any auction. I know what you are thinking! Surely, she can't mean NO auction. She must be talking about Silent Auctions. Nope. I mean NO auctions. No silent auction. No Live Auction. You can just have a Fund-A-Need (sometimes called a special appeal/cash auction/giving moment) and have a very successful gala.

When auctioneers started conducting Fund-A-Needs, it was because they noticed that after their live auction of 8-12 items, there were some bidders who bid thousands of dollars, but because they didn't win the auction item, that money was lost. So instead of losing that revenue, they would do a catch all ask to try to capture that money from donors. 

Fast forward 10 years.

Now, the Fundraising Appeal/Fund-A-Need portion is the highest revenue generator for most of my events. In fact, I have clients that don't have an auction at all, they just have a Fund-A-Need and it is wildly successful. 

With the right strategic preparation and planning, your organization can have a Fund-A-Need or Special Appeal that will engage the majority of your audience and allow them to partner financially with your organization in the amazing work that you are doing. 

How to make your Fund-A-Need successful: 

1. Pick a specific need within your organization

This is important because it helps you set a specific goal for your fund-a-need and it allows your guests to have something tangible that their funds will be going towards.   I know your organization does many wonderful things to further your mission, but your donors want to be inspired and given a specific way that they can help your organization. 

2. Work your program around the need you are addressing that night

I am a fan of keeping programs short and sweet, but making sure every minute of the program is focused and intentional so that you can keep your guests' attention the entire time and ensure that they are fully engaged when we present the Fund-A-Need.

A program formula I like is:

1. Welcome (by emcee, president or board chair) 2-5 minutes

2. Brief Overview of Organization and Mission for new guests 2-5 minutes

3. Brief overview of what has been accomplished in the past because of the donors in the room and an introduction of what is next for your organization (the need of the night) 10 minutes

4. Brief Testimonial of someone your organization has helped (ideally a video testimonial so you can control the time and the attention of the audience) 2-5 minutes

5. Fund-A-Need/Special Appeal by auctioneer 10-15 minutes

6. Thank you to all the donors in the room and the specific Sponsors by President/Executive Director/Board Chair/Etc 10 minutes

7. Entertainment/Raffles/Housekeeping Announcements

This all takes less than an hour and you should start the program as soon as the salad is cleared so that people can eat dinner while listening. If people are eating, they won't be as tempted to talk to those around them and you will have their full attention

Every event and organization is different, so this formula is just a guide to get you started. Schedule a consultation with me to discuss how you need to order your program for optimal success. 

Get your Fund-A-Need Framework STAT!

Learn how to connect with your guests and turn them in to die-hard donors.

Send it my way!

3. Tell a story behind your need

Storytelling in nonprofits is widely talked about these days. We all (hopefully) know that storytelling is important and that is because stories emotionally engage potential donors. 

Examples:

If you are raising money for medical research, don't bore your guests with statistics and science. While, I think that stuff is super interesting, it takes a lot of energy to listen to and process. Instead, tell a story about someone everyone in your audience can relate to. Perhaps a mother, or a child. A story humanize the need which inspires action.

If your school is raising money for technology, don't talk about the apps and programs (no one cares or understands), instead talk about the teacher who was able to make a breakthrough with a struggling student because she integrated technology into her lesson plan. Every parent can remember a time when their student struggled with something and would give anything to help them get it. 

Brainstorm this. There are so many great resources on nonprofit storytelling. As a part of my tailored consultation, I can help you decide what stories will make the biggest impact on your Fund-A-Need. 

4. Inform your donors before the event

Some of the most successful Fund-A-Needs I've conducted have engaged the donors before the event. The invitation featured a story of someone impacted by their organization (specifically the cause at hand). Their email reminders had another success story. They shared videos on their social media feeds. So when the donors showed up that night, it was not their first time being exposed to the need or the organization's capabilities. They had been courted and prepped and were ready to be invited to partner in helping with the organization's mission. 

If you want to see if dropping your auction is the right choice for your fundraising gala or you want your event to be more focused and engaging in general, schedule a Call with me.