| Looking for some tips on improving your youth | | | | important to do this and to have each seller commit |
| sports fundraising? Every youth sports league must | | | | publicly to doing their part. |
| fundraise to cover expenses and keep fees low. So, | | | | Have each seller stand up in front of their |
| how do you raise more funds? Focus on these seven | | | | teammates and state how many prospects they |
| factors and you can easily double your results. | | | | have. Then have them make a commitment to raising |
| Product Selection | | | | a certain financial amount. Set minimum amounts and |
| In youth sports fundraising, it's so important to select | | | | encourage competition by offering prizes for various |
| the right products to sell. The right selection is one | | | | achievement levels. |
| that has mass appeal, an above average price point, | | | | Location, Location, Location |
| and good profit margins. | | | | Another way to boost your youth sports fundraising |
| Don't sell what's always been sold every year. | | | | is by going where the prospects are. Your group can |
| Consider choosing items that meet the criteria below. | | | | reach incredible numbers of people just by setting up |
| Product Price Point | | | | fundraiser sales tables at entrances to high-traffic |
| Your product offering should be at an attractive price | | | | retail locations. |
| point. This means it should be neither high nor low, | | | | Grocery stores, home improvement stores, and mass |
| but rather right in the comfort zone that encourages | | | | merchandisers are all places where hundreds of |
| people to open their wallets. | | | | prospects are available. Get permission well in |
| If you're selling a low-priced product, you are at a | | | | advance from the store manager. |
| disadvantage because you aren't maximizing your | | | | Set up a small table to display your fundraising |
| revenue from each prospect. In this situation, try | | | | product items. Staff your spot with two adults and |
| bundling a small quantity together and ask for more | | | | two kids for each 90-minute shift. |
| dollars. | | | | Decorate the area with league banners and |
| For example, if candy bars are being sold for $1 each, | | | | large-lettered signs explaining your offer. Your signs |
| put together variety three-packs or a family | | | | must inform them well in advance of reaching your |
| ten-pack. Get your prospect thinking bigger numbers. | | | | display and sales table. That way, those interested in |
| Many of them will step up to the bundle. | | | | helping your sports team will be primed to stop and |
| Product Profitability | | | | will be more receptive to hearing each youth's sales |
| It's important that your fundraising product has a high | | | | pitch. |
| profit margin. Ideally, you'd like to make 80% or | | | | Example: |
| more if you can. This would be products like discount | | | | "New Uniform Fundraiser" |
| cards for two-for-one deals at fast food places. | | | | "Tasty 3 lb. Cookie Dough - $10" |
| Many standard items have a profit margin of 50% | | | | Imagine how many potential prospects there are at |
| and that's OK. It just means that you'll have to pump | | | | those locations who are completely outside your |
| up the volume to make the same net that you | | | | normal range of contacts. Now, go out there and sell |
| would with higher profit items. | | | | them something! |
| If the product chosen is one with a lower profit | | | | Have Fun |
| range of say 40%, then it needs to either be a | | | | Always make raising funds fun for the kids. Their |
| higher-priced item or it needs to be likely to inspire | | | | emotions are subconsciously communicated to each |
| quantity orders from each prospect. For example, | | | | potential prospect. |
| cookie dough is often in this range, but price points | | | | If they are smiling while cheerfully communicating |
| are $10 & up. Many families will buy two or | | | | your team's need and asking for help, then chances |
| three units. | | | | are good they'll get a favorable response. |
| Sales Script | | | | If they're looking down and mumbling some garbled |
| Don't send your sellers out unprepared. Part of youth | | | | sales spiel, then chances are more people will pass on |
| sports is teaching and helping kids with their sales | | | | the offer. The way to get them involved is to have |
| skills goes a long way toward building self confidence. | | | | some competition going, have some fun activities |
| Here's what to tell them: | | | | built around the process, and have some rewards |
| 1 - Make eye contact, smile and introduce yourself. | | | | waiting for success. |
| 2 - Say one sentence about why you are raising | | | | For example, post a list at each team practice of the |
| funds. | | | | top sellers. Everybody loves to be recognized! |
| 3 - Say second sentence that asks for their help. | | | | Do a fun activity just for those who help out by |
| 4 - Make sure that sentence includes the word | | | | working the retail location sales table. Take the |
| "because". | | | | participants bowling or to a batting cage or a golf |
| 5 - Extend sample item, catalog, or order sheet. | | | | driving range. It'll bond fathers and sons and |
| 6 - Suggest a personal favorite item or bundle. | | | | encourage increased participation. |
| 7 - Always ask for the order. | | | | Have a rewards party after the fundraiser wraps up. |
| Prospect, Prospect, Prospect | | | | A simple pizza party or group picnic is sufficient. Just |
| Now that your kids know what to say, they have to | | | | make sure that everyone gets recognized for |
| have prospects for their sales pitch. You can't set | | | | pitching in. |
| sales records without having a large supply of | | | | Allow the kids time to run around and enjoy |
| prospective customers. | | | | themselves. After all, isn't youth sports all about |
| Have everyone make a list of their potential | | | | having fun? |
| customers. Have them do it as a team exercise and | | | | Follow these seven tips and your team's fundraising |
| make sure they write them down. It's very | | | | effort will be a big success. |