Money for the Cause by Rudolph A. Rosen

Author:Rudolph A. Rosen
Language: eng
Format: epub
Publisher: Texas A&M University Press
Published: 2012-10-15T00:00:00+00:00

SOLICITING DOOR-TO-DOOR

In small to medium-sized communities and in cities where neighborhood merchants may be familiar with the host organization, perhaps the best way to acquire auction and raffle items is to solicit merchants in business districts, shopping centers, and malls in a door-to-door fashion. If this solicitation is not done by an acquaintance of the merchant, this is a cold call and, as such, requires use of the same quick presentation and request described previously. The blanket coverage of going door-to-door makes this a more community-based form of solicitation than any other technique described in this section.

Because door-to-door solicitation is so effective in achieving a positive response from so many merchants, it is important to have a specific item in mind to request from each merchant visited. Otherwise, it is easy to end up with a large selection of items that may be useless. It is acceptable to ask for specific items. Because it is likely a merchant will be unable or unwilling to provide the exact item requested, it is a good idea to be prepared with a response. This can be a conversation focused on finding an acceptable substitute or a graceful apology about why a substitute offered by the donor is unacceptable. If a substitute is offered, it may be a good substitute, so acquisition team members must be able to make decisions and use good judgment. Negotiating a substitute requires authority to act on behalf of the host organization. But if all tactics fail, it does no good to accept donation of items that are of no use to the organization. Acquisition team members must be able to tactfully relate to prospective donors the particular needs of the host organization.

In the event of having to reject a donation, explain to the jilted donor the specific needs of the host organization and the requirement that each donation be used fully on the organization’s mission. Say that at this time a particular type of donation is needed to fit into the event as planned. In the future, other types of events may be planned and new needs may be met by donation of other items. Regardless of the outcome, thank potential donors and keep them informed about the host organization, perhaps by sending occasional notes or newsletters.

In addition to requesting donation of auction and raffle items during door-to-door solicitations, team members may ask retail merchants if they wish to underwrite or become sponsors of the event in addition to (or in lieu of) donating an item. Finally, should a merchant decide not to make a donation or become a sponsor, or in the event a donor’s offering is simply unusable, then it is always an acceptable last resort to ask for a cash donation.

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