Once a fundraising prospect has been identified, how do you make a connection and pitch your products to them?

Put together a sales kit to send the prospect that includes at least two imprinted items that have been customized with that organization’s photograph, logo, or graphic (usually found at the organization’s website). A cover letter should be written explaining the benefits of your fundraising idea and asking for permission to meet with them to answer their questions.

Call your prospect and ask to meet with them. Try to find out details of fundraisers that the prospect has previously participated in to better handle questions and/or concerns. Ask the organization what the past profits have been and explain how you should easily exceed those. Show potential fundraising gift ideas along with supporting promotional posters and forms, and also discuss the differences between inside and outside campaigns.

-David Gross, Condé

David Gross

David Gross is president of Condé Systems Inc., of Mobile, Ala. For the past 24 years, he has devoted his work to advancing sublimation technology.

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