In a blog post last month, we revisited C2Auctions’ Three P’s, the strategy we use to strengthen one of the most important fundraising moments of the evening: the Fund-a-Need. It’s an approach we’ve used for years and also share in our book, From Planning to Proceeds.
Over the next few months, we’re taking a closer look at each one, beginning with Pre-Solicit.
The best Fund-a-Needs may feel spontaneous, but the strongest ones are rarely left entirely to chance. Momentum in the room is much easier to build when some of it has already been created before guests arrive.
Start the Conversation Early
Too often, organizations wait until event night to find out who is willing to participate in the Fund-a-Need.
Pre-soliciting changes that.
Starting with your highest giving levels, identify guests who may be likely to support the Fund-a-Need and begin those conversations before the event. Some may be ready to commit. Others may simply appreciate having the opportunity to think about their gift ahead of time.
Both matter.
And don’t stop after securing one or two top gifts. A successful Fund-a-Need depends on participation across multiple giving levels. The more guests who arrive having already considered their gift, the more momentum is already in the room before the first paddle goes up.
Keep It Personal
The outreach itself matters, too.
A Fund-a-Need gift is personal, so the outreach should feel personal as well. Think about who has the relationship with the prospective donor and who is best positioned to start the conversation.
Often, a thoughtful phone call or text from the right person will be more meaningful than another event email.
The goal is not to script what happens on event night. It’s to create the conditions for people to participate confidently and for momentum to build naturally.
Pre-solicitation doesn’t take the energy or spontaneity out of the Fund-a-Need. It helps create it.
Next month, we’ll take a closer look at the second P: Publicize.
