Tips On Making The Ask

GETTING STARTED
Many people have difficulty getting started with solicitation because they are uncomfortable asking for donations. This is natural.

Remember, you are not asking for donations for yourself, but for a cause that benefits others every day. United Way programs work year round providing solutions to the problems of homelessness, hunger, substance abuse, and health issues.

When you ask a fellow employee to make a United Way pledge, both of you are helping to make our community a better place to live and work.

FIVE STEPS TO SUCCESS
Make personal contact. People give to people. Set up a face-to-face meeting to ask for a pledge. Don’t leave the pledge forms on desks. Surveys tell us one reason people do not make contributions is because they were never asked! When you start, call the people you know the best. This will build your pattern of success.

Know the facts. Read the materials carefully. The more you know about United Way and its programs, the easier your job will be. If you do not know the answer to a question, don’t bluff. Find out the answer, and then get back to the person. Be sure you talk about your company’s campaign goals and objectives as well.

Encourage payroll deductions. Payroll deductions are easy and convenient because they are paid throughout the year. Therefore, people are able to give more by this method. Gifts are a personal decision. Yet, you can remind others that even a small increase of as little as $1 or $2 per pay period will create a meaningful impact. And don’t forget to make your own pledge first!

Be prepared for questions and concerns. People want to know their money is being used wisely and may have questions about United Way and how it benefits our community. This guide contains answers to many frequent questions. Refer to it for help or contact your United Way representatives for more information.

Follow up with everyone and say THANK YOU. It is important to have a response from every potential contributor, regardless of whether or not they contribute. And remember to thank everyone you solicit. Everyone’s time and gift are truly appreciated and a pleasant “Thank You” is an important part of your efforts. Your task is complete when all the pledge forms are returned.

YOU CAN DO IT!
People on your lists may express their concerns or questions about United Way. Or they may have hesitations about making a charitable pledge. Usually they only need a better understanding of where their money will go and how it will help.

Be positive and confident, never pressuring or coercing. The best way to get pledges is to inform others about the 65 local programs United Way supports and offer them an opportunity to participate in solving community problems.

LISTEN CAREFULLY!
Use the 70/30 rule: Allow others to do 70% of the talking while you listen carefully. Most people will simply ask a question. For others, what may have been expressed as a concern or objection may also be a question. Probe by asking for more information to clarify what they need to know. Above all, encourage the person to talk, and acknowledge their needs for answers.

Find out if a person’s concerns stem from a misunderstanding or from skepticism.

Remember, every question or comment, even if it is negative, is an opportunity to communicate and share the positive aspects of our United Way, its agencies and the people it helps. Generally, when concerns are expressed, they are not directed against you, so don’t take it personally.

SAVE THE FACTS!
Support the needs of the person with necessary information. If you have the answer at hand, tell the person. Again, if you are not sure of the answer, be honest and say so. Then contact your United Way representative. We will get the answer! Then be sure to get back to the person.

AVOID ARGUMENTS
Remember the adage about winning the battle, but losing the war? You may win the argument, but lose the pledge. Your task is not to match wits or verbally fence with the person. Nor is it necessary to overwhelm with rhetoric.

Instead, relax and be yourself. By listening, gathering information, clarifying questions or concerns and giving clear answers/benefit statements, both of you can work toward an area of common agreement.

GIVING IS A PERSONAL MATTER.
Gifts to United Way are voluntary. Whether a person gives to United Way or not may depend on factors other than the worthiness of the charity. Once your prospect is educated about United Way and understands how your gift will help others, you have done almost everything you can to influence his/her decision. The ultimate decision is up to them. Always respect that and thank everyone for his or her time.

Please click on the link for our NEW ECM Partnership Manual:

If you need further information on how to run an effective Workplace campaign, please contact Chris Rouse, Vice President of Development at (540) 777-4203 or email at crouse@uwrv.org.