School Fundraising: Creating an Outline

If you and your child have been avidly following my blogs and implementing the different techniques, you are probably ready to dive in and begin presenting. Just like any quality presentation, it is very important to work from an outline. The goal is not for your child to sound scripted. Instead, having a rubric enables your child to concentrate on the customer’s needs and personality.

We have discussed how important it is to meet the needs of the customer first and foremost. Placing others ahead of ourselves requires patience, but is often rewarding in many ways. The rubric is very flexible. It will be an opportunity for your child to understand the layout of an outline (if this hasn’t already been taught in school) and the uses for it. If we use the outline correctly, we should sound very natural during the presentation, inserting dialogue with any opportunity.

Below is an example of a presentation outline. The most important thing to remember is to know your customer. If your customer begins a story, encourage more details or share a similar story of your own.

I. Introduction (“The Pan”)-The Pan is the basis for your presentation.
A. You – “Hello, I’m Jennifer…”
B. Your Cause – “I’m a part of X organization…”
C. Greeting – “How are you today”

It’s very important here to greet the customer rather than beginning to speak about the product. Remember, it’s not about the product; it’s about the customer. You haven’t even gotten to know the customer yet, so you cannot be certain how or if it will meet their needs.

II. Body (“The Cake”)- The cake is the savory part you give and receive details.
A. The Product
B. Why You Chose This Customer
C. Possible Needs/Goals The Product Can Fulfill

Help your child to overcome the fear of talking about the customer. If your child explains that the reason for choosing this customer is to get the neighborhood involved or because “rumor has it” that this customer likes chocolate (for example), your child will be creating a bigger purpose than the product itself.

III. Call to Action (“The Frosting”)- The frosting is the reward and tie-off.
A. How Many?
B. Who Else?
C. Follow-Up

This final stage is the glaze on the sale. Your child should be comfortable asking for referrals because the customer will most likely refer those interested in fundraising activities or the particular product available. This is a great opportunity for your child. Then, scheduling a follow-up or delivery is vital to end the sale on relationship rather than money.