Scentsy Fundraising Training. A Scentsational Opportunity

Transcription

1 Scentsy Fundraising Training A Scentsational Opportunity

2 Introduction to Fundraising Fundraising is the process of soliciting and gathering monetary contributions for a specified cause or purpose. As a Scentsy Consultant, fundraising represents another strategy for you to consider in operating and growing your business. Although you will be donating your time, resources and Commission to the organization seeking fundraising support, there are many benefits that make this business opportunity worthwhile.

3 Why Fundraising? Give More Than You Take within your community Reach people you normally would not meet Develop a new customer base Reach your personal and team goals Very little out of pocket expense Take advantage of host rewards

4 Donate My Commission Are You Serious? All fundraising participants have the potential to become a customer. Consultants are giving up a short-term financial gain for a long-term financial reward as shown in this simple comparison example: Fundraiser Event Profit Customers Avg. Sale Commission (@ 25%) Months Total 20 $25 $6 1 $125 Now let s look at the potential profit of just 50% of the fundraising participants becoming and staying your customer for a year: Future Customers Annual Profit Potential Customers Avg. Sale Commission (@ 25%) Months Total 10 $15 $ $450 Fundraising creates a perpetual revenue stream for your business. When factoring in referrals and additional fundraising, your business can grow exponentially.

5 Which Organization Should I Help? Scentsy fundraisers are perfect for any cause seeking a monetary contribution. Supporting any organization is a personal decision. Scentsy recommends working with an organization supporting a cause you are passionate about. Some types of organizations you may want to consider are: Schools Animal Rescue Churches Service Groups Community Clubs Philanthropic Organizations Youth Sports Contacting more than one organization may be necessary. If more than one organization is interested, consider staging each fundraiser for different date ranges to manage your sales, time commitment and resources.

6 Soliciting the Organization How do I solicit the organization about fundraising? Determine who in the organization makes decisions on fundraising events and contact them directly. In most cases, your sales pitch will be directed to a senior member of the organization: President Committee Chair Board Chairperson Owner or Manager Principal Coach How should I present Scentsy as the best fundraising option to the organization? Be prepared! Making a good first impression and fully explaining how you will conduct the fundraiser are critical. This training will give you the tools and strategies to be successful.

7 How Much Of My Commission Should I Contribute? This is a personal decision and involves many factors: Financial Situation Cost / Benefit Analysis Donation Amount? Rate Negotiations Charitable or Marketing Expense Most Consultants contribute between 10-30% of the fundraiser s personal retail volume (PRV).

8 Commission Donation Considerations Key Point: The IRS defines a charitable contribution as a giving event to a registered 501(c) organization. Consult your tax professional to determine if treating your commission as a donation or a marketing expense is best for you. Are you an Escential Consultant? Sell 1,000 in lifetime PRV to earn 25% commission. Any Consultant selling 2,000 in monthly PRV earns a 5% commission bonus. Sales qualify for Shooting Star, Scentsational Start and Incentive Trip requirements. Fundraising Collateral Cost Quantity Quantity Quantity Flyers, Envelopes and Order Forms $28.00 $46.00 $92.00

9 Presenting to the Organization What are the benefits to the organization of a Scentsy fundraiser? Fun, educational and financially rewarding Complementary safe fragrant products Free colorful and engaging product collateral Single point of contact for issue resolution Free shipping on most orders Orders are custom packaged, personalized and delivered by you Scentsy is a member of The Association of Fund-Raising Distributors & Suppliers (AFRDS) Other ideas: Additional donation for every party booked Incentives and/or prizes for the participants Thank you basket to organization

10 Consultant Tools Drive for Success Fundraising Letter Introducing Scentsy On the workstation resources tab, Scentsy offers a letter from Heidi and Orville that introduces Scentsy and explains our products, their benefits and why a Scentsy fundraiser makes sense. Fundraising Flyer Economical brochure displaying Scentsy s core products. Consultant alternatively may choose to use the catalog or incorporate other Scentsy flyers (i.e. colligate warmers). Fundraising Envelope Business tool for capturing all customer orders and payments by participant. The envelope also contains a pricing quick reference guide and general instructions to assist the participants.

11 Consultant Tools Drive for Success Cont. Fundraising Order Form Convenient and cost-effective form to capture up to two orders. This four part carbon form captures all customer personal and order information to comply with federal regulations and adequately supply a copy for the Consultant, Scentsy and the customer through each stage of the order process. Fundraising Fragrance Flyer Downloadable form (Workstation Resources) providing fragrance descriptions for the 80 seasonal catalog scents. A laminated version (not fundraising specific) is also available for sale through Scentsy Success in a 5 pack for $5. Scentsy Forum & Workstation Resources A wealth of fundraising tips, tricks and tools posted by Scentsy and fellow Consultants.

12 Consultant Tools Drive for Success Cont. Fundraising Poster Advertise your fundraiser with a convenient 8.5 x11 poster. Available through Scentsy Success in a pack of 25 for $4. Fundraising Button Personally promote your fundraiser inside and outside the organization you are supporting. Available through Scentsy Success for $3 per button. Thank You Card Communicate your and the organization s appreciation for each donation while planting a seed with the customer for future orders, parties and recruits. Available through Scentsy Success in a pack of 100 for $9.

13 Consultant Tools Drive for Success Cont. Personal Fundraising Letter This letter should be written, personalized and signed by you. It outlines anything you want to share with the organization about Scentsy or how you conduct a fundraiser (i.e. terms, pricing, prizes, etc.). Profitability Matrix This matrix can be part of the personal fundraising letter or kept separate. Ideally, the matrix should demonstrate current and growth fundraising projections for the organization: Participants If everyone sold $25 If everyone sold $50 If everyone sold $100 If everyone sold $150 Commission = 20% Sales Donation Sales Donation Sales Donation Sales Donation 25 $ 625 $ 125 $ 1,250 $ 250 $ 2,500 $ 500 $ 3,750 $ $ 1,250 $ 250 $ 2,500 $ 500 $ 5,000 $ 1,000 $ 7,500 $ 1, $ 2,500 $ 500 $ 5,000 $ 1,000 $ 10,000 $ 2,000 $ 15,000 $ 3, $ 5,000 $ 1,000 $ 10,000 $ 2,000 $ 20,000 $ 4,000 $ 30,000 $ 6,000

14 Consultant Tools Drive for Success Cont. Fundraising Agreement The fundraising agreement is an optional contract between you and the organization. This agreement should outline clear expectations, for you and the organization, at each progressive step in the execution of the fundraiser. Consider the following items when drafting your agreement: Consultant name and contact information Organization s contact (person) information Fundraiser start and end dates Commitment to hold an open house / training Collateral to distribute per participant Loan sample product (deposit required) Checks payable to Consultant or Collect sales tax on orders organization Provide copy of order form to customers Orders due by and delivery timing Proceeds do not include sales tax Prizes awarded at Consultant s discretion Profitability matrix Donation check timing

15 Overcoming Organizational Objections Organizations can object for a variety of reasons. This objection follows a common theme and offers several resolutions you can leverage: Objection: Other companies are offering a 50% profit from fundraising sales, why is your s less? Resolution: 1. Scentsy offers desirable, high quality and in some cases reusable products. Traditional fundraising products tend to be overpriced and oversold. Our products are new, exciting and reasonably priced. For this reason, Scentsy products will outpace the sales of other fundraising products. 2. Scentsy sells at a higher price point than most traditional fundraising products, therefore, the profit potential is much greater. For example, 50% on a $3 candy bar is $1.50 versus 20% on a $30 Scentsy warmer is $6. 3. Some fundraising companies charge you for collateral and / or for shipping. With Scentsy both of these potential costs are free (within the contiguous US).

16 Managing a Fundraiser Let s pretend you are managing a fundraiser in September. This timeline will help you see the major steps and requirements necessary to launch and complete one successfully: Timeline Fundraiser Steps 9/1 Start fundraiser. Gather participants to explain procedures and demonstrate products. Circulate sign-up sheet and hand-out fundraising packets. 9/1 to 9/19 Participants collect customer orders. Provide assistance and answer questions. 9/20 Close fundraiser and collect materials. 9/21 to 9/24 Deposit checks Order clarification and follow up. Start entering order(s) into the Workstation. Ship order(s) to yourself.

17 Managing a Fundraiser Cont. Timeline Fundraiser Steps 9/25 Complete and submit order(s) to Scentsy. 9/26 to 10/15 Scentsy is picking, packing and shipping your order. Make adequate room to store, package and group orders. Personalize! Prepare packaging and marketing materials. 10/10 to 10/15 Commissions are paid. Give donation check to organization. 10/18 Deliver customer orders. Pick a convenient day, time and location for everyone.

18 Working with the Participants Schedule and hold a meeting with the organization participants; this is very important to the fundraisers success. In this meeting you should provide an overview of Scentsy, our products, procedural expectations and answer any questions: Sign up sheet and fundraising packets Start and end dates Fundraiser purpose How to complete the order form, calculate sales tax and/or applicable shipping costs When payment is due Checks payable to whom The importance of Thank You Safety strategies for children When orders will arrive Your contact information Optional Ideas Loaning mini testers Offer prizes

19 Preparing The Customer s Order Personalize - dazzle, delight and impress! Show gratitude for their order. Share how much was raised for the organization. Provide helpful hints and suggestions. Include marketing materials for future orders (catalog, business card, etc.).

20 After The Fundraiser 1. Personally deliver the donation check and congratulate the organization for the success of the fundraiser. 2. Frank conversation with organization: What went well and what did not? Solicit for future fundraising business Ask for a referral 3. Follow up with each customer: Future orders Rewards for hosting Joining Scentsy

21 Thank You & Good Luck Fundraising