And the arrows point to ... items, and no bid sheets!

What’s missing from the silent auction table in this photo?

There are no bid sheets. You see three items, and no bid sheets.

Your silent auction can now “go digital” through the use of handheld electronic devices.

There are a handful of companies offering electronic bidding technology.  Each has their own approach.

At this auction, guests were handed the electronic device (the size of a cell phone) when they registered.  They carried it with them and when they wanted to bid, they entered the item number and pressed a button to record their bid.  The wireless network allowed them to bid wherever they were … in front of the item, sitting at their table, or in the bathroom.

The devices are used for silent auctions and cash appeals where the bidding is slower. They aren’t used for live auctions.

(For you tech-y readers: I’ve worked one benefit auction in which we did have live internet bidding. That auction used software made for commercial auctions, not benefit auctions. The technology exists for you to use internet bidding in your benefit auction, but most groups don’t use it.)

I wanted to give my thoughts on the advantages of these devices as a preview to Thursday’s FREE technology call.

1. Ease of bidding

By far, the biggest advantage is how easy it is to bid. Rarely are venues ideal for silent auctions. If you have 600 guests and 100 items all squeezed into an ill-shaped space, the devices make it easy to bid without leaving your group conversation.

Guests still seem to take a look at each item upon arrival, but once they’ve seen it, they don’t go back. They often place their first bid during their initial walk-around, and thereafter bid from wherever they happen to be.

If your silent auction is crowded (lots of people with no room to maneuver), this technology is a definite plus.

2.  Men love them.

Not to say that women don’t like them, but the marked difference here is with the men. Silent auctions have traditionally been the domain of women, but give a male one of these, and — as one guest told me — “He’s hogging it like it’s our television remote.” If your auction has more men then women, keep this in mind.

My thought: Can you hand out two per couple, so both partners have a shot at bidding?

3.  Streamlined appearance on the silent auction tables

As you can tell from the photo, your silent auction tables will look sleek. Without the added clutter of bid sheets and pens, your tables appear clean.

4.  Instant gratification of benefit auction results

Because the bids are recorded instantly, you (the non-profit) can immediately get a sense for how well you are doing.  No longer do you need to walk around and look at bid sheets; you can monitor your system.

5.  Less conflict (maybe).

At some silent auctions, guests will jockey to place final bids on items as the tables close. Some situations get ugly.

But with these devices, silent auction tables are closed electronically, on schedule.  The system “shuts off” at a given time. If the tables are scheduled to close at 8:30 PM and the guest’s last bid isn’t in the system by 8:30 PM, that guest loses the item because they failed to place their bid in time.  It’s hard to argue with a computer.

(That said, we here at Red Apple Auctions have a unique way of closing our silent auction tables that eliminated this type of confusion and fighting.  Although this point wouldn’t be a big perk for our clients, it might be a perk for you.)

6. You might make more money.

Here’s my take:  If you’ve never invested in any type of improvements for your benefit auction or silent auction specifically, you’ll have a huge increase.

But if you’ve been making changes along the way and working with an innovative auctioneer or consultant, you might not see much of an improvement.  There are no guarantees.

For instance, a Texas reader wrote to me that her silent auction was markedly down after using electronic devices.  One auction I worked, the appeal was down from last year by several thousand dollars, though the yields in the silent auction were modestly higher.   Another client couldn’t justify the change, considering the strong silent auction yields she already got. “I don’t think I’ll gain more than what the system will cost,” she said.

So …. what’s the right answer for you?

It depends on your goals.

The devices are slicker than a whistle!  But you’ll need to make a decision based on what you’re trying to achieve.

Update as of December 2010: In November I’d held a free teleclass on this topic, teaching listeners about an affordable software solution for small auctions.  From time to time I hold teleclasses and they are announced in my (free) electronic magazine.  Subscribe to Benefit Auction Ideas to get notified of other calls.

© 2010 Red Apple Auctions Co.  All Rights Reserved.

A reverse auction?

I had to smile.  Perhaps more than any other activity during an auction fundraiser, cash appeals are called a variety of names.

Let’s describe it so we all understand the activity:  An appeal is a direct request of the audience, asking them to make a cash donation to fund the organization.

During an appeal, the crowd is – in effect – giving a group gift to the charity.  “Here’s our money,” the audience cries in unison to the organization, “Live long and prosper!”

So what are the names I hear for appeals?

I’ve heard at least 17 different names:

• Cash appeal / Appeal
  
• Paddle Raisers / Raise the Paddle
• Gift from the Heart
• Dutch Auction
  
• Mission Call / Mission Moment
  
• Fund a Need / Fund an Item / Fund a Program
  
• The Challenge
• Love Offering / Love Gift
• A Bid Down
  
• The Shakedown (a tongue-in-cheek reference, and my personal favorite)
• And now … The Reverse Auction

Which sounds good to you?  Perhaps regional differences play a role here.

Generally speaking, what you call an appeal isn’t a problem, unless you are calling it a different name all of the time.

Select a name, and stick with it.  You and your auction committee should always refer to it by that name so you, other committee members, and your guests do not become confused.

If you conduct an appeal, what do you call it?

(c) 2005-2010 Red Apple Auctions LLC

P.S. Like quick insights?  If so, you’ll enjoy my Benefit Auction Ideas e-zine.  Twice a month, auction tips are delivered direct to your in-box.  Sign-up here.

This non-profit helps adults and children, but they used a key slide to focus on the "kids" portion of their program.

To read Part 1 on “Using Kids to Raise Cash,” click here,

Over the past few months, I’ve offered several tips on how to manage your charity auction in a bad economy.

You can use all kinds of techniques to ensure your auction revenues remain strong in a bad economy, but one solid strategy of raising money – regardless of the economy – is to show guests how their donation impacts children.

Children (and animals, to a large degree) seem to have a universal appeal and you can tap into that at your auction gala. 

Many organizations benefit kids in one way, shape, or fashion, so if you have an angle that you can incorporate into your event, consider doing so.  Even when the children aren’t attending your benefit auction, you can still successfully incorporate them into the fundraising plan.

This post covers two strategies:

3.  Let a Powerpoint slide tell the story

In a ballroom, Powerpoint slides can provide imagery.  At this gala raising money for heart-related causes, a child’s photo was displayed with the text, “Nora Grace’s heart was mended by Dr. Bill Hammill, and she hasn’t stopped dancing since.”

Plus side: Easy to create. One slide can be broadcast on multiple screens so everyone can see.

Negative side: Unless a speaker specifically refers to the slide, guests might never bother to read it.

4.  Reach out and call (or text) someone

Guests were encouraged to text scholarship recipients while dining.

This idea incorporates older kids into your gala.  Granted, these kids might have outgrown their “cuteness factor,” but they have the added advantage of being able to thank donors with an added degree of articulation!

One fundraising auction was raising money for college scholarships.  As you can see in the photo, each table had a table tent listing a student’s name, general information, and his or her telephone number (I’ve blocked out the phone number in this photo). Over dinner, guests were encouraged to text or call the student to chat and say, “Congratulations on your scholarship!”

Plus side:  It’s as high-touch as you can get without having the recipient attend the event.  It brings a donor directly into contact with the recipient of their donation.  I love that!

Negative side: Coordinate in advance. Recipients need to know they could be called. Not all recipients will be choice candidates to speak with a donor.

Kids can make a splash at your event — and help you raise dollars! — even when they aren’t physically present.  Use these ideas to get to your donor’s heartstrings.

©2005 – 2010 Red Apple Auctions LLC

P.S. As great as this information is, it’s old news.  I shared these ideas months ago with readers of my FREE e-zine, Benefit Auction Ideas.  Subscribe here.

But the good news is that you can receive advance notice of the next FREE teleclass by signing up with your email and name on the right.

When you sign-up, you’ll get a free bonus (the Item Guide) to get you started with procurement. Then every other week , I’ll send you information about classes, free auction tips, and other juicy information, all designed to improve the financial success of your auction.

(Oh, P.S. — I email you the item guide immediately, so check your email as soon as you sign-up.)

_______________________________________

A number of you inspired me to dig deep into how and why some auction chairs have super-successful auctions and others don’t.  After three months of research, I’ve got the goods.

In fact, depending on how long you’ve been getting my information, you might have participated in step one of this research (a
survey).

After hearing from you, talking with clients, and meeting with Auction Chairs, I’ve noticed trends.

When these women step in to work the auction … especially when it’s their first time … they have some misconceptions that often don’t get corrected until well into the planning cycle, if ever.

They’re smart women, but by the time they realize what needs to change, “the auction train has left the station.”

It’s too late.

Misconceptions about planning.
Misconceptions about items.
Misconceptions about volunteers.
Misconceptions about the silent auction.

I’m calling these misconceptions “myths.”

The auction rolls forward.
Time runs out.
Tensions run high.

The money is collected (it could have been better) but the truth is, the planning process was frustrating, overwhelming, stressful, and NO ONE WANTS TO WORK ON THE AUCTION AGAIN!

In the end, the Auction Chair knows something wasn’t right.
They’ve lived the event.
They figured some pieces out.

But had they only known THEN what they know NOW.

On Wednesday, December 2, you’re going to hear about these myths, so you can learn from experience….

Inaccurate thinking which led to problems like overestimating auction revenue, underestimating resources needed, and generally failing to prepare as well for the silent auction or live auction.

And of course, I’m going to counter this information with some new thinking and ideas.

I’ll see you there!

Love and success,
Sherry Truhlar, CMP, BAS
Red Apple Auctions LLC

P.S. I’ll also be sharing something on the call that those of you with 2010 auctions will NOT want to miss.

Sherry Truhlar speaking at a spring event. (Or maybe working as a sign language interpreter.)

If you’re seeking quality benefit auction ideas and fundraising auction information, this is one of those no-brainer events to attend.

For those of you living in the Washington, D.C. / Baltimore corridor, I invite you to meet me in Millersville, MD (near Annapolis) on Tuesday, October 6 from 10 AM – 2:30 PM, where I’ll be speaking.  As I type this, I believe we have 5 spots left.

In a hurry?  Register here.

I am passionate about improving auction ROI (return on investment), so I’ll be speaking on the best ways I’ve seen to max out your returns.

I’m presenting in conjunction with Auctionpay, an auction software company.  But the seminar is not a full-blown sales pitch.  It’s about sharing best practices.

I am so confident in this presentation that I’m giving you my 100% money-back guarantee.

If you attend this event and feel you just heard a 3-hour sales pitch for software, I will pay your registration fee myself.

Here’s what participants have written on their survey forms after attending this talk:

“Sherry was excellent…she spoke well and definitely knew her stuff.” (production company in Florida)

“The presenter was very versed in the auction process and demonstrated excellent experience in execution.” (Director of Special Events in Pennsylvania)

“Just wanted to thank you for the incredibly helpful information you gave at the Auctionpay seminar this morning. It far exceeded my expectations and I left feeling better equipped and excited about our next event.” (Development Director in Oklahoma)

“The seminar was full of good knowledge and helpful tips for conducting an auction. Great ideas that will make our auction more successful” (Fundraising Chair in Georgia)

(Ready to register?  Click here .)

As I thought about why you might want to attend, I immediately came up with six reasons:

1. It’s content-rich. One of my clients will be attending their 3rd seminar to get more content.  It’s that good.
2. You’ll walk away with ready-to-implement ideas.
3. Get your unique questions answered.
4. It doesn’t matter if you aren’t using auction software (or if you are using a different vendor), the tips you’ll learn convey across your auctions.
5. It’s therapeutic. You begin to realize your share challenges with others. Like cheap group therapy.
6. Last seminar at this price. This is the last time you’ll be able to hear this much content and get lunch for $20.  Lots of other companies charge $80 to $300 for this same level of content.

Here are a more comments from others:

“I walked out of the seminar with many new ideas and lots of excitement!” (Development Administrator in Washington)

” Excellent resource for anyone preparing to conduct a benefit auction!” (Auction Coordinator in Washington)

“… a very focused presentation that went directly to the fundraising and its procedures and problems.”
(Board member in Delaware)

I would truly enjoy meeting you in person.  Here’s our chance!

If you live in the area, you owe it to your charity to attend this event … and please be sure to introduce yourself.

One more time. Register here.

During the course of my consultations with clients, we often discuss a cash appeal.  If the organization is new to the concept, I explain it to them.  One of the first questions I am asked is, “Don’t you think that we’ll make less money in the silent auction and even the live auction if we also conduct an appeal?”

No, I don’t.

Here’s a wedding-based analogy to explain my point.

I’ve attended a few weddings during which the bride and groom have a money dance.  For a song or two, a guest can dance with either the bride or groom for a fee.  Depending on the crowd, the guests might pay $5 to $100 for the privilege of busting a move with one of the newly-married individuals.

Given that each of those guests has already given a wedding gift to the couple, anyone who contributes during the money dance is “gifting twice.”  Do they care?

I don’t think they do. I don’t think it affects the actions of any guests.  Those that want to dance will dance, regardless of whether they already gave a gift to the couple.

Imagine the scene.  The music is jamming, guests are dining on good food and strong drinks, and everyone is chatting.  In the midst of this great time, it’s announced that there will be a money dance.  Joe and Helen, two of the guests, cheer and clap with the crowd: “Whoo Hooo!”

Joe is excited!  He’s happy for the couple!  He jumps up to grab the bride for a dance.

Which scenario happens next?

1.  Joe whisks the bride around the floor to a fast polka while slipping her a $20 bill.

OR

2.  Joe stops abruptly at the edge of the dance floor.  “WHOA.  Wait a second,” he thinks, “We gave this couple a gift.  My wife bought them sheets and I wrapped them earlier today.  Those greedy, unappreciative kids.  We already gave them a gift, and they have the nerve to ask for more.”  Joe skulks back to his chair.

I’ve never seen the second scenario happen. Have you?

It seems the decision to make a cash gift donation occupies a different place in our psyche than the decision to bid in a live or silent auction.

When presented properly to the crowd, appeals can only build your total auction revenue.

(c) 2009 Red Apple Auctions LLC

P.S.  This blog post is OK, but – wow! – you should read the useful articles I write for my (free) Benefit Auction Ideas e-zine.  Subscribe here.

Have a display explaining the need for your cash appeal, as was done at this hospital gala.

Many auction ideas can help you raise cash, but no other singular activity during your auction fundraiser will have more financial impact than the cash appeal.  It can be such a cash cow that one of my clients has no live auction and only conducts an appeal.

The appeal goes by various names:  gift from the heart … cash call … raise the paddle / paddle raiser … community gift … fund a need … or even — as one of my client’s says tongue-in-cheek — “the shakedown.”   Whatever you call it, there is a strict protocol to follow if you want to be successful.

Here are seven pointers.

* Select a single item or cause to fund.

You will confuse your audience if you have a laundry list of activities or items.  I saw an appeal flop at one school because they insisted on raising money for three items.  Some members of the (tipsy) audience became confused and thought they could choose which item they got to fund.  Ugh!  Keep it simple by keeping it singular.

* Advertise the appeal.

Just as you would advertise a silent auction item or live auction item, you should advertise the appeal.  Talk it up prior to the gala… put it in your catalog … highlight it in your program … ensure it has its own display table in the silent auction (see photo).  Showcase it.

* Describe the need.

This can be conveyed in a heart-wrenching video, a heart-warming live testimonial, or via a short plea from someone close to the need who can succinctly describe its impact.  Guests need to understand where the money is going, and how it will help the cause.

* Offer several different pledge levels so everyone can participate.

The appeal is the “group gift” of the gala, but not everyone is going to be able to give at the same level.  By offering four to six different levels of pledges, you ensure everyone in your crowd can give and feels good about it.

* Begin by asking for the most amount of money (your highest giving level), and end by asking for the least amount of money (your lowest giving level).

This is simple psychology.  Asking a guest to pledge $100 seems a modest request after they have just witnessed other guests pledging $1000.

* Ask auction guests to raise their bid card to make their pledge public.

With few exceptions, public pledging will raise more money than silent pledging.  Pledges written on notecards and collected by volunteers just isn’t as effective.  When a guest watches a neighbor raise his bid card, there is subtle pressure to do the same.

* Announce the total of what was raised.

Guests are always curious about the total, and my experience has been that even when the money raised hasn’t been as spectacular as privately had been hoped, guests don’t know it.  “Wow, we raised $25,000! ” a guest will tell me (even though we hoped for $35,000…), “That’s wonderful!”  Announcing the total inspires guests; they feel good about their participation.  You’ll likely even collect a few more donations as guests check-out.

© 2009 Red Apple Auctions LLC