Without a doubt, my pet peeve during this recession has been when the Executive Director, Auction Chair, or some other person of importance gets up to the microphone to say a few words at the benefit auction (e.g. thank sponsors and guests, etc.) and then — immediately before I walk onstage — pleads with the audience to “bid high, even though the economy is really bad right now.”
ARRRRGH! ARRRRGH! What are they doing?!
Ladies and gentlemen, remember this:
You will never, ever, ever get more money out of a group of people if you remind them of how bad they’ve got it.
And besides, who on earth are you talking to?
Consider your audience. There is no one sitting in your crowd who has it that bad.
Some of your guests just paid $50 .. or $100 .. or $250 … or $500 to attend your benefit auction. In the larger scheme of life, they aren’t doing badly.
Some of your guests are sitting at their employer’s sponsored table. In that case, we know they are employed. In the larger scheme of life, they aren’t doing badly.
Some of your guests are sitting at their friend’s table. Their friend paid for their ticket. If their friend can afford to buy multiple tickets, we will assume — by association — that everyone at that table is doing OK financially. In the larger scheme of life, they aren’t doing badly.
Every single person sitting in your benefit auction can afford to make a donation to your cause. And instead of asking them to give heartily, you’ve just reminded them to count their pennies.
Remind guests to count their blessings.
- Remind them of how they’ve got it made.
- Remind them that we have all become so accustomed to luxuries (clean water … cars … electricity) that we tend to forget that others around us might need a helping hand.
- Remind them of your mission.
- Remind them that they can be a hero to someone whom they’ll likely never meet, but will remember their generosity forever.
- Remind them that they have the power to change a life.
But do NOT remind them that “times are tough” … that “people are losing their jobs” … or that “it’s a difficult time to donate.”
Here’s a story …
A couple of weeks ago, I worked at a benefit auction in which the Executive Director and I had the “economy discussion” prior to her going on stage. She understood what I was saying, and took it to heart. She didn’t mention anything about the economy.
When the live auction ended, she and the Board President came onstage to introduce the special appeal. I handed them my microphone and stepped to the side. The Board President immediately made a comment about how surprised he was at how well the live auction had run “because the economy is so bad.”
The Executive Director whipped her head over in my direction and shot me a mortified glance that said “Oh-My-God-We-Didn’t-Tell-Him!”
With the energy in the room significantly lower than where it had been moments before, I conducted the appeal.
ARRRRGH!
It has long been said that more millionaires were made during the Great Depression than in any other era in U.S. history. I blogged about this topic a few weeks ago. Forbes Magazine says 10 million millionaires will be created by the year 2016. In times of adversity, entrepreneurs understand that it’s a great time to start a business (start-up costs are low … labor is cheap … people are still spending money, but are just more selective … etc.).
Some of the guests sitting in your benefit auction are having their best financial year ever.
Even if you tend to be a pessimist, you will better serve your cause if you exude optimism. If you can’t speak optimistically … and your Executive Director can’t … and your Development Director can’t … and your Auction Chair can’t … than don’t let anyone speak, except the benefit auctioneer.
Don’t sabotage your gala before the auctioneer has a chance to work her magic.
Amen, sister!!! This was a terrific article and sooooooooo true.
Sometimes I just can’t believe the stuff that comes out of the speaker’s mouth at a fundraiser. I’m also amazed when you ask (or are forced to allow) a sponsor to say “a few words” and then they drone on and on while your auction crowd wanders out to the bar to escape. Help!
It’s tough to control this stuff, but your suggestions on what NOT to say are right on the money!
Kay Lorraine
Nonprofit Executive
Honolulu, Hawaii
P.S. Did you ever notice that other people talk too much and are boring but when YOU are given the microphone, it seems as though everything YOU have to say is important and interesting? NOT!!!
Thanks for taking the time to comment, Kay. Sounds like you, too, have had your share of “what the heck?!?” experiences. 🙂
Loved your comments about what “not to say”. My comment comes under the category of “do as I suggest, not what I have practiced in past”. Based on my own personal mistakes as well as past Board Members, Staff, friends, volunteers, etc. I am more and more convinced that no one should be given the microphone in front of a pulic audience unless they have a speech or presentation that has been previously written, screened by others and practiced in advance. Even though this can sound like it is over controle of the situation it should become standard operating proceedure. Even if we are getting up to say thank-you we often get carried away and eaisly forget important people to thank, volunteers to acknowledge, etc. As Sherry pointed out in her comments it is not wise to say what a bad economy it is right before an auction event. It can also be a bad situation when we forget to thank people or we thank person A but forget to thank person B who is A’s boss and is sitting at the table in front of speaker. I think we can all recollect when we have made mistakes at the microphone in front of friends, colleques, Board Members, etc and wished later on we could have a “do-over”. I think that preparing a written script and reviewing it with other collegues or people we respect and help to make the public speaking event an improved part of the development activities.
Great input, Cliff! (Thanks for stopping by the blog.)
I’m a big planner … a bit of a hyper-planner, really … and I love your suggestions. I (and my clients) don’t always get to practice “the nth degree” of planning I prefer, but it’s a wonderful thing when it can done.