Why do nonprofits need an NAA auction professional?

The value comes in knowing how to develop relationships and proving the value of a contribution

One of the biggest challenges for nonprofits when working with auction professionals can be seeing eye-to-eye on the best ways to conduct an event.

Auction professionals need and want to explore what happens inside the organization they are working with. What is the nonprofit’s business model? When is the best time for that organization to raise money? And from there, how does an auction professional decide how he or she can provide a priceless value.

Generally, and perhaps not surprisingly, that value begins with understanding subtle differences in how to view raising money, says NAA member Dee Dee Kiesow, BAS.

“Event fundraising is the very last thing that nonprofits think of,” Kiesow says. “Most nonprofits focus on transactional fundraising, meaning they have defined monetary goals and the priority is meeting those as fast as possible.”

Those nonprofits are aware that 10 percent of donors will give 90 percent of the funds raised, which is why there can be such a push to focus on big donors only.

Relational fundraising, on the other hand, can bring in much more money and help nonprofits exceed those goals. This means prospecting donors, finding out why they give and who they give to, and not waiting for an event to ask them to give.

Kiesow says to cultivate these prospects by, for example, taking them out to lunch and getting to know them. The goal of an activity like this is to form a long-term relationship with donors in the hope that they become lifetime investors.

That includes the Millennial generation, which of ten is overlooked when it comes to purchase power.

“I love Millennials because they are making [auction professionals and their clients] honest and c hall enging nonprofits to think about c ause - dri ven f undraising,” Kiesow says, “and whether we are communicating when you donate what is happening with your money.”

To be spurred to donate, people need to see the impact that their money is making. Accomplish this, Kiesow says, by using real-life examples of people who have benefitted from donations like the ones being asked for. Show how lives are changing because of this nonprofit to get into the hearts of people. Six ways to transform an event

There are six main concepts that can transform a nonprofits’ event and increase donations greatly, including: develop rap port by first listening; replace party thinking with time-lined events; open minds to support the cause as soon as possible; never fail to ask for the donation; understand that every event is a benefit; and, say thank you.

All of these steps can help make sure the NAA auction professional better understands the cause and why people are invested and willing to donate. And, the nonprofit can trust their NAA Pro is engaged and prepared to create that culture of giving.

To find the NAA Auction Professional in your area, visit http://www. auctioneers. org/ find-auctioneer.