Steps to an Effective One-on-One
Presentation
One-on-one
presentations can be very effective in encouraging people to participate
in the campaign. These presentations should be conversational, with no
pressure. Peer-to-peer presentations work best, so ask steering committee
members and/or team leaders to make presentations, as well. Make copies of
this sheet, plus "Making the Ask," for team members to help them
prepare for their one-on-one presentations.
1.
Plan
-
Make
your own donation before asking others to give.
-
Schedule
5 to 10-minute appointments.
-
When
scheduling meetings, explain the purpose of the meeting and how long
you
expect it to take.
-
Schedule
meetings in person or on the phone. Confirm by e-mail.
-
Meet
first with employees you know well.
-
Promote
the campaign before you meet with employees.
2.
Organize
-
Personalize
the pledge form and don't forget to bring extra pens to the meeting.
-
Bring
the United Way brochures and the suggested giving guide (see below)
(also printed on back of pledge forms).
-
Prepare
your presentation, but keep notes to a minimum. Do not read a
statement to the employee. Refer to notes only to keep you on track;
speak personally to the employee and use a lot of eye contact.
-
Plan
for no more than 2-3 minutes for your presentation. Use the remaining
time to discuss concerns and answer questions.
3.
Meet
-
Review
the purpose of the meeting.
-
Explain
the purpose of the employee campaign and the role it plays in
supporting United Way
-
Describe
what United Way does and how it impacts the community.
-
Tell
the story - describe your personal experiences observing the impact of
United Way and its agencies (agency tours, volunteering, people you
know who have been helped).
-
Mention
three or four community needs that you think are most relevant to the
person you’re meeting with. The
point you're making by explaining these needs is the necessity for
continued support.
-
Ask
questions and listen for clues that, tell you about the interests,
activities and motivators of the employee you are meeting with. Find
ways to tie giving to things that motivate the employee.
Note:
Do not utilize questions or wording that could imply judgment. For
example, to probe for areas of interest in community service, ask which
community needs are of most concern to the employee, not whether he or she
currently gives or volunteers to any charities. Remember that the decision
to give is highly personal.
-
Watch
for signals that the employee is connecting with the message. Signals
can include frequent nodding, smiling, becoming enthusiastic,
interjecting personal stories, offering to help or providing
suggestions for the campaign. Be flexible in your presentation so that
you can move in a direction that the employee responds to whenever you
see these signals.
-
Ask
for the pledge. Here are three ways:
-
"If
you contributed last year, please consider increasing your
pledge."
-
"If
you haven't participated in a workplace campaign before, please
consider
doing so this year."
-
"Remember
that payroll deduction makes giving convenient, and also allows
you to spread your giving over the course of a year.
For
information on handling objections and tough questions,
see "Making
the Ask".
4.
Follow Up
-
Thank
the employee for his or her time.
-
Encourage
the employee to fill out the pledge card during the meeting.
-
If
the employee chooses not to fill out the pledge card during the
meeting, but indicates a willingness to contribute, set up a time when
you can pick up the pledge card, and confirm with an e-mail when you
return to your desk.
|
|
Suggested
Giving Guide
If
you earn this:
Consider a gift of this amount:
Up
to $19,999/yr
one hour’s pay per
month
$20,000
to $29,999
1%
$30,000
to $69,999
1.25%
$70,000
to $99,999
1.5%
$100,000
and up
2% + |
