People Don’t Give to Causes - They Give to People.

In the realm of fundraising, understanding the emotional drivers behind giving is essential. People are motivated to donate not by an abundance of data, but by their feelings in the moment. For attendees to give, especially in the context of the Fund-a-Need or Paddle Raise, they have to have already internalized that 1) It’s a good cause; 2) They know where the money is going; 3) They know why it’s important; 4) And they know what happens in the world if a certain amount of money is or is not forthcoming.

It’s very counterintuitive, but a classic mistake I see all the time is when Auctioneers spend way too much time telling the audience, “$1,000 will do ‘this’ and $500 will do ‘that.’” This approach as you’re trying to convince them to Raise their Paddles can lead to confusion and discourage potential donors. Attendees may become fixated on these figures, feeling limited by their financial capabilities and rationalizing their decision not to give based on the examples provided. In reality, these amounts are illustrative, and most donations do not necessarily go toward specific projects.

As an auctioneer is asking for donations during a Fund-a-Need or Paddle Raise, instead of delving into detailed statistics, the auctioneer should focus on the story the audience has just heard, and conveying the mission and significance of the organization in a heartfelt manner. Guests attend these events primarily for enjoyment—socializing with friends, savoring food and drinks, and supporting a cause they already care about—not to listen to data-heavy presentations.

To maximize fundraising success, it’s crucial to prepare effectively. Assuming pre-event marketing has been executed well and attendees are informed about the organization, it’s time to strategize the Fund-A-Need segment. 

In summary, effective in-the-moment fundraising hinges on emotional engagement rather than an overload of information. By focusing on the cause and fostering a positive atmosphere, organizations can encourage generosity and heartfelt support from their attendees.