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from the book "Let's Raise Money"

by Jack Atwell

To reach your sales potential you must prospect
Hereís the best way

  1. Gather each member of your group, telling them in advance to bring a pen and notebook with plenty of paper. This could be class by class or at a kickoff or could even be done a few days before the kickoff so they get a lot of names in their prospect list.

  2. Explain the product you are selling and tell them to think of as many people as possible that might purchase your product.

  3. Donít let them start writing before you count down...five, four, three, two, one, BEGIN! Make it dramatic as you count down.

  4. Tell them to stand up as soon as they have 20 prospects written down.

  5. When you have five or six people that have reached twenty - stop everyone. Have everyone draw a line under the last name they wrote. Then give the first person that stood with 20, a dollar bill as a prize.

  6. Read the winning list aloud.

  7. Now ask, ďHow many have thought of other names that you do not have on your list?Ē Most will say yes.

  8. Give them another period of time, counting down as before, and have them stand after they have written down ten new names. While they are writing give them some suggestions of different categories. Neighbors, Mail Carrier, Service Attendant, Minister, Aunts and Uncles, Momís and Dadís friends, etc. Give the first person to stand up a dollar.

  9. Suggest they carry their lists with them and add names as they come to mind. Each member of your group will have more confidence because they have prospects with whom to talk. The end result is the sale of many more of your products.

Every fundraiser should start by having all the sellers make out a Prospect List of people on whom they plan to call.

copyright © 2006 Reprinted with Permission


About the Author: Let's Raise Money's author, Jack Atwell, with his wife Faith, raised three children and both were active in many fundraisers from a parent's perspective. In 1988 Atwell founded Annah Marketing Group, Inc., creator of the Win Win Discount Card,

From that beginning they now create fundraising discount cards for hundreds of groups across the country as well as produce cards for other fundraising companies under their own brand name.

While drawing on his own experiences and observing thousands of fundraising volunteers and analyzing what separates the very good from the average, the contents of Let's Raise Money emerged. It is full of no nonsense tips and techniques to help the veteran and novice alike.

Editor's Note: Thanks to Jack Atwell for sharing a page from his 125 page book, Let's Raise Money. You can get more information about the book as well as a opportunity to purchase it at:

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