Support Raising Overview

Because David knew that all of the world's wealth ultimatelybelonged to God, he boldly challenged others tochannel their resources toward building a physical testimonyto the Lord, a temple. As you raise your sponsorship funds for your Spring Break trip, you will be channeling the resourcesof God's people toward building a human testimony, awitness for Christ.

The fund raising strategy outlined in this paper can beyour key to achieving this goal. It can be summarized infour words:

Introduction and Vision

In a unique way God has chosen to use college age men and women throughout history as the driving force behind the expansion of His church. The great awakenings of past centuries which were the seed-beds of missionary expansion usually began as students gathered to pray. As students experienced personal and corporate spiritual renewal, they invariably came away with a burning desire to help evangelize the world in their generation.

One such student mission thrust was the Student Volunteer Movement (SVM). In the latter part of the 19th century the SVM saw over 30,000 students, the "cream" of an entire generation of American society, sail for foreign mission fields. Those who stayed behind were no less instrumental in the movement's success as they bore the responsibility of underwriting the costs of those who went. The torch has now been passed to you and to a new generation of Christian college students. You have accepted the challenge of helping reach the world for Christ by deciding to join other students on your Spring Break trip. One of your responsibilities in accepting this challenge is to represent Christ's cause (your summer project) to others.

As "Christ's ambassador" (2 Corinthians 5:20) you are in a unique position to invite others to invest financially in His cause. As you offer individuals the chance to underwrite your LT expenses, you will be giving them the unparalleled opportunity of investing in eternity (Matthew 6:19-21).

King David gave Israel such an opportunity when he challenged the people to underwrite the cost of building a temple for the Lord. "The people rejoiced at the willing response of their leaders, for they had given freely and wholeheartedly to the Lord. David the king also rejoiced greatly. 'But who am I, and who are my people, that we should be able to give generously as this? Everything comes from You, and we have given You only what comes from Your hand.'" (1 Chronicles 29:2)

1. Namestorm 2. Write 3. Call 4.Thank You

As you place your trust in God and carefully implementeach of these four steps, you will see success!

1. Namestorm

Start by developing an initial list of potential sponsors.As with brainstorming, in namestorming, there is onecardinal rule--anything goes. No name is unqualified. Just mentally erase any clouds of doubt from your mindand let there be "blue sky." Don't decide for an individual whether or not they are interested. If you limit yourself to those you feel will or can give, you may be prematurely will need to prioritize who to contact first, but for now, don't disqualify anyone!

Using this technique, a group of students with anorganization in Oregon "namestormed" an average of 118names, each as part of a sponsorship drive. Several students in the group came up with more than 200names each.

You may be thinking you could never generate more than a handful of names, but research has shown the average individual has a personal network of at least400 friends and acquaintances. You could easily be disqualifying those God wants to become yoursponsors. For instance, you've probably had at least a dozen teachers alone. If you've ever had a toothache or a cavity, you know a dentist. If you've ever been sick, you’ve probably been to a doctor. As you think about your hometown’s business district, no doubt the cleaner's, the bakery, the hardware store, and numerous other sources of contacts come to mind.

As you namestorm, associate various professions, businesses, and places for any friends and acquaintances they bring to mind. To aid you, we have provided 90 thought provokers in the following list.

Take plenty of time--an hour or more--to mull over these categories. Push yourself...see if you can come up with at least 200 names!

1. Parents 48. Editor of local paper

2. Brothers 49. Butcher

3. Sisters 50. Baker

4. Labor union representative 51. Advertising agencies

5. Former employers 52. TV/radio station

6. Former customers 53. Bottling companies

7. Relatives 54. Printers

8. Friends of parents 55. Plumber

9. Accountants 56. Servicemen

10. Former salesman 57. Tax men

11. Architects 58. Retired people

12. Avon lady 59. Bible bookstore

13. Florist 60. Insurance salesmen

14. Mailman 61. Morticians

15. Missionary societies 62. Bank presidents

16. Banker 63. Coach

17. Parents' employers 64. Teammates

18. Parents' associates 65. Realtors

19. Former high school teachers 66. Veterinarian

20. Former college professors 67. Grocery store

21. Sorority sisters 68. Apartment manager

22. Fraternity brothers 69. Real estate agent

23. High school/college friends 70. Dog clipper

24. Dentist 71. Civic clubs

25. Dentist's nurse 72. Mayor or other civic

26. Doctor leaders73. Church missionary

27. Doctor's nurse 74. Sunday school classes

28. Dermatologist budget committee75. Church directories

29. Dermatologist's nurse 76. Pastors

30. Service station manager 77. Downtown businesses

31. Kiwanis Club 78. Military personnel

32. Hospital personnel 79. Bible studies

33. Rotary Club 80. Christmas card lists

34. Community leaders 81. Chamber of Commerce

35. Milkman 82. People you have led to Christ

36. Family attorney83. Referrals

37. Christian business men's and women's groups84. Telephone directory

38. Beautician 85. Office building directory

39. Barber 86. Engineers

40. Church friends 87. Farmers

41. Policemen 88. Eye doctor

42. Foundations 89. H2O/ Reliant staff members

43. Wedding lists 90. Those who have influenced you

44. Garbage collector

45. Neighbors spiritually

46. Neighbors at former residence

47. Shoe salesman

After taking an hour or so for free-wheeling "namestorming," label each contact either "T" for top priority, "M" for medium priority, or "L" for low priority. These designations refer to your evaluation of how likely they are to give. Start by contacting your top priority people first and then work through your medium and then your low priority people.

2. Write

You can see much success by hand-writing a personalletter presenting your needs and then makinga personal phone call to ask potential sponsors tojoin your team. Using such a strategy, a group ofstudents from another organization developedmore than $60,000 in sponsorship funds for theirairfare and conference costs for a spring breakevangelism project in Florida.

While it will be best to send a handwritten note toeach contact, if you come up with 200 names, youmay need to personally write to just your prioritygroup--say 25 to 50 people. Then you may need totype a general letter and have 175 copies made ata printer to send to the balance of your list.When writing a sponsorship letter, the personalsegments in the sample letter which follows obviouslymust be rewritten. However, the body of theletter should be copied substantially "as is." (Seepage 5 for sample letter). The following are itemsthat all sponsorship letters should include:

  1. Give your letter a specific date.
  2. Your greeting should be handwritten (unlessyou normally type your correspondence) and to aperson--not "Dear Friend!"
  3. Acknowledge your relationship with the reader.What can you say that will help the person identifywith you? Refer to your last visit or letter, businessconcerns, sports interests, known struggles, hobbies,etc., to help him say, "I know who you are!"
  4. Bring your reader up to date on what you'redoing.
  5. Educate your reader. Explain what a summerproject is, the purpose of the project, why you havedecided to participate, and what you hope to accomplish.
  6. Explain your need. The purpose of your letteris to give your reader an opportunity to help. Makesure you explain exactly what you need.
  7. Then involve your reader by asking him forspecific action, based on the needs you haveshared. This can include challenging him to coverpart or all of the cost of the project, stating thedeadline you need the money, sharing benefits toyou and to the reader as the need is met. Specificaction includes not only your request, but also yourcommitment to follow up by telephone.
  8. Acknowledge your relationship again with an emphasis on thanks, appreciation, gratitude, partnership and commitment. This ties your opening acknowledgement to your request.
  9. Close the letter and sign it.
  10. Add a "P.S." Commit yourself to a specific action you will be taking. Example: "I'll be calling you on November 30, if I don't hear from you by then. I look forward to hearing from you then." If you are sending a printed letter, hand write your P.S.
  11. Emphasize the text. Use parentheses and underlining to emphasize the most important parts of your letter, i.e. your needs, your request and the time and date you will call them for a decision. If you are sending a printed letter, do this by hand in a contrasting color of ink.
  12. Enclose a self-addressed, stamped return envelope for a quick and easy response, and a copy of the Leadership Training program letter insert you have had photocopied. Be sure to fill in your name, project, and amount you need. An example has been included following the sample letter. Research shows that the easier you make it, the higher the response rate will be. So, make sure to include this critical element.

Things to Avoid When Writing Sponsorship Drive

Letters:

  1. Never apologize for writing or calling a person whom you wish to involve in helping you meet a need.

You are providing them with an opportunity to be involved in a spiritual ministry through his resources. Remember, the giver needs to give far more than any person or cause needs to receive a gift. "Not that I seek the gift itself, but I seek for the profit which increases to your account" (Philippians 4:17). When you apologize, you end up appearing to be a beggar rather than a child of the King!

  1. Never ask for a general amount, with no time frame in which to take action.

You should challenge people to give a specific gift, or at least give them a specific range. The specific challenge of $50, $75, $150 or more has been included in this material. Never ask for less than this challenge. If people want to support you but can't give at least $30, they will let you know and not be offended by your request.

  1. Never use slang without first explaining what you mean (i.e. Well, Reliant, LT).

Often a sponsor will be willing to call the people he has referred you to, adding to your credibility. If you sense an individual may be willing, suggest he do so.

3. Call

The degree of your success in the letter-writing strategydepends on your follow-up phone call. The follow-upphone call is critical for three reasons:

1. Most people suffer from "Information Overload." Consequently,mail is easy to ignore or forget.

2. Your time frame. You have a lot of money to raise ina short period of time. A Follow-up phone call willhelp you get decisions as quickly as possible.

3. Courtesy to your sponsors. Many people will want tohelp you, but won't unless you call to answer anyquestions and to get their decision. Your phone calltakes the burden of response off them and puts it onyou.

Follow-Up Phone Conversation

Be sure to establish a specific time to get their decision.When you call, ask directly for a response. Then beQUIET. Let the person respond. Talking more at thispoint will distract them from making a decision.

If when you call, your contact has not made a decision,set another time to call within a day or two.

1. Introduce yourself.

"Hello, Mr. ______. This is ______calling. Howare you?" Let him respond. Take a few moments toestablish rapport, but be brief.

2. Explain your summer plans."As I mentioned in my letter, I am planning to go on a Spring Break trip…..

3. Share what you hope to see God do as a result ofyour time.

4. Be very specific to ask for a definite response."In my letter, I mentioned that I'm in the process ofdeveloping a sponsorship team to help attend the Spring Break. I asked you to considerbecoming a sponsor through giving $50. Howhas God led you in this regard?” Let him respond.If an individual decides to become a sponsor, arrange atime to stop by and pick up their check; if they live out ofown, ask them to mail it to you in the self-addressed,stamped envelope you will be sending them.If you arrange to have the sponsor send you a check andit doesn't come, you will need to follow up with a phonecall.

***** You sponsor's check must be made payable to H2O. *****

The check canNOT be made out to you or the mission trip.

4. Thank You

Send a thank-you note the same day you receive hisdecision. Be sure to keep a record of this so you'llknow to whom you've sent one and so you'll not sendtwo to the same person. This thank-you letter is animportant part of developing a relationship with yoursponsor. This should be a personal, handwritten letter.

Do not print or photocopy a form letter. Alwaysinclude something personal in your note to show specificallyhow you and Christ's cause has been benefitedby their generosity. You owe them a good thankyounote.

Sample Thank-You Note

Date

Dear (Sponsor's Name),

Thank you for your decision to become my Spring Break sponsor. Your prayers and finances aregreatly appreciated. Your investment will have farreachingresults as I go to Euro-LT and help reachpeople for Christ.

Please join me in praying that God would continuallydeepen my commitment to the cause of Christ.

Your prayers are most important. Thanks again foryour gracious help.

Sincerely,

How to Get Additional Contacts

After getting a person's decision, always ask them torefer you to other people who might like to invest.

  1. You have raised all the money you will, when you runout of people to talk to. However, you can continue toadd names to your list of potential sponsors. Ask everyoneyou contact to give you names and telephonenumbers of people they know that might be interestedin your project.
  2. Who to ask for additional contacts: Ask everyoneyou contact. Both those that join your sponsorshipteam and those that are unable will want to helpyou complete your team.
  3. When to ask for additional contacts: Don't askanyone for contacts until they have first made adecision about joining your sponsorship team. Ifyou don't wait, your request for referrals will distractthem from making their decision. BUT do askeveryone at the time they give you their decision,whether their decision is yes or no. If you get adecision on the phone, you will ask for contacts,right then, over the phone. If you get a decisionwhile on an appointment, ask for contacts rightthen, in person.
  4. How to ask for additional contacts:
  5. Get your pencil out and ready to write.
  6. Say: "Mr. ______, I need your help in stillanother way. You can help me complete mysponsorship team by giving me the names ofother people that you know that I may contact."
  7. Lead the conversation by mentioning potentialcategories (i.e., "What are the names of somefriends or business acquaintances you know;possibly you know some people from church."ask him to get out his church, office, and anyclub directories he has. When he starts toslow down, probe his memory by mentioningother categories of people you think he mayknow. Use the categories listed in the"Namestorming" section.
  8. Note: Do not say, "Do you know anyone" or"Can you tell me the names of...;" but say, "What are the names..." and "Ineed to know...."
  9. Assure the individual that his friends may notbe able to help financially but theymay know others. This gives the individualmore freedom to refer you toothers.