Question

Topic: Advertising/PR

Wording For Business That Supports Non Profit

Posted by Anonymous on 10/2/2009 at 7:19 PM ET 250 Points
Hi,
We are starting a supply company to businesses and I am trying to develop a telemarketing script.

We are going to offer competitive prices (that i don't have too much of a problem putting into words) but our main business model is we are a non profit and donate our proceeds to outreach.

So my initial script we are going to be working on our Christmas project where we are going to start collecting money to donate gifts, food, etc to needy families. So bottom line is for every purchase made money is going toward this cause. Keep in mind we are looking for repeat business and of course the repeat business proceeds will goto outreach as well perhaps for a different project. I would like them to know that the donation is not a one shot purchase deal to get them to buy from us this one time for Christmas but will always as our company is here to help others.
I think another objective though will be that they don't think we are just a company seeking donations but we are a full service fully qualified company that can give them great service.
I definitely do not want to ditch the ideas of telling them about our outreach. We did consider doing it this way but that was quickly dismissed. so please keep that in mind.
I am having alot of trouble putting this into a few sentences to work into a script.

As a side note we are talking about providing any company that does purchase from us a certificate of appreciation but don't know that we should do this.

If anyone has any suggestions for our script and any other advice i would greatly appreciate it.

Thanks so much.
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RESPONSES

  • Posted by michael on 10/2/2009 at 8:43 PM Accepted
    I know companies that do this (not supply companies) but it's not their key point. It's more of a way to get people off the fence.

    It might be easier of you were using the donor list from the places you are supporting.

    "I'm calling today because I want you to know that you can continue to buy the same qualities supplies you always do, but with us, a portion of the sale goes to a charity you already support"

    Michael
  • Posted on 10/2/2009 at 8:50 PM Accepted
    You're trying to communicate too much in the script. Stick to the critical, benefit-oriented positioning promise and the reason-why. That's plenty for an introductory telephone sales call.

    If you can't articulate your value proposition in a sentence or two, you've lost the prospect. Tell them what you're selling, what's in it for them to consider buying from you, and ask for permission to explain further. That's plenty.

    And if all you have going for you is that you're going to donate some of the revenue to charities, you probably don't have a sustainable business model or positioning platform. You might want to see if there are any good examples of other businesses that have tried and succeeded with that approach -- in your industry or in a related one.
  • Posted by matthewmnex on 10/5/2009 at 9:03 PM Accepted
    I agree with the above.

    Companies will be happy to now thaht a portion of what they are paying is going to a charity but this is not going to be the PRIMARY motivation to buy from you.

    The buying decision still has to be a solid business decision with respect to costs and budget, therefore, you will need to compete against all the other suppliers at the same level.

    The buying decision will be made on 'Quality - Price' ratio.

    If you can beat your competitors on price, quality, delivery and service - then and only then will the philanthropic aspect of the purchase become relevant for the bueyr as an add on bonus.

    You MUST think hard headed business on this project if you want to win business away from your competitors.

    Even if you are a Non Profit, you are still a business so be ready to go head to head with your competitors to win the orders.

    Everything beyond that is a bonus.

    (PS: can the company use the charitable portion of this spend as a tax credit?? ) Maybe it could be added in your pitch but only AFTER they confirm the sale, don't try to use it as a selling point.

    Good luck,

    Matthew
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