Selling to an Industry

Selling to Charitable and Nonprofit Fundraising Businesses

The problem with selling to charitable and nonprofit fundraising businesses is that the wrong sales strategies can threaten your entire plan for success. The challenging part is crafting a selling strategy that captures the attention of high value prospects.

There are no one-size-fits-all strategies for selling to charitable and nonprofit fundraising businesses. The basis for success is the same as it is in many other industries.

In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. The good news is that charitable and nonprofit fundraising businesses are plentiful, but the trick is to acquire and retain new accounts.

Role of Owners & Managers

Owners and managers play an active role in selling to charitable and nonprofit fundraising businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.

By periodically accompanying your reps in the field, you can build relationships with the people you count on to close sales.

Direct Marketing Strategies

Direct marketing has many advantages for selling to charitable and nonprofit fundraising businesses. The benefit of direct marketing is that it provides a cost-effective resource for reaching qualified prospects with targeted messaging. From a selling perspective, direct marketing establishes a platform for relationships with charitable and nonprofit fundraising businesses that can benefit from your products or services.

The sticking point of direct marketing is lead generation. Since finding leads is time-consuming and difficult, we recommend using lead lists supplied by established third-party vendors. Over the years we've found that Experian is one of the best in the business with a reputation for supplying consistently reliable lists of charitable and nonprofit fundraising businesses that produce high conversion rates.

Sales Strategy Tips

Effective charitable and nonprofit fundraising business sales strategies are concerned about both sales techniques and ROI. Some sales techniques are more capable than others and the ones that maximize ROI need to be prioritized.

Also, it's important to avoid a silo approach to charitable and nonprofit fundraising business sales. Companies that isolate their sales units lag in the marketplace, especially when they compete against companies that encourage collaborative processes between sales, marketing and other units.

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