Hey, my kids want to sell you something—and I’m their sales rep! Thoughts on fund-raising at the office.

Two days ago the Wall Street Journal ran an intriguing story in the Personal Journal section on “Parents’ plea: Buy from my child.”  It was all about how parents help kids sell fund-raising goods at the office.  And what a terrific topic it was, especially since it touches most of us in ways sometimes too many to count.  It got me to thinking about what’s good as well as not so good about the matter.  Here are some of my thoughts…

First, let me get my most important idea out on the table before I say anything that can be misconstrued:  I think children fund-raising by selling stuff is an absolutely wonderful thing.  It builds character by “teaching” youth that not everything is to be given to them or their organization—that at some point they have to go out and many positive things happen for themselves.

What’s wrong with office fund-raising.

Furthermore, it fosters the development of personal skills and what it means to overcome shyness—including selling, making a “case” for why others should take action and support a good cause.  What’s not to like?  Well, to be truthful, there are a few things that fall in the category of what’s not good about office fund-raising by kids.  Here are a few I can think of:

[1] When mom or dad does the selling instead of the little person.  When the child’s at home doing homework or—even worse--watching TV and has essentially sub-contracted the job of selling and fund-raising to the big person in their life, that’s a problem.  First, it’s more difficult to say no to a colleague when you think they’re bumming a few bucks off of you all the time; more significantly, it takes all the fun out of seeing little Divina or little Tommy and dealing with them directly.  I like that and I think most others do as well.

[2] When little representation is made about what the fund-raiser is going to accomplish.  Look, I realize it’s just a few dollars, but most people want to have a sense of what the “cause” is, why it’s important to the kid’s school or team or club or church, and that the child cares about the success of the immediate drive as well as the greater “mission” or organization.  When little fund raisers show up in my office, I frequently get them to talk about ideas like these if I can!

[3] When the sticker price goes ‘way up on the asked-for amount.  I think that the items sold should be never start at, much less be above $10; in some ways I think the upper limit is $5.  Look, I realize in the scheme of things, I make a lot of money and ten bucks is really not a big deal—but somehow I mildly resent people taking it for granted that I’m willing to part with a couple of days of lunch money as if it’s nothing [yes, I admit I go “light” at lunch!].  If I want to contribute more, I can always but two or three of lesser value items, but don’t force me into forking over what amounts—sometimes—to half of my walking-around money!

There's much more potential in office fund-raising that some see.

I think there’s a lot to be said for children fund-raising at the office—virtually all of us have done it in our young or old lives; so have our children.  Here are my thoughts at how it could be done better—and more successfully:

[1] Parents should prepare their child to “pitch” the deal.  Look, I realize that the purpose is to raise money for a good cause, but why not make it a two-for-one deal:  get the child ready for a vital, successful life while making a case for what’s important to them and others.  I think parents helping children to learn how to meet, greet, prepare a little speech, then rehearse it all—it’s simply a wonderful way to get to other important lifetime things done at the same time. 

[2] The child needs to be physically present and personally involved—he or she needs to show up in the office or the suite—and needs to make the direct appeal themselves.  Using the phone might be a barely acceptable way, but having mom or dad do the deal—or even worse having mom or dad share their eMail list, shows the child how to “mail it in” in the scheme of things.  Unfortunately, taking short-cuts in life is something too many young people pick-up in too many other ways the way it is; office fund-raising needn’t be on that list!

[3] Children need to be taught how to make a sale—that means how to ask for the “order,” suggest buying two [so one item could be given away as a gift], express appreciation for the money, and ask at the end who else the person who’s just paid would recommend they contact as well!  If I every found out that someone else referred little Betsy to me--I'd be a "easy salel" and likely buy more, just to out-do the person who recommended me in the first place!  But look at it this way:  at this point the money’s secondary—and it’s these kinds of life skills that count the most--not just the dopey fund-raiser! 

I love it—I literally look forward to it—when a colleague’s or staff member’s child takes the time to ask me to join them in support of their important “cause.”  I hardly ever say no; indeed, I can’t remember the last time I did.  On the other hand, when the parent tries to do the sale, I hardly ever say “no” then either, but the feelings inside of me are not the same.
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