Pitch Training – Sponsor a Puppy Campaign

● © The Guide Dogs for the Blind Association 2014.

● Guide Dogs is a working name of The Guide Dogs for the Blind Association. Registered Office: Hillfields, Burghfield Common, Reading, Berkshire RG7 3YG. A company limited by guarantee

registered in England and Wales (291646) and a charity

registered in England and Wales (209617) and Scotland (SC038979)

● Tel: 0118 983 5555 Email: guidedogs@guidedogs.org.uk Website: www.guidedogs.org.uk

Important Hints and Tips

● It is really important that we inspire the public to find good quality donors for Guide Dog's For the Blind so people with sight loss can have the same freedom of movement as you and I.

● You are a Paid Professional Fundraiser working in house for Guide Dog's for the Blind. Speak from the heart. Talk about why you are genuinely passionate about Guide Dog's in your pitch and this will come across. Adjust your tone of voice and body language appropriately.

● A great fundraiser will adapt their creative and vibrant personality to the person that is in front of them- This is why Rapport is so important! Remember people join because they like you

● Do not make your pitch too long or over complicate what you are saying – Why do you think this is? Keep up to date with your charity knowledge and save this information for one people say no.

● ASK QUESTIONS, so the pitch flows and you keep the person interested

● Eye contact – would you join a charity if a fundraiser was staring at the floor? The world is a stage, the public can see you from the other end of the street, within shops, Be aware of this, be polite and make people laugh.

● Do not Lie! You must be factually correct or you are breaching the PFRA, we could be fined and you could bring Guide Dog's into disrepute. Disciplinary action will be taken. If some one asks you a question and you are not sure ask your team leader do not make up the answer!

Rapport

Exercise: get into groups of two (preferably with someone you don't know) and take it in turns to practice rapport on each

other.

Example questions:

● What are you doing today?

● Are you from this area?

● Do you have any pets?

...make a note of your favourite questions and try them on the street

Language Journey

Positively Evocative Negatively Evocative

Empowering Shocking

Incredible Appalling

Wonderful Isolating

Add a few more yourself...

In 3 minuets brainstorm what questions would be good thought provoking questions to ask the public

In 10 minuets come up with some key powerful factual statements that you are passionate about from your guide dogs training

Good Questions to Ask

● Do you know anyone with sight loss?

● Close your eyes for me, what would you do if you went blind tomorrow?

● How would it feel to have to rely on your friends and family for everything? What if you could have a Guide Dog instead.

● How much do you think it costs to train a Guide Dog?

● How many people do you think are waiting for a Guide Dog right now?

● Rhetorical questions 'Did you know that?', 'That is important isn't it?'

Key Facts

● We have been providing Guide Dog's for blind and partially sighted people since 1931 (Over 80 years.)

● One person looses their sight every hour in the UK.

● We work with communities and councils to make our environment safer.

● Around 1.5 million people with sight-loss in the U.K.

● We receive no government funding!

● It costs over £50,000 to train a Guide Dog.

● 95,000 people are on the waiting list for a Guide Dog.

● It costs £5 per day to support each working Guide Dog Partnerships.

● We have over 5,000 Guide Dog working partnerships.

Pitch Structure

Rapport● Introduction: Deceleration, Get the ball rolling, Guide Dog's for the Blind-

what is it?

● Problem: What is the focus of your problem? One viewpoint to bring you into the charity. Your delivery must be polite, knowledgable, passionate and to the point. Use statistics. Think about your pace and tone of voice.

● Solution: Directly relate this to your focus, state positives that Guide Dog's has achieved. Ask questions and mirror the body language of the person in front of you.

● Urgency: Explain why the donation is required. Be confident (direct and assertive) with the urgency. Maintain eye contact and get them agreeing with you.

● Ask: Don't be embarrassed when asking for money, its the whole reason you are there. Show them the puppies and inspire them to get involved. Be confident and transparent, not overbearing, desperate or blah-say. Show them you believe they can make a difference.

Pitch Structure

1.What do you think is the most important part of the Pitch?

2. Now get into groups of 2 or 3 and write your own pitches (20 minuets)

Now read them out

4. Explain the contact the donor will get and whenWelcome call 7-10 working days, Welcome pack 28 days, Pupdates every 6 weeks

3. Don't forget to thank the donor