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RUGBY
UNION (NSWRU) RAFFLE TICKETS
How to
Sell
To help
Rugby Clubs within NSW raise funds for equipment, facilities
&/or touring, Tennent provides Raffle Tickets as an addition to
the fund raising activities clubs undertake
individually.
In
summary, Tennent provides books of raffle tickets to individual
Clubs at a cost of $6 per book. Each book contains 20 tickets
with a face value of $2, providing your club with an income of $40
per book, or a net of $34 after the cost of the book.
In 2005,
one Sydney club raised nearly $35,000 toward their overseas tour
directly from the sale of Raffle Tickets.
Tennent
Sponsorship Management Services has a proven successful track
record of developing sponsorship. We specialize in helping
sporting organisations, especially Rugby Union Clubs, develop
additional strong levels of recurring income through sponsorship,
and managing the ongoing relationship with sponsors. The
Raffle Ticket programme is an extension of Tennent’s sponsorship
management activities.
The
following hints are designed to help in selling raffle tickets and
maxamise income for your Club.
Know
your Product …
Before
you start selling raffle tickets, familiarise yourself with the
product:
Know the
cost of each ticket.
Know
what the prizes are.
Know
when the draw is.
Know
what the money raised is to be used for.
Personal Conduct
(selling skills) …
Making a
sale may not come naturally to all but can be quite easy with a
little practice and preparation. There are several
determinants and the way in which you conduct yourself will
substantially influence the outcome. Below are a few hints
and tips which will help to sharpen your selling skills:
Introduce your Club and
what you are doing, such as “Hello, I’m from XXX Rugby Club and we
are selling raffle tickets to raise money for (purpose).
Would you like to support our Club by purchasing a ticket (or
tickets)?”
Look
people in the eyes when you approach them and smile. This is
an open and friendly gesture that relaxes people, allowing you to
tell them why you are talking to them.
Be
Approachable – adopt an open and friendly body posture, make and
keep eye contact.
Be
Presentable – good basic personal hygiene and respectable attire
will send the right vibe and create a positive image of yourself
and your club.
Speak
Clearly – if you want to get your point across you need to be able
to communicate it. Articulate your words - know what it is
you want to say and say it with conviction.
Be
Polite – a kind greeting of ‘Hello’ or ‘Good
Morning/Afternoon’ will at most times get people’s attention for
long enough to engage them in further conversation. Using
‘please’ and ‘thank you’ will make people feel comfortable around
you. Thank people for their time even if they have chosen not
to buy on this occasion.
Be
Courteous – common courtesy (although not so common now days) will
go a long way to secure a sale. People are more likely to
hand over money if they sense a worthy cause communicated in a
friendly manner.
Upsell –
when people ask how much the tickets are, tell them $2 each or 3
for $5, thereby increasing the total sales amount. Some clubs
have had great success by replying to the ‘How Much’ question with
“$2 each or five for $10”. It is surprising that it takes
most people a few moments to realise what you have said and often
they will see the humor and buy five tickets.
Be
Prepared …
Before
you embark on selling raffle tickets, plan what you will need and
ensure you take those items with you:
Books of
Raffle Tickets. It may seem obvious, but take more than think
you may need. It would be a great shame to run out of tickets
(especially when people are willing to buy) and miss an
opportunity.
Take
spare pens for filling in the buyer’s details. For validity
purposes it is important that the name and contact of the person
buying the tickets is recorded appropriately.
Dress
appropriately. When you are selling raffle tickets in an
organised way, wear attire that clearly identifies that you are
from your club. Ideally players should wear their playing
jersey as this helps people clearly identify with you and the
Club.
For
safety purposes it is recommended that a designated
responsible adult be close at hand to the people selling
tickets. Given the potentially large amounts of money that
may be raised, it is advisable that once three or so full booklets
are sold, the money and raffle ticket stubs are handed over to that
person for safe keeping (saves the seller carrying it
around).
Choosing the best place
to sell …
In order
to maximise the sales and make best use of your time, it is
important to choose the right place. Once deciding on that
place it is essential that you obtain permission from the
appropriate store or authority before hand! Some public areas
require Council approval, others the authorisation such as State
Rail if near a Railway Station, the Centre Management of a Shopping
Centre or the Store Manager of a Supermarket. Our experience
indicates the following places are a good starting point and worth
considering:
Outside
Supermarkets. Near the entrance to a supermarket provides a
large number of people streaming in and out who are a part of your
community, and as such more likely to support their
community.
Hotels. Local
hotels are often a gold mine for selling Raffle Tickets but you
need to know the best time, gain permission, and have adult
supervision for juniors. People under 18 can only sell
tickets in Bistros &/or other authorised areas, while Public
Bar areas are only available to adults.
Bottle
Shops. Local Bottle Shops are another good place to sell
Raffle Tickets. They are part of the community and are
frequented by locals. Choose the right time and obtain
approval before hand.
Shopping
Centres. Shopping Centres such as Westfield provide a large
number of prospective purchasers, however it can be very demanding
on sellers because most of the customers are in a hurry. In
Shopping Centres customers are continually being bombarded by
messages from retailers. Having said that, choose a busy
thoroughfare and it becomes a numbers game.
Choosing the right time
…
Choosing
the right time to sell Raffle Tickets is as important as choosing
the right place. Things to consider are:
Supermarkets. In
preparation, ask the staff when the busiest times are in their
store. For example, stand alone supermarkets such as Coles
and Woolworths are often busy on Saturday mornings and Sunday
afternoons as well as certain nights during the week. Often
Wednesday evenings between 6pm and 7.30pm are best.
Hotels. Bistros
are generally best between 6.30pm and 7.30pm Thursday to Sunday,
while Public Bars are best 6pm to 7.30pm Thursday, Friday and
Saturday. Choose your time so that you don’t conflict with
the Salvation Army. Another excellent time for selling is
half hour before any major rugby game is on the large screen
TVs.
Bottle
Shop. These are best on Thursday, Friday and Saturday early
evenings when customers are making their purchases prior to going
out. At this time of the week the customers generally have
been paid and have money available for discretionary
purchases.
Finally,
always be prepared. Carry books of Raffle Tickets with you
all the time, and for parents, keep them in the car, you never know
when an opportunity may arise. Remember … people in your
community WANT to help your Club, and buying Raffle Tickets is an
inexpensive way they can do that.
If
you need assistance please contact Tennent Sponsorship
Management:
Email
admin@tennent.com.au
Phone
0411 433 211 or fax 9475 0543. | 