The Fall Fundraising Campaign is a good time to remember that the great work of the Virginia Organizing Project takes money. Effective community organizing requires us to be systematic and deliberate and we apply that strategy to raising money as well. The one-to-one relationship building that underlies our method of organizing is also the most effective way to raise money for our work.

Before beginning to raise money for an organization like the Virginia Organizing Project, it helps to think about why we are raising money, where money to non-profits comes from and the most effective ways of raising grassroots funds. We need to answer these questions:

• Why do you support the Virginia Organizing Project with time and money?

Think of some examples of how VOP is important and doing the best work of its kind. “VOP shows people that change is possible and shares the skills needed to make those changes…” Believing in the work of the organization is probably the most important factor in being a successful fundraiser.

• What are the goals for grassroots fundraising?

Fundraising doesn’t just raise money. It also builds a donor base, involves people in the work of the organization, provides VOP with more financial stability, generates interest and visibility and helps other people learn how to be grassroots fundraisers.

• What does VOP need money for?

Building a strong statewide citizens organization in Virginia requires money for staff salaries and benefits, workshops and training sessions, phone/fax/email/ web site, transportation, publications, equipment, supplies, utilities and insurance.

VOP needs money to do the work of changing the balance of power in Virginia so everyone has a voice in our democracy. Traditionally decisions have been made largely by those with wealth. It will take a lot of resources on our part to shift that balance.

• Why do people give money to non-profits?

“People give because they are asked and being asked reminds them what they care about,” says Kim Klein, editor of the Grassroots Fundraising Journal.

Churches are particularly successful at raising grassroots money because they ask often.

• Where does VOP get its money?

VOP gets its money from two main sources: private foundation grants and grassroots sources – individuals and faith communities.

How does VOP raise grassroots money?

1. Asking individuals (and churches, temples and mosques) for donations — This is the most effective way of raising grassroots money.
2. Direct mail appeals — We send three letters per year asking for donations.
3. Fundraising parties — Supporters invite friends to their house to hear about VOP and make a donation. This is a fun way to spread the word about our work and raise money.
4. Chapter and affiliate dues — We receive group, instead of individual, membership dues.
5. Workshop registrations — These are charged on a sliding scale — with most participants not covering the cost of materials, food and lodging.
6. Contracted services — Occasionally our staff receives a fee for training sessions with other organizations.
7. In-kind donations — We only pay for equipment and supplies if we cannot find someone to donate them. Not spending cash is a great way to raise money.
8. Sales — We sell ads in the news magazine, Kroger and Giant grocery certificates, books and T-shirts.
9. Events — Events are the least effective means of raising money for the amount of time expended. VOP rarely holds fundraising events for this reason.

Asking individuals for donations is the most effective way to raise grassroots money

Why are people afraid to ask for donations? How can we overcome these barriers?

• Fear of rejection – Don’t take “no” personally. People have valid reasons for not giving at that moment that almost always have nothing to do with you.
• It feels like begging – Fundraising gives people an opportunity to support something they believe in. It’s in their self interest to give, as it is for each of us who donate to causes we support.
• Low-income people can’t give – 85 percent of donations are given by families with incomes under $60,000. Poor people give away a higher percentage of their incomes than the upper-middle class or wealthy. Low-income people also have more self-interest in supporting VOP.
• It’s hard to ask – Remind yourself why VOP is important and of everything you contribute to VOP’s success. Ask people you’re most comfortable asking first so you can practice. For some people that’s family and friends, for others it’s strangers.
• I can’t ask my friends – Friends share our values and wish us success, and want to be included in our work. Make it clear that you hope for “yes,” but that “no” is OK, too.
• If I ask them, they’ll ask me – You are only obligated to a donor to use their money ethically and to thank them. You may respond “yes” or “no” to any requests that are made of you.

We need to be donors to our own organization before we can ask others to donate. The amount of each donation is not as important as having staff, board members, chapter and affiliate members all being donors. Donations of time and energy are valuable, but they don’t pay the phone bill. We are more confident when asking others to donate if we have made the commitment ourselves.