Page 17 - 2017 3rd Qtr Newsletter_TAA_FINAL

TAA NEWS

HOW TO GET PAId NAA/KAA Board of Directors
By: Trisha Brauer, CAI, BAS

for your Benefit Auction Services

As one of the instructors for the Benefit Auctioneer having initial conversations with
Specialist designation offered through the National a nonprofit, ask them questions.
Auctioneers Association, I am often asked how to get While it may feel like they are
paid for benefit auctions. I have found this question to interviewing you, you are also
be one of the most important and most complicated. interviewing them. Design a
Below I will review four of my main points of discussion questionnaire that will allow you
to help you determine how and what to charge. to get to know the client and their
needs/problems. This will allow you to show your value.
DETERMINE YOUR WORTH
GET CREATIVE
You are the decision maker within your business. This
means, you can charge whatever you would like! The Some nonprofits have budgets to pay your fee. Hallelujah,
first step is to determine what your investment into the we love those clients. But, if a client doesn’t have
auction is worth to you. Remember, when doing any the budget, find the money for them. Here are a few
auction, you are spending time away from your family, creative ways I have negotiated my fee:
life and/or other parts of your business. If a client
wants you to take time and resources away from one 1. Ask them the last time ticket prices were raised
area of your life to invest into their auction, what is and suggest they raise their ticket prices $5-$10. This
that worth to you? tends to work best if they have not raised ticket prices
within the last two years.
KNOW YOUR VALUE
2. Bring an item to sell. Do you have a lake house
Every community has someone who will either do (or know someone who does) and you could donate a
auctions for free or is a local celebrity that seems to week? Do you know a chef that would donate a dinner?
have a majority of the benefit auction market. The best Use your business connections to bring an item and that
advice I can provide is do not compete on price. Unless the money can either be your fee or cover your fee.
you are free, you will not win the deal. Instead, know
your value. What problem do you solve? What value 3. Bring in a new sponsor. Again, use your business
do you add? connections to bring in new sponsorship money.

Consider all of the products and services you buy in 4. Smaller fee with a bonus. This method has been
your life. How many of them do you buy because they very successful for me. I will drastically cut my fee but
are the cheapest? I’d be willing to bet very few. Be then ask for a percentage above what they raised the
mindful of assuming all nonprofits want free/cheap. year before.
Many of them are willing to pay but want to know WHY
they should pay. In closing, know your value and be confident in your
knowledge, abilities and skills. You are the expert and you
KNOW YOUR CLIENT are able to make them more money, which makes their
nonprofit stronger. To watch more on this topic, visit the
Business 101 – people do business with people they NAA Auctioneer channel on YouTube or follow the link
like. People like people who listen to them. When at: https://www.youtube.com/watch?v=L880ahJHNSY

16 3rd Quarter • 2017 texasauctioneers.org www.texasauctioneers.org 3rd Quarter • 2017 17