The single most important thing you can do to increase giving at your church is to know how to elevator pitch your offerings.
You doubt that? Here is what one pastor wrote me a few years ago…
“Giving at our church can be summed up with one word: phenomenal! Giving is up 30%+ this year. We connect the dots every week, often using your ‘Elevator Pitch’ from the weekly Stewardship Coach newsletter. This has been life changing for our church as we no longer scrape around for money every week.” Brian Hughes Sr. Pastor PCC Church
You might not increase your giving by 30% but you too can increase your giving IF you change how you handle the offering.
OK, now that I have your attention let’s start by discussing what an elevator pitch is.
The elevator pitch arrives from the idea that you are riding in an elevator when a big shot company executive enters in. You have maybe thirty seconds of time with him or her. What you say in those thirty seconds of riding the elevator will mean the difference of whether you get a full hearing later or are simply forgotten. The idea is to comprise the key information about you into a thirty second burst of energy that will “sell” your idea or you.
So, pretending I am on the elevator with you I might say, “Ah, Pastor Smith, you might have heard that giving to churches is off. In fact your church might be experiencing a decline in giving. When giving declines, ministry initiatives are threatened. Lives are impacted. Yet the churches we are partnering with have seen their giving go UP. We work with good churches and make them better. I would love to talk to you about how we can increase your giving.” That is better than simply, “Hi, my name is Mark and I would really like to talk to you about my company.”
Elevator Pitch Your Offerings
A few years ago I read a book called, “The Influential Fund Raiser,” in which the authors talked about what they called the elevator pitch. The elevator pitch is that short statement you can make in less than one minute. The authors stated that every elevator pitch needs three elements, think, feel and do. Here are the three elements as they relate to the offering…
Think – You want to get them thinking about the offering.
Feel – You want to touch their heart as to why the offering is important.
Do – When it comes to the offering you want them to reach into their pockets and give!
The book states that in crafting your elevator pitch you need to prepare it in reverse order; by starting with what action you want your speech to ensure. In the case of the offering you want their gift. Next, you imagine the emotion or feeling in those people that will likely move them to give their offering. Finally, you select and then shape the information or data you feel will likely create that emotion and thus their response.
My point is you need an elevator pitch as well. If you think about it every Sunday you have an elevator moment – we call it the offering. Most pastors say something at that point in the service. Some explain away how people are not required to give; we don’t want to offend the guests. Some almost beg for money to be given. Some use guilt or some other tactic.
When your elevator moment arrives what will you say? Guess what? Every Sunday you have an elevator moment, the offering. What you say could make the difference between making budget this year or laying off staff members and canceling ministry. You better get your elevator pitch on!
Make the offering time a thought-out part of the service; much the same as the sermon and other aspects of worship. A well planned offering appeal will result in maximized donations. Spend some time weekly thinking about new and creative ways to elevator pitch your offering times. Work hard to make the offering special and I think you will find your offering plates will be fuller!
Mark Brooks – The Stewardship Coach