Fundraising, if you haven't ever done it, can seem daunting. It just seems so difficult - maybe even a bit scary - asking people for money. And yet, there are successful fundraisers all around you. Every year individuals just like you raise upwards of a half-million dollars for the Trek Tri Island and a similar amount for the Climb for Clean Air. Many raise well over the minimums - five and six thousand dollars. And many of them do it year after year.

There is a secret to successful fundraising. It is not a trick, a technique or method. Successful fundraisers all know one very important thing that makes all of the difference.

Here it is:

It's a very personal thing.

You might even say it's a contact sport. There is no substitute for looking someone in the eye and asking them for their support. Letters are good: phone calls a little better. But meeting someone face to face and saying, "I'm doing this, it is important to me because...and I am asking for your help" is as good as it gets - it's the way money gets raised.

So now you know the secret that all successful fundraisers know. Everything else, all of your strategizing and planning, is merely laying out the steps you need to take to get face to face with the people who can help you, and then taking those steps.

Working on Yourself

Now, this "secret" may not seem all that helpful to you, particularly if you're feeling nervous about asking for donations. Telling you there's no substitute for a face-to-face ask--that in fact it is the very key to success--probably doesn't feel very comforting. If this is true, you are not alone.  Your first task may be to prepare yourself mentally and emotionally.

While there are no "techniques" or gimmicks to help in this, there are a few simple ways to get started that will prove very helpful in dealing with nervousness.

Focus on the cause.  It is far easier to ask for support for the work of American Lung Association® than it is to ask people to pay for your bike ride. These events and the funds they raise are absolutely vital to the American Lung Association®. The Trek Tri-Island and the Climb for Clean Air raise nearly a million dollars each year between them. This is serious fundraising that just happens to have some fun and adventure attached. So think of yourself as a fundraiser on an important mission first and as a cyclist or climber second.

Develop your commitment. The most important "tool" at your disposal is your own commitment to and excitement about what you're doing. It's much easier to ask for donations to a cause you believe in. And the more you believe in it, the more convincing you will be. People who have a direct experience with lung disease, who've lost a loved one to lung cancer or grew up with asthma for example, have an immediate and very personal interest in raising funds for the American Lung Association®. And they are very effective at it. Go to the section of this guide that has sample letters and you'll see what we mean.

Now, if you don't have a personal experience with lung disease, it is still possible to understand and communicate the importance of the work of the American Lung Association®. Learn all you can about lung disease. But even more important, learn how the programs of the American Lung Association® are helping everyone breathe easier. The more you learn about our programs, the better you'll feel asking people to sponsor you. If you have a personal interest in any of our programs, research and focus on it as you fundraise. Call us at 1-800-732-9339 for information, or visit our Asthma, Lung Disease, Air Quality, and Tobacco Control pages.

Start with people you know. A personal "ask" starts with a personal connection. Generally you'll find it easier to talk with people you already know and like. And you have a greater likelihood of success with people who know and like you - just the fact that you asked will make them want to help. And if this is your first time fundraising, early success is important. You'll feel much more like making your second contact if your first says "yes."

The vast majority of the contributions to Trekkers and Climbers come from individuals. It may seem as if corporations might have more money to give and for the most part they do. But they represent some real challenges (we'll talk about those in a minute) and statistically your chances of success are much greater with individuals you know personally. In the pages on Six Degrees of Separation, we show you how to improve your chances of success with people you don't know well. But the place to start is with the people you're closest to.

Set a good goal. It helps to have something you're reaching for, but it also helps to have a goal you can accomplish. Setting a challenging but accomplishable goal will help you move forward and give you a good talking point when you ask for donations. "I'm going to raise $5,000 for the American Lung Association® by climbing Mt Rainier" is a compelling way to start a conversation when fundraising. And if you say it with a committed gleam in your eye (and a little passion in your heart) you're well on your way. Once you set a goal, practice saying what it is. Make a brief sentence, such as the one above, and practice saying it until it comes naturally. Don't be afraid to say exactly how much you want to raise.

With this fundamental secret at the ready, go on to assess your resources and develop a fundraising strategy that will work for you.