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This is one of the questions I hear most often from nonprofit leaders. How do we get better live auction items?


The simple answer is this: the best live auction packages live at the intersection of what your donors want and the connections your community already has.


In other words, great packages are usually not random. They are strategic. Before you start asking for donations, it helps to get clear on two things first: the right number of packages and the right size of packages.


Start With the Right Number and Size


A lot of live auctions underperform because they include too many packages, packages that are too small, or packages that don?t fit the audience.


For most galas, five to seven live auction packages is the right range.


Why?


Because the majority of your audience usually does not have the means to bid on live auction packages, and each one takes about three to four minutes to sell. If you include too many, the program starts to drag and the energy drops.


You also don?t want to run out of money before you run out of packages.


The size of your packages should also match your audience, and one of the best indicators of that is your individual ticket price.


As a general rule:


The package size should fit the spending capacity of the room.


Start With Low-Hanging Fruit


Once you know the right package size and quantity, the next step is to look for the easiest opportunities first.


The people you'll want to start with are usually:


The types of packages you'll want to go:


The key is to start with low-hanging fruit. What can your community realistically provide? What do they already have access to? What would your audience actually get excited about?


One way I like to organize this is through the acronym BENEFIT.


These are seven categories of live auction packages that tend to perform really well. You do not need all seven. But reviewing the list can help spark ideas and show you where your best opportunities already exist.


B: Booze, Wine, and Spirits


This category includes things like:


This can be especially effective for schools and community organizations because it is often fairly easy to gather. For example, parents or board members might each bring a bottle of wine above a certain value, and those bottles can be combined into one strong package.

If the collection includes a few higher-end bottles, it becomes even more appealing.


Pro tip: A school can create a drawing for parents to win money off tuition or a free parking spot if they donate a bottle of wine above $25.


E: Exclusive Dining


People are always looking for reasons to celebrate, which is why dining experiences tend to do well.

This category might include:


These packages work they are social, celebratory, and flexible. They can be used for anniversaries, birthdays, client appreciation, or just a fun night out.


Pro tip: One easy place to start is your caterer. Many are willing to help create some version of a private dining package.


N: Nimble and Notable


This category is all about creating larger packages out of smaller donations.

Think:


A date night package, for example, might include multiple experiences bundled together to create dates: tickets, wine, restaurant gift cards, an overnight stay, or shopping gift cards


These packages can be surprisingly strong because the donor hears one appealing element after another and they can see themselves on each of these mini-experiences. And for organizations with lots of smaller donations already coming in, this can be one of the easiest ways to create a live auction-worthy package.



E: Exotic and Unique


These are the packages that make people say, ?Wait, you can do that??


This category includes unusual experiences that come from your community?s unique access or relationships, such as:


These packages depend heavily on relationships, which is why board members and longtime supporters can be so valuable here.


One memorable example came from a board member who was a police officer. They created a behind-the-scenes crime lab tour paired with a visit to a police-only boxing gym. That is exactly the kind of one-of-a-kind experience that gets attention.


F: Fly-Somewhere Vacation


This category covers longer out-of-state trips, usually around five to seven nights.

These vacations can raise a lot of money, but I find many of my clients don't have access to a donated vacation. When they do try to ask their network, one mistake they make is being too vague.


Instead of saying, ?Does anyone have a vacation home?? try something more concrete:

?We are looking for a five- to seven-night beach home stay in Hawaii, Florida, Mexico or another domestic beach location." The more specific your ask, the easier it is for someone to realize they know exactly the right person or property.


This is a great category to ask about through board members, donors, sponsors, and even a broader email to your community.


This is also a great category to add a vacation purchased through a consignment company.


I: In-State Vacations or Staycations


These are more valuable than we realize sometimes. A three- to five-night stay within driving distance can be extremely appealing, especially for busy people who do not want the hassle of air travel.


In Colorado, for example, mountain homes can be incredibly popular. In other communities, a lake house, cabin, or local luxury stay may perform just as well. Sometimes the easier trip is actually the more attractive one.


T: Treasured Traditions

This may be the most important category of all.


A Treasured Tradition is something that comes directly from the organization and can only be purchased in that moment, at that event.


Examples might include:


These packages are powerful because they do more than raise money. They also bring donors closer to the mission.


And for supporters who already have the vacations, restaurants, and nice things they want, a Treasured Tradition often feels much more personal and meaningful. They are also frequently multi-sell opportunities, which makes them even more valuable.


Think of Each Auction Slot as Real Estate


Every live auction package takes up a valuable piece of your program. That means each slot is like a piece of prime real estate.


You can put a single-family home on it, a duplex, or an apartment complex. In live auction terms, that means some packages can be sold more than once.


Those are incredibly attractive because the same amount of stage time can generate double or triple the revenue. That is why Treasured Traditions and other experiences that can be sold in multiples are often so valuable.


Consignment Packages


Consignment trips can be helpful, but they should be used strategically. They can add value to your live auction, especially if your audience includes affluent travelers who appreciate a curated experience. But they should not become the foundation of your live auction.

The reason is simple: ROI.


Since a portion of the revenue goes to the consignment company, not the nonprofit, they need to be used strategically. And if you use them, vet them thoroughly.

Read the contracts. Watch for hidden fees. Ask for references. Talk to someone who has actually taken the trip if possible.


If you find a trip and company that is the right fit, a consignment trip can be a great way to offer your donors an incredible experience.


Bringing It All Together


Better live auction items usually don't come from trying harder. They come from thinking more strategically. Start by making sure you have the right number and size of packages for your audience. Then look for low-hanging fruit within your community using the BENEFIT categories as a guide. Be specific in your asks. Pull from the relationships you already have. And remember that the best packages are not always the most expensive. They are the ones that fit your audience, support your mission, and create strong return on investment.


If this was helpful, subscribe to the newsletter for more practical gala fundraising strategy. And if you have a great Treasured Tradition idea, we'd love to hear about it!