Business Recruitment Guide
Turn local businesses into ongoing revenue streams. You're not asking for a donation—you're offering them new customers.
The Mindset Shift
Traditional nonprofit-business relationships feel one-sided: you ask, they give (or don't). RFP changes the dynamic completely.
| Traditional Approach | RFP Approach |
|---|---|
| “Would you donate to our cause?” | “I can bring you new customers.” |
| You're asking for money | You're offering value |
| Business sees cost | Business sees opportunity |
| One-time transaction | Ongoing relationship |
| Feels like charity | Feels like partnership |
Key Insight: Business owners get pitched for donations constantly. They're conditioned to say no. But new customers? That gets their attention.
The “Community Hero” Pitch
Business owners respond to two primary motivators: new customers (revenue) and community recognition (reputation).
Opening Lines
“I can bring you new customers who specifically want to support businesses that give back. Interested?”
“What if I told you there's a way to get new customers AND become known as the business that supports [cause]?”
“Are you familiar with RFP? It's a platform that brings values-driven customers to local businesses like yours.”
The 60-Second Explanation
“RFP is a free app where people choose a cause to support—like [Nonprofit Name]. When they shop at businesses in the app, those businesses contribute a small portion to the cause.
Here's the key: You only contribute from NEW sales that RFP brings you. These are customers you wouldn't have had otherwise.
So you get new, loyal customers. They get to support a cause they care about. And we get sustainable funding. Everyone wins.
The application takes about 10 minutes. Would you be open to learning more?”
Handling Common Objections
“I can't afford to give away 5% of my margin.”
“I totally get that concern. But here's the thing—you're not giving away margin on your existing customers. The contribution only comes from NEW revenue that RFP brings you.
If RFP brings you a customer who spends $100, and you contribute 5%, that's $5. But you just got $100 in revenue you wouldn't have had otherwise.
Your fixed costs don't change with that new customer. So that $100 is almost pure profit at the margin level. Even after the 5% contribution, you're way ahead.”
“I already donate to charities.”
“That's great—it shows you care about the community. But RFP is different from a donation. This is customer acquisition.
Instead of giving money and hoping it builds goodwill, you're getting actual customers who chose your business specifically because you support causes they care about. Your contribution only happens after you've already made the sale.
Think of it as marketing that pays for itself—with the added benefit of supporting the community.”
“I need to think about it.”
“Of course! Here's a one-pager that explains everything. Take your time to review it.
I'll follow up in a few days to answer any questions. And if you want, I can connect you with another local business owner who's already a vendor—they can share their experience directly.”
Important: Always leave a one-pager. Always follow up.
“What's the catch?”
“No catch. The app is free. There's no monthly fee. You only contribute when you make a sale from an RFP customer.
Honestly, the only risk is that your competitors sign up first and get that community hero positioning before you do.”
The Profit Math
Many business owners don't understand marginal profit. Help them see the math.
Current Customer
NEW RFP Customer
Scaling Example
| New RFP Customers | Annual Revenue | Your Contribution (5%) | Marginal Profit (30%) | Net Benefit |
|---|---|---|---|---|
| 10 | $10,000 | $500 | $3,000 | $2,500 |
| 50 | $50,000 | $2,500 | $15,000 | $12,500 |
| 100 | $100,000 | $5,000 | $30,000 | $25,000 |
Who to Recruit
High-Frequency Businesses
People visit regularly:
- • Restaurants and cafes
- • Coffee shops
- • Hair salons / barbershops
- • Auto repair and maintenance
- • Dry cleaners
- • Pet services
High-Ticket Businesses
Larger purchases:
- • Auto repair shops
- • Home services (HVAC, plumbing)
- • Furniture stores
- • Fitness studios
Community-Minded Owners
Already care about giving back:
- • Businesses that sponsor local events
- • Owners in Rotary, Chamber, etc.
- • “Locally owned” messaging
Follow-Up Strategy
Timeline
Follow-Up Script
Did you get a chance to look at the information? I'd love to answer any questions and help you get set up.
Let me know if you'd like to chat or if I should check back another time.”
Conversation Framework
The Approach
If you know them: “Hey [Name], I want to share something that could help your business AND support [Nonprofit]. Got 5 minutes?”
If you're a customer: “I love this place and I want to help bring you more customers like me. Have you heard of RFP?”
The Hook
“I can bring you new customers who specifically want to support businesses that give back.”
Pause. Let them respond.
The Explanation
Give the 60-second explanation (above). Focus on: new customers, only pay after the sale, everyone wins.
Handle Questions
Use the objection responses above. Stay conversational, not defensive.
The Close
If interested: “Great! The application takes about 10 minutes. Would you like to do it now, or should I follow up tomorrow?”
If they need time: “Totally understand. Here's a one-pager. I'll check back in a few days.”
Need Help?
Want RFP to help with a tricky business conversation? We can:
- • Join you for a pitch meeting
- • Provide a warm introduction
- • Answer technical questions