15/09/16 Relational Fundraising growing givers hearts A Quick - PDF document

15/09/16 Relational Fundraising growing givers’ hearts A Quick Survey • Who enjoys “fundraising”? • What percentage of your time is spent raising support? • Have you seen a general trend of growth year on year? • Do you feel slightly embarrassed always asking for money? The Theology of Fundraising • A command from God Ex 25:1–9 • Passed on to the people Ex 35:4–10 • The people respond Ex 35:20–22,29 • The final result Ex 36:2–7 Berni Dymet – chris5anityworks.com 1

15/09/16 Why Does God do it That Way? • 120 Light Years across • Over 200 billion stars (middle–weight) • One of 100 billion galaxies Jesus has the answer (Matt 6:19–21, 24) Elsie Ministers of the Gospel 2 Cor 8:1–15 Berni Dymet – chris5anityworks.com 2

15/09/16 Down to Business … • Two equal & opposite mistakes • Over–spiritualise • Under–spiritualise Acts 12:6–11 The One Big Mistake It’s all about me Berni Dymet – chris5anityworks.com 3

15/09/16 Relationships are bilateral Relationship Based Fundraising Does it work? + 4533% Large vs Small Donations Berni Dymet – chris5anityworks.com 4

15/09/16 The Universal Income Model Avg Income Donors x Freq x = $1 mil 2000 x 4 x $125 = ✗ 15% Downturn Across Board Donors x Freq x Avg = Income 2000 4 $125 $1 mil x x = $1 mil 1000 6 $167 1700 3.4 $106 $614,125 x x = ✓ 15% Growth Across Board Donors x Freq x Avg = Income 2000 4 $125 $1 mil x x = 1000 6 $167 $1 mil 2300 4.6 $144 $1.52 mil x x = Berni Dymet – chris5anityworks.com 5

15/09/16 New Name Acquisition? • Survey – how do you acquire “new names” Potentials 1 st Donors Repeat Major christianityworks Case Study • Confirmation screen • Email • CRM • Letter Berni Dymet – chris5anityworks.com 6

15/09/16 Back to You • How do you acquire new potential donors? • How could you do that better? Berni Dymet – chris5anityworks.com 7

15/09/16 Converting a Potential into 1 st Time Donor • This is the crunch stuff • Compelling “value proposition” • Impact • Offer • Deliberate Ask • Survey – how do you do it? christianityworks Case Study • Letter that goes with free offer • Welcome series letter • Welcome series email • Then onto regular mail/email Back to You • How do you convert potentials into actual donors? • How could you do that better? Berni Dymet – chris5anityworks.com 8

15/09/16 Increasing Frequency – Survey • How often do you mail out? • How often do you send emails? • How often do you use SMS? • What do your communications contain? • Why? The BIG Question • Mail out frequency • The danger of “burning” donors • It’s not how often you mail out that burns donors • It’s what you send them • In summary – quarterly or monthly mailings ??? Christianityworks Case Study • 1 st Gift Thank You call • The Newsletter • The Pastoral Letter • The Direct Ask Letter Berni Dymet – chris5anityworks.com 9

15/09/16 A Comment on KPIs • Your Donor Management System • Segmentation • Reporting • Integration with Online (website/email) • Automation à Streamlining Back to You • How do you generate regular income? • How could you do that better? Berni Dymet – chris5anityworks.com 10

15/09/16 Some other important elements • Calling strategy • Prayer – donor care • Website design • Daily eDevotional • SMS communications • Social Media • Transactional Emails • Free offer confirmation • Receipts Donor Experience The Questions to Be Asking • From where they sit, would they be interested in what I am sending them? • What am I doing to minister to them? • Am I giving something to them? • What am I doing to engage them? • What can I do differently to develop relationship? Berni Dymet – chris5anityworks.com 11

15/09/16 ✓ 15% Growth Across Board Avg Income Donors x Freq x = $1 mil 2000 x 4 x $125 = 1000 6 $167 $1 mil 4.6 2300 x x $144 = $1.52 mil Register Now Discussion … • What is our biggest opportunity area right now? • How can we acquire “new names”? • How can we aid the conversion process? • What do I need to do with: • Direct mail • Email • Website • Phone contacts • Personal contacts Berni Dymet – chris5anityworks.com 12

15/09/16 Well … Berni Dymet – chris5anityworks.com 13