ing @fundraiserchad AGENDA 1) Overcoming Your Hesitancy: - - PowerPoint PPT Presentation

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ing @fundraiserchad AGENDA 1) Overcoming Your Hesitancy: - - PowerPoint PPT Presentation

Apr 04, 2024 347 likes •1.08k views

Bo Board ard Fu Fund ndrai raisi sing ng Tra Train inin ing @fundraiserchad AGENDA 1) Overcoming Your Hesitancy: Fundraising for the Skeptic 2) Building Our Board to Tackle the Needs Ahead 3) Q&A @fundraiserchad SLIDES +

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Bo Board ard Fu Fund ndrai raisi sing ng Tra Train inin ing

@fundraiserchad

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AGENDA

1) Overcoming Your Hesitancy: Fundraising for the Skeptic 2) Building Our Board to Tackle the Needs Ahead 3) Q&A

@fundraiserchad

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@fundraiserchad

SLIDES + RESOURCES

productivefund uctivefundraising.c raising.com/res

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Ov Over erco comi ming ng Yo Your ur He Hesit sitan ancy cy: Fu Fundr ndrais aising ing fo for t r the he Sk Skep epti tic

@fundraiserchad

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Ho How do w do mo most st non nonpr prof

  • fit

its ra s rais ise m e mone

  • ney?

y?

@fundraiserchad

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Credit: Campbell & Company

the pyramid

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Credit: Giving USA, 2015

the chart

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Credit: GoalBusters Consulting (Alice Ferris, CFRE, ACFRE)

the cycle

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In person Peer to peer By mail By events By email Via crowdfunding On a web site By phone By advertising

the methods

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donor centrism

Does it make the donor feel important, valued & considered?

45% 29%

the mantra

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Begging=you have the power Demanding=I have the power Asking=we have a relationship

@amandapalmer #IFC2016

the mindset

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Ho How to w to t talk alk ab about

  • ut

PP PPFF FF

@fundraiserchad

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exercise: what’s our mission?

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To inspire stewardship of Pennsylvania’s state parks and forests through public engagement in volunteerism, education and recreation.

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super simple elevator speech

We help [who], so they can [do what]. Let me tell you about [first name] …

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Part 1 “We help [who],”

[who] examples: children, students, residents, citizens, the homeless, seniors, animals, farmers, artists, etc.

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Part 2

“So they can [do what].”

[do what] examples: thrive, succeed, learn, survive, prosper, live independently, be healthy, have a positive future, etc.

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Part 3 “Let me tell you about [first name], [story]”

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Ho How t w to

  • get

get d don

  • nor
  • r

vis visits its & & st start art the the co conver nversa satio tion

@fundraiserchad

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The focus should not be on the ASK, it should be on the CONNECTION.

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It’s not how do we ASK people to give, it’s how do we LET people give. It’s an INVITATION.

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What’s the best way to extend that invitation?

PEOPLE GIVE TO PEOPLE (NOT EMAILS)

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Not every visit has an ask (especially not first time visits). Not all asks are for money.

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YOU DON’T HAVE TO MAKE THE ASK!

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getting the visit

@fundraiserchad

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Dear Mr. Donor - I hope all is well and that you’re enjoying these late spring days! My name is Chad Barger and I am the Development Director of the ABC Charity. I am writing to see if I could stop by sometime in the next month or so to provide a brief update on ABC Charity. I like to do this with as many of our supporters as possible each year. It’s an opportunity for me to share our progress, to answer your questions and to get some feedback which is always appreciated. I think 20 minutes would be sufficient – is there a good day on your calendar? What about the 20th at 2pm or the 22nd between 1 and 4pm? Thank you for taking the time to read this request and have a wonderful day. Sincerely, Chad

productivefund uctivefundraising.c raising.com/res

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Di Diff ffer erent ent App Approa

  • ache

ches s fo for Di Differ erent ent Re Rela lati tion

  • nsh

ship ips

  • A donor you know
  • A donor you don’t know
  • A non-donor you don’t know
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guiding the conversation

@fundraiserchad

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the most powerful form

  • f communicating with

another human being is asking them a question

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the transition

@fundraiserchad

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Chad’s Favorite Donor Visit Questions

So, as you know I wanted to speak about ABC Charity today …

  • What do you know about us?
  • What first led you to become involved with our
  • rganization?
  • What excites you about our current

programming?

  • What could we be doing better?
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A FEW key talking points

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positioning the ask

@fundraiserchad

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YOU DON’T HAVE TO MAKE THE ASK!

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no asks on first visits with people you don’t already know well

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The easiest way to make an ASK …

CON CONSID SIDER ER & JOIN JOIN ME ME

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“I hope you’ll CONSIDER JOINING ME in supporting this program with a donation of $5,000.”

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“I hope you’ll CONSIDER JOINING ME in advancing this program by serving

  • n the task force.”
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REJECTION

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closing the meeting

@fundraiserchad

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GET PERMISSION

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More information Proposal / offer Follow up call / meeting

GET PERMISSION AT THE MEETING

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following up

@fundraiserchad

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But what do you need to do before you follow up with your planned next step?

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sentence 1 = what you saw / what happened sentence 2 = the impact of what you saw on you or your organization sentence 3 = what you appreciate about the person’s role in what you saw

The 3 Minute / 3 Sentence Thank You Note Formula

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Follow up guidelines: 4x 1 week after the ask 2 weeks after that 4 weeks after that 8 weeks after that Move on (after 15 weeks)

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role play

@fundraiserchad

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Role Playing

  • 1 = a first time donor of $250 that I don’t know

personally (thank you call)

  • 2 = a long time business associate of mine that

supports many other causes (invitation call)

  • 3 = a former supporter of the charity, who is an

acquaintance, that hasn’t given in a few years (inquiry call)

  • 4 = a current donor, that I don’t know personally,

that left an irate voicemail (reply call)

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Ho How to w to k keep eep do donor nors s eng engag aged ed

@fundraiserchad

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DONOR TOUCH POINTS

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call script

Hi (donor’s name). I’m _____________ (your name) from ____________ (charity). I’m calling today to thank you for your recent donation. It means so much and we wanted to tell you personally how grateful we are. [pause] If you have just a few seconds, I’d love to know what prompted your gift? [pause] Thank you for taking the time to speak with me today. Have a wonderful day!

productivefund uctivefundraising.c raising.com/res

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Bui Build lding ing Our Our Bo Boar ard d to to Ta Tack ckle le the the Nee Needs ds Ahea Ahead

@fundraiserchad

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Who do we want/need?

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What happens if I put a name forward?

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Who do I know that meets the criteria?

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@fundraiserchad

ques questi tion

  • ns

productivefund uctivefundraising.c raising.com/res

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