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

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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

SLIDES + RESOURCES productivefund uctivefundraising.c raising.com/res om/resource ources @fundraiserchad

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Ho How do w do mo most st non nonpr prof ofit its ra s rais ise m e mone oney? y? @fundraiserchad

the pyramid Credit: Campbell & Company

the chart Credit: Giving USA, 2015

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

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

the mantra donor centrism Does it make the donor feel important, valued & considered? 45% 29%

the mindset Begging=you have the power Demanding=I have the power Asking=we have a relationship @amandapalmer #IFC2016

Ho How to w to t talk alk ab about out PP PPFF FF @fundraiserchad

exercise: what’s our mission?

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

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

Part 1 “We help [who],” [who] examples: children, students, residents, citizens, the homeless, seniors, animals, farmers, artists, etc.

Part 2 “So they can [do what].” [do what] examples: thrive, succeed, learn, survive, prosper, live independently, be healthy, have a positive future, etc.

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

Ho How t w to o get get d don onor or vis visits its & & st start art the the co conver nversa satio tion @fundraiserchad

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

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

What’s the best way to extend that invitation? PEOPLE GIVE TO PEOPLE (NOT EMAILS)

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

YOU DON’T HAVE TO MAKE THE ASK!

getting the visit @fundraiserchad

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. productivefund uctivefundraising.c raising.com/res om/resource ources Sincerely, Chad

Di Diff ffer erent ent App Approa oache ches s fo for Di Differ erent ent Re Rela lati tion onsh ship ips • A donor you know • A donor you don’t know • A non- donor you don’t know

guiding the conversation @fundraiserchad

the most powerful form of communicating with another human being is asking them a question

the transition @fundraiserchad

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 organization? • What excites you about our current programming? • What could we be doing better?

A FEW key talking points

positioning the ask @fundraiserchad

YOU DON’T HAVE TO MAKE THE ASK!

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

The easiest way to make an ASK … CON CONSID SIDER ER & JOIN JOIN ME ME

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

“I hope you’ll CONSIDER JOINING ME in advancing this program by serving on the task force.”

REJECTION

closing the meeting @fundraiserchad

GET PERMISSION

More information Proposal / offer GET PERMISSION AT Follow up call / meeting THE MEETING

following up @fundraiserchad

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

The 3 Minute / 3 Sentence Thank You Note Formula 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

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)

role play @fundraiserchad

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)

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

DONOR TOUCH POINTS

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] productivefund uctivefundraising.c raising.com/res om/resource ources Thank you for taking the time to speak with me today. Have a wonderful day!

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

Who do we want/need?

What happens if I put a name forward?

Who do I know that meets the criteria?

ques questi tion ons productivefund uctivefundraising.c raising.com/res om/resource ources @fundraiserchad