Where to Find Potential Donors to Support Your Cause sponsored by - - PowerPoint PPT Presentation

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Where to Find Potential Donors to Support Your Cause sponsored by - - PowerPoint PPT Presentation

Feb 16, 2023 137 likes •1.17k views

Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad Thanks for attending! Well get started in approximately 10 minutes. @fundraiserchad Where to Find Potential Donors to Support Your Cause sponsored by

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@fundraiserchad

Where to Find Potential Donors to Support Your Cause

sponsored by

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Thanks for attending!

We’ll get started in approximately 10 minutes.

@fundraiserchad

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@fundraiserchad

Where to Find Potential Donors to Support Your Cause

sponsored by

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Thanks for attending!

We’ll get started in approximately 8 minutes.

@fundraiserchad

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@fundraiserchad

Where to Find Potential Donors to Support Your Cause

sponsored by

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Thanks for attending!

We’ll get started in approximately 6 minutes.

@fundraiserchad

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@fundraiserchad

Where to Find Potential Donors to Support Your Cause

sponsored by

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Thanks for attending!

We’ll get started in approximately 5 minutes.

@fundraiserchad

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@fundraiserchad

Where to Find Potential Donors to Support Your Cause

sponsored by

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Thanks for attending!

We’ll get started in approximately 3 minutes.

@fundraiserchad

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@fundraiserchad

Where to Find Potential Donors to Support Your Cause

sponsored by

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Thanks for attending!

We’ll get started in approximately 2 minutes.

@fundraiserchad

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@fundraiserchad

Where to Find Potential Donors to Support Your Cause

sponsored by

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Thanks for attending!

STAND BY, HERE WE GO…

@fundraiserchad

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@fundraiserchad

Where to Find Potential Donors to Support Your Cause

sponsored by

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Credit: Campbell & Company

the donor pyramid

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

the asking cycle

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Who is this guy? And why does he think he knows what he’s talking about?

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career fundraiser

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#prod

  • duct

uctiv ivit ityn yner erd

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Raising funds for causes you care about shouldn’t mean working 60+ hours per week, forever.

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Where to Find Potential Donors to Support Your Cause

@fundraiserchad

sponsored by

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@fundraiserchad

AGENDA:

  • 1. Introductions
  • 2. Who Are We Looking For?
  • 3. Seven Places to Find Them
  • 4. Where Not to Look
  • 5. The Next 50 Plan: A Plan for

Identifying & Prioritizing Your Next 50 Prospects

  • 6. Q&A
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@fundraiserchad

SLIDES + RESOURCES

productivefund uctivefundraising.c raising.com/res

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RECORDING

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Who Are We Looking For?

@fundraiserchad

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FLUFFY

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DON’T CHASE FUNDRAISING UNICORNS

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So who should you chase? Err, with whom should you seek to build a relationship?

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Image Credit: imarketsmart.com

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characteristics of high net worth individuals

  • $1M+ assets & $200k

annual income (earned or investment)

  • 1.4% of US population
  • Make 72% of all gifts to

charity from individuals

  • 50% are also volunteers

(and those that do volunteer give 56% more than those who don't)

  • Less than 50% have a

strategy or budget for their philanthropy

  • Most frequent reason for

stopping support = too frequent solicitations (without communication of impact)

  • Preferred form of

introduction to a charity = small, exclusive event in the home of someone they trust

Source: Insights on Wealth & Worth, US Trust, 2016

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Seven Places to Find Them

@fundraiserchad

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location #1 from your database

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Top Factors for Identifying a Good Major Gift Prospect

  • Donor-Nonprofit

Connections

– Past donations (RFM)

  • Recency of giving
  • Frequency of giving
  • Monetary amount

– Volunteerism

  • Multiple capacities
  • Leadership levels

– Former service recipients

  • Alumni
  • Grateful patients
  • Research

– High net worth (wealth screening) – Support of related charities

  • $100,000 = 32x
  • $5,000 = 5x

– Political giving

  • $2,500 = 14x
  • $500 = 5x

– Property ownership

  • $2M+ = 17x
  • $1M+ = 4x
  • $750k+ = 2x

Credit: DonorSearch

record everything & become a query master

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CAPACITY SCREENING

productivefund uctivefundraising.c raising.com/res

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work affiliations

  • Business Owners
  • Senior Level Employees
  • Employers of Board Members

productivefund uctivefundraising.c raising.com/res

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location #2

from your bookkeeper

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vendor list

Review a list of payables

  • Sorted largest to smallest
  • From the last 12 months
  • Who isn’t currently a donor?
  • Who should be a bigger donor?
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location #3

from current donors

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Donor Profile

  • Attribute 1
  • Attribute 2
  • Attribute 3
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pr pros

  • spe

pect ct br brains insto torming ing

  • Who were the last 5 people you’ve

gone out to dinner with?

  • Who do you send holiday cards to?
  • Who do you exercise with?
  • Where do you go to have ___ done?
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productive uctivefund fundraising.com/resource raising.com/resources

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location #4 from grant research

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3 options … 3 price points

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productivefund uctivefundraising.c raising.com/res

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location #5

from other nonprofits

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Who seems to support every other nonprofit in town, but doesn’t support you (yet)?

[especially within your focus area]

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alright stop, COLLABORATE, and listen …

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location #6 from customers

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sell something

  • Something fun / different / edgy

(but still mission focused)

  • Designed to attract customers that care

about what you care about

  • Goal is NOT to make $$$

(just cover your costs & make it an easy “YES!”)

  • Goal = put your organization on their

radar & capture contact info

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location #7 from special events

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What should be the primary purpose of a fundraising event?

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And And w wha hat t ty type e of

  • f do

donor nor?

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Image Credit: imarketsmart.com

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The primary purpose

  • f fundraising events

should be to find new individual donors.

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Hi, my name is Jane.

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rel elen entl tles ess s co cont ntact ct inf nfo ca capt ptur ure (p (pre-ev even ent) t)

  • Online forms with required fields

(name, address & email)

  • Ticket purchase form
  • Table / foursome registration form
  • Email follow up forms (jotform.com)
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rel elen entl tles ess s co cont ntact ct inf nfo ca capt ptur ure (a (at t th the e ev even ent) t)

  • Auction bidder pre-registration
  • Sign in sheet
  • “We mail a formal receipt for tax

purposes & send auction item redemption instructions via email.”

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7 places to find prospective donors

1. Database (current donors)

  • 2. Vendor lists
  • 3. Donor referrals
  • 4. Grant research
  • 5. Supporters of other nonprofits
  • 6. Customer lists
  • 7. Event attendees
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Where Not to Look

@fundraiserchad

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wh wher ere e no not t to to lo look

  • k
  • Acquisition Lists
  • Social Media Ads
  • Facebook Fundraisers
  • Billboards / Print Advertising
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@fundraiserchad

Thanks to our sponsor …

productivefund uctivefundraising.c raising.com/res

  • m/resource
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The Next 50 Plan

A Plan for Identifying & Prioritizing Your Next 50 Prospects

@fundraiserchad

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The Next 50 Plan

  • 1. Brainstorm / Find
  • 2. Identify Connections
  • 3. Prioritize / Rate
  • 4. Set Goals / Act
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7 places to find prospective donors

1. Database (current donors)

  • 2. Vendor lists
  • 3. Donor referrals
  • 4. Grant research
  • 5. Supporters of other nonprofits
  • 6. Customer lists
  • 7. Event attendees
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7 places x 7 ideas from each

49 prospective donors

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“Who do we/you know that knows someone at ______________?”

  • Board
  • Full Staff
  • Volunteers
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ASSIGN SIMPLE RATINGS

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L = linkage (1 to 5) A = ability (1 to 5) I = interest (1 to 5)

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monthly / weekly goals contact log

what gets measured gets managed

time blocked to make it happen

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SLIDE 93 SOURCE NAME KNOWN WN CONNECTIONS LINKAGE (1-5) ABILITY (1-5) INTEREST (1-5) LAI RATING CONTACT DATE NOTES 1 Database 2 Database 3 Database 4 Database 5 Database 6 Database 7 Database 8 Vendor 9 Vendor 10 Vendor 11 Vendor 12 Vendor 13 Vendor 14 Vendor 15 Referral 16 Referral 17 Referral 18 Referral 19 Referral 20 Referral 21 Referral 22 Grant Research 23 Grant Research 24 Grant Research 25 Grant Research 26 Grant Research 27 Grant Research 28 Grant Research 29 Nonprofit Supporter

The Next 50 Plan Template

productivefund uctivefundraising.c raising.com/res

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fundraising coaching board training productivity coaching

  • nline fundraising certificate

capital campaign support keynotes & workshops

(in person & virtual)

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further learning

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11/23 @ 1pm (eastern)

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@fundraiserchad

One last shout out to…

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@fundraiserchad

ques questi tion

  • ns
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@fundraiserchad

ques questi tion

  • ns

productivefund uctivefundraising.c raising.com/res

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  • urces