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

Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad

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Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad

Thanks for attending! We’ll get started in approximately 8 minutes. @fundraiserchad

Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad

Thanks for attending! We’ll get started in approximately 6 minutes. @fundraiserchad

Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad

Thanks for attending! We’ll get started in approximately 5 minutes. @fundraiserchad

Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad

Thanks for attending! We’ll get started in approximately 3 minutes. @fundraiserchad

Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad

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Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad

Thanks for attending! STAND BY, HERE WE GO… @fundraiserchad

Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad

the donor pyramid Credit: Campbell & Company

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

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

career fundraiser

#prod oduct uctiv ivit ityn yner erd

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

Where to Find Potential Donors to Support Your Cause sponsored by @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 @fundraiserchad

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

Who Are We Looking For? @fundraiserchad

FLUFFY

DON’T CHASE FUNDRAISING UNICORNS

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

Image Credit: imarketsmart.com

characteristics of high net worth individuals $1M+ assets & $200k Less than 50% have a • • annual income (earned or strategy or budget for their investment) philanthropy 1.4% of US population • Most frequent reason for • stopping support = too Make 72% of all gifts to frequent solicitations • charity from individuals (without communication of impact) 50% are also volunteers • Preferred form of • (and those that do introduction to a charity = volunteer give 56% more small, exclusive event in the than those who don't) home of someone they trust Source: Insights on Wealth & Worth , US Trust, 2016

Seven Places to Find Them @fundraiserchad

location #1 from your database

Top Factors for Identifying a Good Major Gift Prospect • Donor-Nonprofit • Research Connections – High net worth (wealth screening) – Past donations (RFM) – Support of related • Recency of giving charities • Frequency of giving • $100,000 = 32x • Monetary amount • $5,000 = 5x – Volunteerism – Political giving • Multiple capacities • $2,500 = 14x • Leadership levels • $500 = 5x – Former service – Property ownership recipients • Alumni • $2M+ = 17x • Grateful patients • $1M+ = 4x • $750k+ = 2x record everything & become a query master Credit: DonorSearch

CAPACITY SCREENING productivefund uctivefundraising.c raising.com/res om/resource ources

work affiliations • Business Owners • Senior Level Employees • Employers of Board Members productivefund uctivefundraising.c raising.com/res om/resource ources

location #2 from your bookkeeper

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?

location #3 from current donors

Donor Profile • Attribute 1 • Attribute 2 • Attribute 3

pr pros ospe 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?

productive uctivefund fundraising.com/resource raising.com/resources

location #4 from grant research

3 options … 3 price points

productivefund uctivefundraising.c raising.com/res om/resource ources

location #5 from other nonprofits

Who seems to support every other nonprofit in town, but doesn’t support you (yet)? [especially within your focus area]

alright stop, COLLABORATE, and listen …

location #6 from customers

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

location #7 from special events

What should be the primary purpose of a fundraising event?

And And w wha hat t ty type e of of do donor nor?

Image Credit: imarketsmart.com

The primary purpose of fundraising events should be to find new individual donors.

Hi, my name is Jane.

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)

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.”

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

Where Not to Look @fundraiserchad

wh wher ere e no not t to to lo look ok • Acquisition Lists • Social Media Ads • Facebook Fundraisers • Billboards / Print Advertising

Thanks to our sponsor … productivefund uctivefundraising.c raising.com/res om/resource ources @fundraiserchad

The Next 50 Plan A Plan for Identifying & Prioritizing Your Next 50 Prospects @fundraiserchad

The Next 50 Plan 1. Brainstorm / Find 2. Identify Connections 3. Prioritize / Rate 4. Set Goals / Act

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

7 places x 7 ideas from each 49 prospective donors

“Who do we/you know that knows someone at ______________?” • Board • Full Staff • Volunteers

ASSIGN SIMPLE RATINGS

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

monthly / weekly goals contact log what gets measured gets managed time blocked to make it happen

The Next 50 Plan Template KNOWN WN LINKAGE ABILITY INTEREST LAI CONTACT SOURCE NAME CONNECTIONS (1-5) (1-5) (1-5) RATING DATE NOTES 1 Database 0 2 Database 0 3 Database 0 4 Database 0 5 Database 0 6 Database 0 7 Database 0 8 Vendor 0 9 Vendor 0 10 Vendor 0 11 Vendor 0 12 Vendor 0 productivefund uctivefundraising.c raising.com/res om/resource ources 13 Vendor 0 14 Vendor 0 15 Referral 0 16 Referral 0 17 Referral 0 18 Referral 0 19 Referral 0 20 Referral 0 21 Referral 0 22 Grant Research 0 23 Grant Research 0 Grant Research 0 24 25 Grant Research 0 26 Grant Research 0 27 Grant Research 0 28 Grant Research 0 29 Nonprofit Supporter 0

fundraising coaching board training productivity coaching online fundraising certificate capital campaign support keynotes & workshops (in person & virtual)

further learning

11/23 @ 1pm (eastern)

One last shout out to… @fundraiserchad

questi ques tion ons @fundraiserchad