j. milito & associates, inc

J. Milito & Associates, Inc.

We have been successfully conducting telephone fundraising for the past 15 years

We work exclusively with Arts, Academic, Community, Religious and Health and Human

Service organizations in Michigan, Illinois, Indiana, Ohio, Wisconsin,

Pennsylvania, Minnesota and Missouri.

Services we provide…• Annual appeal follow up which include renewals,

upgrades and acquisition• Additional gift asks• Capital Campaign ‘clean-up’• Membership renewals• Naming opportunities• Planned giving leads generation and • Prospect cultivation• Thank you calls and more…..

The calling team of J. Milito & Associates, Inc. has more than 60 years of combined telephone

fundraising experience

Did you know…• There are more than 1.5 million nonprofit organizations

in the USA, with more being added every day

• 50% of all nonprofits in the USA use telephone fundraising

• Americans donate more than $10.5 billion annually to nonprofit organization who use professional telephone

fundraising services

• Last year more than 70% of all American households were solicited for gifts via the phone

According to statistical evidence gathered by the Association of Fundraising Professionals, the

main reason why people don’t give to charitable organizations

Is….

Nobody asked them

The human voice is the most powerful tool to use

when connecting with your donors

• It’s the next best thing to being face-to-face with your donor

• It affords two-way conversation and provides valuable information that you can use to update your records and do future marketing

• It helps to build new and stronger relationships

5-easy steps to get ready for a telephone fundraising

campaign…Strategy planning

Records preparation Script development and fulfillment

Training and kick offCampaign reporting

Strategy planning

Who to callWhat time of year to call

When to call Where to call from

Why are we raising money

Records PreparationCurrent donorsLapsed donorsNever donors

Who are…Alumni, friends, parents, grandparents,

vendors, employees, teachers

In other words, everyone with a connection to your school

Script and

FulfillmentSee handout of typical script and

calling sheet that can be used for initial fulfillment

Trainingand

KickoffRecruit lots of volunteers

Formula for estimating how many calling hours you will need

Campaign reportingHow many pledgesHow many refusals

How many send info requestsHow many records not contacted

Total $$$Average $$$ pledge

Catholic High School Telephone Fundraising Statistics

Stats are from January 2011School is 9-12, co-ed, 130 years old, 4 generations:

• Phone-a-thon is always done in January for the last 10 years• 3,041 records consisted of donors and non-donors who were

alumni, parents, friends• 70.35% database penetration• 612 pledges, reaped $64,663.00 in gifts of support• Average pledge $105.65• Total per record cost was $12,292.55• Cost per $1.00 pledged was $.19• ROI was $5.26 for each dollar spent• 81 of the 612 gifts were >LY or 13.23% of all gifts• 7 gifts greater than $1,000.00• 9 commemorative gifts to honor 130 years of Catholic education• 260.50 hours spent on the telephone

Christian High School Telephone Fundraising Stat…

Stats are from October 2010school is 9-12, co-ed

• 1,329 records consisted of current and lapsed donors who were alumni, parents, friends (no NON donors were called)

• 83.72% database penetration• 592 pledges, reaped $69,781.00 in gifts of support• Average pledge $117.87• Total per record cost was $5,515.35• Cost per $1.00 pledged was $.07• ROI was $12.65 for each dollar spent• 276 of the 592 gifts were >LY or 46.62% of all gifts• 4 gifts greater than $1,000.00• 130.7 hours spent on the telephone

Grade School Telephone Fundraising Stat…

Stats are from 2010School is PK-8, co-ed, Christian

• 1,694 records consisted of donors and non-donors who were alumni, parents, friends, some businesses

• 72.51% database penetration• 455 pledges, reaped $51,590.00 in gifts of support• Average pledge $113.38• Total per record cost was $5,590.20• Cost per $1.00 pledged was $.10• ROI was $9.22 for each dollar spent• 137 of the 455 gifts were >LY or 30.10% of all gifts• 1 gift greater than $1,000.00• 119.36 hours spent on the telephone for this campaign

Our company 2010/2011 report card67 clients served

179 separate campaigns112,280 records completed

$1,892,280.00 raised15,161 pledges – 13.5% pledge rate

$124.84 average pledge$.20 / $1.00 client cost to raise a dollar

$4.86 / $1.00 ROI

Put us to work for you…

As a follow up to any direct mail solicitationRenew donors

Upgrade donorsAcquire NEW donors

Monthly sustainer programsCapital campaign ‘clean-up’

Thank you callsReminder/Stewardship calls

…”It’s for you Bob.  It’s your Alumni Association.”

Let us help you reach your constituents!!

ReferencesMarigale Watts Harrington, Trinity High School,

Director Of Alumnae Relations708-453-8328 or mharrington@trinityhs.org

Michelle DeGroot, Hudsonville Christian School, Assistant to the Administrative Principal

616-669-6689 or mdegroot@hudsonvillechristian.org

Juddee Milito CFRE, President

J. Milito & Associates, Inc.

juddee@telephonefundraising.net

www.telephonefundraising.net

Cell is 616-540-0858