blue strike the magic of thank you calls - may 27, 2014

Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org

THE MAGIC OF THANK YOU CALLS

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http://fuze.me/23906979

The Magic of Thank You Calls

BLUE STRIKE


WELCOME

At Blue Strike, we look at fundraising through the lens of advocacy organizations and other groups engaged in civic action, public interest law, policy-oriented work, and similar activities.


INSPIRING SUPPORT FOR CIVIC ENGAGEMENT

BLUE STRIKE


“I’m going to be in Atlanta next month. Are there donors I can meet with while I’m there?”

“My college roommate just sold her successful company. How should we connect with her?”

HOW WOULD YOU LIKE IT IF YOUR BOARD MEMBER SAID . . .


“Maybe I should write thank you notes to the some of our donors. Can you send me a few of their addresses?”

“My brother might be interested in giving. Would you send him a letter from me?”

OR THIS . . .


YOU CAN HELP GET THEM THERE


In the first part of the webinar, we will focus on how to initiate and operationalize a thank you call program.

Then we will discuss a case study of one organization and review additional resources.

We will wrap up by 2:00 PM .

WEBINAR AGENDA


Personal thank you calls from board members to individual donors can help build meaningful relationships with donors and also engage your board in outreach on behalf of your organization.

THANK YOU AND OUTREACH


The first step in getting the program off the ground is to have at least one board member willing to take the plunge by making a first round of initial calls.

ASK YOUR BOARD FOR HELP


Recruit a “champion,” someone on the board -- perhaps your board chair or other well-regarded member -- to make these initial calls. Decide on a time, preferably a weekday evening or a weekend afternoon. Set aside one hour.

FIND ONE OR TWO CHAMPIONS


Pull together a list of 15 to 20 names of donors who have recently given. Provide those names to your board member along with just a few other key pieces of information: location, most recent gift amount and date; date of first gift and cumulative giving.

PROVIDE AN ORIENTATION AND A CALL LIST


ID: 1002003Kelly MillerChicago; member since 2009Most recent: $250 Mar. 7, 2014Cumulative: $825(312) 555-1212

SAMPLE CONTACT ITEM


133569

Elmer Hersche lA lmond, WI ; new memberMost recent : $500 on Dec . 22 , [email protected](607) 555-1212

1446855Jane PearsonSanta Barbara , CA; member s ince 1983Most recent : $1 ,000 Dec . 2013Cumulat ive : $13 ,[email protected](415) 555-1212

11114031Rober t CainAt lanta , GA; member s ince 2007Most recent : $1 ,000 Dec . 2013rca in@xxx .com(421) 555-1212

11813201Anisha GuptaChever ly, MD; member s ince 1988Most recent : $325 on 12 /28 /2013 Cumulat ive : $1 ,125agxx@xxx .com(410) 555 -1212

1077784Kathy Ta lent , MDTAKOMA PARK, MD; member s ince 1998Most recent : $250 on 12 /4 /2013Cumulat ive : $1 ,775kxxxxxxx@xxx .edu(301) 555 -1212

1177700Edward Is leeFair fax , VA; member s ince 2011Most recent : $200 on 12 /5 /2013 7 :56 :11 AMCumulat ive : $1 ,000exxxx@xxx .com(703) 555 -1212

SAMPLE CALL LIST


Rather than simply handing off the list and asking your board member to make the calls, you are going to assist in placing those calls.

CONFERENCE CALL


Using a three-way conference call, you and your board member will contact the donor together.

CONFERENCE CALL


Call your board member first and review the call list.“We are going to call Kelly Miller first. She gave $250 on March 7 of this year. She lives in Chicago and has been a donor for five years.”

CHECK IN BEFORE PLACING CALL


“Ms. Miller, this is Mary Dillon Kerwin from Advocates in Action, I have on the line with me our board chair who is making calls today to thank our supporters. If you have just a minute, may I conference her in?”

PLACE THE CALL


GETTING SIGN UPS

The most effective time to enlist more volunteers for making calls is during a board meeting. Mark your day-timer with blocks of available time and send it around the room during the meeting to have them pencil in a time they are available.


13 board members

27 call sessions

362 calls

ACTUAL YEAR END PROGRAM


1. direct contact-positive conversation;

2. direct contact-busy; 3. direct contact-do not call; 4. left message; 5. email only; or 6. no contact

CODING CALL OUTCOMES


No. of calls Call outcome Percent

174 voice mail message left 48.07%

105 no contact 29.01%

44 direct contact-positive conversation 12.15%

9 direct contact-busy 2.49%

9 direct contact-no calls please 2.49%

21 emails only 5.80%

362 Total

ACTUAL CALL RESULTS


48.07%

29.01%

12.15%

2.49%

2.49%

5.80%

voice mail message leftno contactdirect contact-pos-itive conversationdirect contact-busydirect contact-no calls pleaseemails only

DIRECT CONTACT = 12.5 PERCENT


After making lots of these calls, board members reach a comfort level:

Talking to semi-strangers on the phone

Using the phone to cultivate donors

Working with you!

THE COMFORT ZONE


“I’m going to be in Atlanta next month. Are there people I can meet with while I’m there?”

“There’s a college roommate of mine who just sold her company. How should we connect with her?”

THIS IS WHAT STARTS TO HAPPEN


“Maybe I should write notes to the people we didn’t reach. Can you send me their addresses?”

“My brother might be interested in giving. Can you send him a letter from me?”

AND THIS . . .


“When are we going back to major donor x? I had a good conversation with her last time.”

“Did so-and-so give yet this year? Because I could call him if he hasn’t.”

AND THIS . . .


Cohesive board committed to fundraising and outreach and knowledgeable about programs.

Long-term commitment to the program.

Organization membership dedicated to mission.

SUCCESS INDICATORS


Take into consideration location, tenure, and professional occupation.

Provide script and opportunity to practice.

Offer new board members a chance to listen in.

WHEN ASSIGNING CALLS

MORE INFO

ADDITIONAL RESOURCES

Blue Strike Webinar: The Magic ofThank You Calls May 27, 2014 bluestrike.org


Engaging Your Board in Fundraising, A Staff ’s Guide by Kathy Hedge https://www.boardsource.org/eweb/blf-2013/sessions.htm#FUNDRAISING BoardSource $24.00

Urban Institute Special Report Engaging Board Members in Fundraising, Sept. 2012http://www.urban.org/UploadedPDF/412673-The-Nonprofi t-Research-Collaborative-Special-Report.pdf

Seven Tips for Making Better Donor Thank You Calls April 2012 blog Lori L. Jacobwith http://www.askingmatters.com/blog/seven-tips-for-making-better-donor-thank-you-calls/

RESOURCES

https://www.boardsource.org/eweb/blf-2013/sessions.htm#FUNDRAISING

https://www.boardsource.org/eweb/blf-2013/sessions.htm#FUNDRAISING

http://www.urban.org/UploadedPDF/412673-The-Nonprofit-Research-Collaborative-Special-Report.pdf

http://www.urban.org/UploadedPDF/412673-The-Nonprofit-Research-Collaborative-Special-Report.pdf

http://www.askingmatters.com/blog/seven-tips-for-making-better-donor-thank-you-calls/




4 Elements of a Great Thank You Call, Philanthropy for All blog by Vanessa Chasehttp://pfa-blog.com/home/4-elements-of-a-great-thank-you-phone-call/

The Incredible Power The Phone: 3 Case Studies by Sumac blog http://sumac.com/the-incredible-power-the-phone-3-nonprofi t-case-studies-and-a-400-increase-in-donations/

RESOURCES

http://pfa-blog.com/home/4-elements-of-a-great-thank-you-phone-call/



http://sumac.com/the-incredible-power-the-phone-3-nonprofit-case-studies-and-a-400-increase-in-donations/




Charity Watchdogs: Managing Your Organization's Profi le and RankingTuesday, June 24, 2014 at 01:15 PM Better Business Bureau, Guidestar, Charity Navigator. Learn where the “watchdogs” get their info and how to improve your profi le and ranking.

Five Simple Ways to Upgrade Your DonorsTuesday, July 29, 2014 at 01:15 PMTake your individual giving program to the next level with fi ve tried and true, low cost methods.

BLUE STRIKE WEBINARS

http://www.bluestrike.org/webinar_charity_watchdogs



http://www.bluestrike.org/five_simple_ways_to_upgrade_your_donors


Benchmark Studies: Which ones are most relevant for advocacy groups?Tuesday, August 26, 2014 at 01:15 PM It seems like everyone is benchmarking. Which ones should you use to gauge your organization's performance?

Year End Boot CampTuesday, September 30, 2014 at 01:15 PM On average, organizations receive 40 percent of their donations in December. Make sure you are primed to take advantage of this important time of year.


http://www.bluestrike.org/webinar_benchmark_studies_20140826

http://www.bluestrike.org/webinar_benchmark_studies_20140826

http://www.bluestrike.org/webinar_year_end_boot_camp

http://www.bluestrike.org/webinar_year_end_boot_camp


Raising Money for Advocacy: How it's diff erentTuesday, October 28, 2014 at 01:15 PM Inspiring support for issues and causes requires its own area of expertise. What set of skills do you need? What are the unique challenges and opportunities we face?

Board Engagement for Year EndTuesday, November 25, 2014 at 01:15 PM Tried and true methods for enlisting your board’s help during this crucial period of the year.


http://www.bluestrike.org/webinar_raising_money_for_advocacy_how_it_s_different

http://www.bluestrike.org/webinar_raising_money_for_advocacy_how_it_s_different

http://www.bluestrike.org/webinar_board_engagement_for_year_end

http://www.bluestrike.org/webinar_board_engagement_for_year_end

Blue Strike Webinar: bluestrike.org

Thank you for participating today!

From Mary Dillon Kerwin President of Blue Strike

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BLUESTRIKE.ORG



blue strike the magic of thank you calls - may 27, 2014

Government & Nonprofit