board fundraising training€¦ · agenda 1) overcoming your hesitancy: fundraising for the skeptic...
TRANSCRIPT
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Board Fundraising Training
@fundraiserchad
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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
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@fundraiserchad
SLIDES + RESOURCES
productivefundraising.com/resources
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Overcoming Your Hesitancy: Fundraising
for the Skeptic
@fundraiserchad
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How do most nonprofits raise money?
@fundraiserchad
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Credit: Campbell & Company
the pyramid
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Credit: Giving USA, 2015
the chart
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Credit: GoalBusters Consulting (Alice Ferris, CFRE, ACFRE)
the cycle
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In person Peer to peer
By mail By events By email
Via crowdfunding On a web site
By phone By advertising
the methods
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donor centrism
Does it make the donor feel important, valued &
considered?
45% 29%
the mantra
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Begging=you have the power Demanding=I have the power Asking=we have a relationship @amandapalmer #IFC2016
the mindset
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How to talk about PPFF
@fundraiserchad
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exercise: what’s our mission?
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To inspire stewardship of Pennsylvania’s state parks and forests through public
engagement in volunteerism, education and recreation.
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super simple elevator speech
We help [who],
so they can [do what].
Let me tell you about [first name] …
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Part 1 “We help [who],”
[who] examples: children,
students, residents, citizens, the homeless, seniors, animals,
farmers, artists, etc.
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Part 2 “So they can [do what].”
[do what] examples: thrive,
succeed, learn, survive, prosper, live independently, be healthy,
have a positive future, etc.
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Part 3 “Let me tell you about
[first name], [story]”
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How to get donor visits & start the
conversation
@fundraiserchad
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The focus should not be on the ASK, it should be on the CONNECTION.
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It’s not how do we ASK people to give, it’s how do we LET people give. It’s an INVITATION.
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What’s the best way to extend that
invitation? PEOPLE GIVE TO PEOPLE
(NOT EMAILS)
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Not every visit has an ask (especially
not first time visits). Not all asks
are for money.
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YOU DON’T HAVE TO MAKE THE
ASK!
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getting the visit
@fundraiserchad
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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. Sincerely, Chad
productivefundraising.com/resources
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Different Approaches for Different Relationships
• A donor you know
• A donor you don’t know
• A non-donor you don’t know
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guiding the conversation
@fundraiserchad
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the most powerful form of communicating with another human being is asking them a question
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the transition
@fundraiserchad
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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?
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A FEW key talking points
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positioning the ask
@fundraiserchad
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YOU DON’T HAVE TO MAKE THE
ASK!
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no asks on first visits with
people you don’t already know well
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The easiest way to make an ASK …
CONSIDER & JOIN ME
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“I hope you’ll CONSIDER JOINING ME in supporting this
program with a donation of $5,000.”
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“I hope you’ll CONSIDER JOINING ME in advancing this program by serving on the task force.”
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REJECTION
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closing the meeting
@fundraiserchad
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GET PERMISSION
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More information Proposal / offer Follow up call / meeting
GET PERMISSION AT THE MEETING
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following up
@fundraiserchad
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But what do you need to do before you follow
up with your planned next step?
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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
The 3 Minute / 3 Sentence Thank You Note Formula
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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)
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role play
@fundraiserchad
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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)
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How to keep donors engaged
@fundraiserchad
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DONOR TOUCH POINTS
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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] Thank you for taking the time to speak with me today. Have a wonderful day!
productivefundraising.com/resources
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Building Our Board to Tackle the Needs
Ahead
@fundraiserchad
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Who do we want/need?
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What happens if I put a name
forward?
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Who do I know that meets the
criteria?
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@fundraiserchad
questions
productivefundraising.com/resources