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FUNDRAISING 101“Fundraising is the gentle art of
teaching others the joy of giving.”-Hank Rosso
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What do you want to get out of this
session?
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Do you ever feel this way?
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Agenda
Setting Goals Building Your Case for Support Where Do We Raise those Funds? Fundraising Roles Making the Ask Question and Answers Take Aways for Greatest Impact
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Why Do People Give?
Who do you give to? Why?
Who do you not give to Why not?
Have you stopped giving to anyone? Why?
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Who Gives the Money?
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Which Type of Fundrsaising Has the Best Response Rate?
Face-to-Face Fundraising: 65% Telephone Fundraising: 35% Direct Mail Renewal: 20% Direct Mail Acquisition: 1-1 ½ % Grant Proposal Writing: 10-50% Events: Can’t always measure # of
Contacts Internet Fundraising/Social Media:
Can’t measure # of Contacts
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Making a Plan“We don’t exist to raise money but we won’t exist if we
don’t’ raise money” A. Carmichael
Get input from you board, staff and volunteers and designate a fundraising committee.
Identify your organizations assets and determine how fundraising relates to your mission
Assess your fundraising history. Create a realistic monetary goal. Create realistic activity goals. Forecast. Outline your strategy to meet your goals. Create a timeline for your plan’s completion. Put it all together in your plan.
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What Gets Measured Gets Done
When it’s all said and done, measure your outcomes!
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Building Your Case for Support
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Key Elements of a Good Case Statement
A Case Statement is the Reason for Our Existence!!!
A good Case Statement Should Include: A Summary of the Organization The Mission description or statement A Brief, relevant history A Compelling Reason for our existence A Project description A Project benefits Endorsements from the community Giving opportunities and forms of giving and donor
recognition**See detailed handout on building a case statement
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Where Do We Raise Funds?
Individuals Churches Foundations Corporations Events Social Media/Online
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The One Common Denominator
RELATIONSHIPS
Donors don’t give to institutions. They invest in ideas and people in whom they believe.
-G.T. Smith
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No matter the source, it always comes down to asking People
People make the decisions at corporations. People make the decisions at foundations. Direct mail goes to people. Events are attended by people. People make the decisions in churches. Social Media is made up of………you got
it……..people!!!
We Need To Build Strong Relationships With People!!!
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Who are our fundraisers?
Staff Volunteers Board Donors
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Why is Asking so Scary?
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How many of us in this room are
offended or angered when asked to
support an amazing organization or a worthy cause?
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So why are we afraid to ask amazing people for help when we know we have
an amazing organization made up of other amazing people doing amazing
things for more amazing people in amazing ways that is having an amazing
impact in our amazing community?
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5 Questions to Answer in Your Ask…..
Why are you asking them to give?
What is the impact of their gift? Why now? Why should they give? How much am I asking for?
Now What?
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What’s the worst that could happen?
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Now that you’ve made your ask…………..
Don’t do anything!!!!!!!! Don’t talk yourself out of a gift Be confident in your ask Shut-up and enjoy the silence Stay quiet and listen Answer their questions succinctly Don’t assume a question is a “NO” Let them be the first to talk after the ask Be patient, they may need to think it over, discuss
it with family, check with their board, pray about it Realize a “No” is rarely a “No Not Ever” But when you get the “YES”…………………
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Say THANK YOU!!!!!
Say it quick Say it often Be personal and sincere Give the donor the credit Show (don’t tell) your donor where their
investment went Repeat and again ALL YEAR LONG!!!!
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Questions?
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If you only take 4 things away from this session………
Make a plan and stick to it Remember, what gets measured gets done!!!
Get out and build relationships No matter the giving source, it always comes
down to relationships with individuals Don’t be afraid, make the ask
You’re NOT begging for money, you’re providing them an opportunity to invest in a worthy cause where their return on investment are changed lives!!!
I’m here as a resource, use me!!!