how fundraiser training can inspire your f2f and phone ... · introduction we aim to: •share with...
TRANSCRIPT
Individual Giving
BANGIN’ BEATS OR THE SOUND OF SILENCE? How fundraiser training can inspire your F2F and phone teams… or send them off to sleep!
Adam WatsonDirector, Fundraising Partners
Paul TavatgisDirector, Whipbird Consulting
Jenny KearneyMarketing Manager – Acquisition, Cancer Council NSW
Mark AnscombeFace-to-Face Manager, WWF Australia
Introduction
We AIM to:• Share with you the reasons why great training
is vital
• Give you practical tips that you can take away and use with your face to face and telefundraising teams
• Warn you of the potential pitfalls
• Keep you entertained for the best part of an hour
Compass rumpus
Compass rumpus
If you have trained
F2F teams before?
Go West!
If you have trained
F2F teams before?
Go West!
If you have never
trained a F2F team
before?
Go East!
Compass rumpus
West:
Agree the 3 weirdest,
worst or funniest
things that have
happened during a
session
East
What are the 3 things
that you would be
most worried about
happening in a
session?
Compass rumpus
Engage the
public
Inspire
new
donors
Answer
donor
questions
Respond to
donor
objections
Negotiate
donation
amounts
Comply
with PFRA
Standard
Comply
with FIA
Code
Comply
with State
laws
Keep stock
of their
materials
Comply
with mall
permits
Handle
complaints
Support and
train
colleagues
Get to and
from
locations
Record donor data
Comply
with local
laws
Make
sure they
stay safe
Inspire
new
donors
Good Training
Inspired Fundraisers
Inspired Donor
High Retention
Poor training
Apathetic fundraisers
Disconnected
donorHigh
Attrition
• The needs of the audience
• Can they use it in their pitch. If not why bother?
• Practicalities
• Room layout - Display - temperature -short sessions
• Absolute basics
• death by PowerPoint - You know it but you still do it
• Interactivity - You know you should but
Marine Turtles
What Do You
Already Know?
Marine Turtles
Marine Turtles
Do more research
Grow your product knowledge
You will close more sales
&…
It might just be fun…
Marine Turtles
Marine Turtles
I do not care how much you know until I know
how much you care
• I need a clear proposition
• I need case studies and personal stories
• I need a guest speaker
• I need a couple of pertinent stats and a
few killer lines/hooks
• I need an experience
If you’ve not trained your teams and they don’t perform, it’s your fault.
If you have trained your team and they still don’t perform, it’s their fault.
If you tell me I’m great I will listen a little harder
If you fail you might hear the sound of silence echo around the room
• Same day, different charities
• Quality of available data
• Donor interest
• Fundraiser engagement
• Make your training memorable
• Make data available
• Tailored experience
• Demonstrate impact, connect to cause
• Low opt ins = low number of asks
• Easily remembered and correctly
repeated
• Give them a reason
• Not a second ask
1. Great training means great donors
2. Training is everyone’s job
3. Keep it interactive and relevant
4. Show them you care
5. If you didn’t tell them you cannot expect them to get it right
Questions?
Adam WatsonFundraising Partners
Paul TavatgisWhipbird Consulting
Jenny KearneyCancer Council NSW
Mark AnscombeWWF Australia