jewish education project - "date your donors" course
TRANSCRIPT
Date your Donors How to Attract & Engage a New Generation of Philanthropists
@JonahHalper www.dateyourdonors.com
My Name is Jonah Halper WILL YOU MARRY ME?
My Name is Jonah Halper WILL YOU DONATE?
Ben Zander Composer. Conductor. Educator.
Everyone Loves You. They Just Don’t Know it Yet.
YOUR MISSION IS ABOUT WHO YOU ARE.
YOUR VISION IS ABOUT WHO YOU WANT TO BE.
Dating Rule #1 CONFIDENCE
Exercise #1
What is your Cover Story? Vision Statements
THE PROBLEM!Hemorrhaging Donors
Times Square 1950s
Times Square 2000s
GET PERMISSION
Dating Rule #2 Stand Out
Exercise #2 How will you Build Permission
& Human Connection?
ConnectorsSalesmen
Mavens
Prospecting Donors
Identify the Big Fish Connectors, Mavens, Salesmen
!
Stock the Pond Your Database
!
Feed ‘em Your Mission
!
Go Fishing Solicit them
Identify your Prospects
Personal Tracking Contact Info. Family Info. Assets.
!
Professional Tracking Network and professional priorities
!
Philanthropic Tracking Network and charitable priorities
Dating Rule #3 Look to your Friends
Exercise #3 Create your own
“1 Degree from Kevin Bacon”
Three Degrees of First Contact
Direct Intro Hi David, I want to introduce you to Jonah Halper… !
Referral Hi David, this is Jonah Halper from Pencils of Promise.
Alex Donovan recommended I give you a call… !
Association Hi David, this is Jonah Halper from Pencils of Promise. You may know Alex Donovan. He sits on our board. !
Cold Hi David, this is Jonah Halper from Pencils of Promise.
HOW TO COLD CALL
Be other focused. Guidance. Expertise. Direction.
No Expectations. !
OBJECTIVE: GET THE MEETING.
The New Prospect Pipeline
One on One then, ask them to host
!
Parlor Meetings then, draw on hosts and attendees for an
!
Event Raise new money
Dating Rule #4 Rejection is Necessary.
Exercise #4 Create your own
“Other Focused Pitch”
Making the Ask Becoming Partners. YOU becomes WE.
Are you seeking an LTR? !
Do you call your Donors “Cards”?
Are you making once a year “booty calls”?
Are you discussing VISION during the solicitation?
Dating Rule #4 Seek a Partner, Not a Wallet.
Q&A
NEXT SESSION: Monday, May 19th
SOLICITATIONS & BEST PRACTICES
www.ALTRUICITY.com www.DateyourDonors.com