secrets of sustainable fundraising penn nfp academy
DESCRIPTION
Presentation for the Northern Penn Nonprofit Academy October 18-19TRANSCRIPT
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Secrets of Long-Term Sustainable Fundraising
how to develop donors who stick with you for the long run!
North Penn Nonprofit Academy
October 18-19, 2010
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#5 Give Them Social Time Why Do You Care About Your
Organization?
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1.What you say2.How you say it3.Get a reaction•Request for followup
The Elevator Speech
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“Gail, I am putting some of your ideas into action….
At our last Trustee meeting, I asked, “What legacy do you want to leave from serving on this board?”
Well, you would have thought I had opened the flood gates. One man told us about his cousin in hospice . . . and how we helped his family through that terrible time.
This turned out to be the best meeting we've had so far on with this group in the last 3 years!
This is a wonderful and satisfying change for the better.”
Laurie Taylor, Lower Cape Fear Hospice Foundation
Great Results!
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SNEEZE (the viral message)wherever you go!
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A Deep Discussion
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A Deep Discussion
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#2 What are we raising money for?
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How Nonprofits Present Their Case
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Don’t Muddle Your Case
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Fundraising’s
Dirty Little Secret:
Donor
ATTRITION
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After their gift,
do your donors fall into
the “Donor Abyss?”
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What Do Today’s Donors Want?
• Local causes
• Clear Results
• Low FR Costs
• Don’t ask too often
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A Word
About
Nonprofit BOARDS
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Mention the “F Word”
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Most Board Members’
Definition of Fundraising
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They Think Fundraising = Cold Calls
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Board Members Think Fundraising = Rejection
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Is This Your Board?
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Is This Your Board?
Is This Your Board?
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Is This Your Board?
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Is This Your Board?Is This Your Board?Is This Your Board?
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Is This Your Board?Boring Meetings = A Bored Board
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High Level People
Doing Low Level Work?
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A Board Member Deserves
a TERRIFIC Experience!
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Mission Moments: Give Board Members a Direct Personal Experience
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Fundraising is a Cycle
THANK THANK THANK AGAIN
CULTIVATE AND INVOLVE
ASK FOR SUPPORT
IDENTIFY PROSPECTS
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Time and Energy Spent in Each Part of the Fundraising Cycle
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6 HAPPY PRINCIPLES
of Fired Up Fundraising
KEEP YOUR DONORS!
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A Revolutionary Idea
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We’d rather have
FRIENDS than
donors!
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When the Going Gets
Tough, Where Will Your
Friends Be?
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1. Make FRIENDS First
Friends are more important to your cause than donors.
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Create a VIP Friends List
Who are the 10 most important
people who could catapult your organization?
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2. Change the world with your energy!
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3. Inspire with VISION
“Wouldn’t it be wonderful if . . .
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4. Spread Optimism and AbundanceAround
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5. Ask for ADVICE
• If you want money,
ask for advice.
• If you want advice,
ask for money.
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Advice Visits
“I've been having a great time contacting various business leaders asking for their coaching/opinion on making the Grand Canyon Chapter of the Red Cross a success.
I briefly outline the reasons I serve on the board, what the Red Cross does in our community, and ask what successful practices they have seen on other charitable boards.
The response is great. They are interested in the Red Cross and want to have on-going dialogue! It's about relationships...... Thanks again, Gail
Karen Mildenhall, Chair-Elect Phoenix Red Cross
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6. Invite FEEDBACK
“What are YOURimpressions?”
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Thank You Calls to Donors
• The next solicitation, those called gave 39% more.
• After 14 months, those called were giving 42% more.
Donor Centered Fundraising,
Penelope Burk
• One out of 10 gifts, board members made thank you calls 24 hours after receiving the gift.
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Successful Fundraising in a Tough Economy
“Persistence is key especially when budgets are tight”
-NC Congressman Bob Etheridge upon giving one of my clients a check for $1 million
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Your Resources October 25 Webinar: Secrets to “Managing Up” – How to Gently Lead your Board To Do What You
Need Them To Do
CALL TO ACTION!
Sign up for Gail’s NEWSLETTER
www.gailperry.com
LinkedIn, Facebook and Twitter
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