where to find potential donors to support your cause · 2020. 10. 27. · 7 places to find...
TRANSCRIPT
@fundraiserchad
Where to Find Potential Donors to Support Your Cause
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@fundraiserchad
@fundraiserchad
Where to Find Potential Donors to Support Your Cause
sponsored by
Thanks for attending!
We’ll get started in
approximately 8 minutes.
@fundraiserchad
@fundraiserchad
Where to Find Potential Donors to Support Your Cause
sponsored by
Thanks for attending!
We’ll get started in
approximately 6 minutes.
@fundraiserchad
@fundraiserchad
Where to Find Potential Donors to Support Your Cause
sponsored by
Thanks for attending!
We’ll get started in
approximately 5 minutes.
@fundraiserchad
@fundraiserchad
Where to Find Potential Donors to Support Your Cause
sponsored by
Thanks for attending!
We’ll get started in
approximately 3 minutes.
@fundraiserchad
@fundraiserchad
Where to Find Potential Donors to Support Your Cause
sponsored by
Thanks for attending!
We’ll get started in
approximately 2 minutes.
@fundraiserchad
@fundraiserchad
Where to Find Potential Donors to Support Your Cause
sponsored by
Thanks for attending!
STAND BY,
HERE WE GO…
@fundraiserchad
@fundraiserchad
Where to Find Potential Donors to Support Your Cause
sponsored by
Credit: Campbell & Company
the donor pyramid
Credit: GoalBusters Consulting (Alice Ferris, CFRE, ACFRE)
the asking cycle
Who is this guy?
And why does he think he knows what he’s
talking about?
career fundraiser
#productivitynerd
Raising funds for causes you care about shouldn’t mean working 60+ hours per week, forever.
Where to Find Potential Donors to Support Your Cause
@fundraiserchad
sponsored by
@fundraiserchad
AGENDA:
1. Introductions 2. Who Are We Looking For? 3. Seven Places to Find Them 4. Where Not to Look 5. The Next 50 Plan: A Plan for Identifying & Prioritizing Your Next 50 Prospects 6. Q&A
@fundraiserchad
SLIDES + RESOURCES
productivefundraising.com/resources
RECORDING
Who Are We Looking For?
@fundraiserchad
FLUFFY
DON’T CHASE FUNDRAISING
UNICORNS
So who should you chase?
Err, with whom
should you seek to build a relationship?
Image Credit: imarketsmart.com
characteristics of high net worth individuals
• $1M+ assets & $200k annual income (earned or investment)
• 1.4% of US population
• Make 72% of all gifts to charity from individuals
• 50% are also volunteers (and those that do volunteer give 56% more than those who don't)
• Less than 50% have a strategy or budget for their philanthropy
• Most frequent reason for stopping support = too frequent solicitations (without communication of impact)
• Preferred form of introduction to a charity = small, exclusive event in the home of someone they trust
Source: Insights on Wealth & Worth, US Trust, 2016
Seven Places to Find Them
@fundraiserchad
location #1 from your database
Top Factors for Identifying a Good Major Gift Prospect
• Donor-Nonprofit Connections – Past donations (RFM)
• Recency of giving • Frequency of giving • Monetary amount
– Volunteerism • Multiple capacities • Leadership levels
– Former service recipients • Alumni • Grateful patients
• Research – High net worth (wealth
screening) – Support of related
charities • $100,000 = 32x • $5,000 = 5x
– Political giving • $2,500 = 14x • $500 = 5x
– Property ownership • $2M+ = 17x • $1M+ = 4x • $750k+ = 2x
Credit: DonorSearch
record everything & become a query master
CAPACITY SCREENING
productivefundraising.com/resources
work affiliations • Business Owners
• Senior Level Employees
• Employers of Board Members
productivefundraising.com/resources
location #2 from your bookkeeper
vendor list
Review a list of payables - Sorted largest to smallest
- From the last 12 months
- Who isn’t currently a donor?
- Who should be a bigger donor?
location #3 from current donors
Donor Profile • Attribute 1 • Attribute 2 • Attribute 3
prospect brainstorming
• Who were the last 5 people you’ve gone out to dinner with?
• Who do you send holiday cards to?
• Who do you exercise with?
• Where do you go to have ___ done?
productivefundraising.com/resources
location #4 from grant research
3 options … 3 price points
productivefundraising.com/resources
location #5 from other nonprofits
Who seems to support every other nonprofit in
town, but doesn’t support you (yet)?
[especially within your focus area]
alright stop, COLLABORATE, and
listen …
location #6 from customers
sell something
• Something fun / different / edgy (but still mission focused)
• Designed to attract customers that care about what you care about
• Goal is NOT to make $$$ (just cover your costs & make it an easy “YES!”)
• Goal = put your organization on their radar & capture contact info
location #7 from special events
What should be the primary purpose of
a fundraising event?
And what type of donor?
Image Credit: imarketsmart.com
The primary purpose of fundraising events should be to find new
individual donors.
Hi, my name is Jane.
relentless contact info capture (pre-event)
• Online forms with required fields (name, address & email)
• Ticket purchase form
• Table / foursome registration form
• Email follow up forms (jotform.com)
relentless contact info capture (at the event)
• Auction bidder pre-registration
• Sign in sheet
• “We mail a formal receipt for tax purposes & send auction item redemption instructions via email.”
7 places to find prospective donors
1. Database (current donors) 2. Vendor lists 3. Donor referrals 4. Grant research 5. Supporters of other nonprofits 6. Customer lists 7. Event attendees
Where Not to Look
@fundraiserchad
where not to look
• Acquisition Lists
• Social Media Ads
• Facebook Fundraisers
• Billboards / Print Advertising
@fundraiserchad
Thanks to our sponsor …
productivefundraising.com/resources
The Next 50 Plan A Plan for Identifying &
Prioritizing Your Next 50 Prospects
@fundraiserchad
The Next 50 Plan
1. Brainstorm / Find
2. Identify Connections
3. Prioritize / Rate
4. Set Goals / Act
7 places to find prospective donors
1. Database (current donors) 2. Vendor lists 3. Donor referrals 4. Grant research 5. Supporters of other nonprofits 6. Customer lists 7. Event attendees
7 places x 7 ideas from each 49 prospective donors
“Who do we/you know that knows someone at
______________?”
• Board
• Full Staff
• Volunteers
ASSIGN SIMPLE RATINGS
L = linkage (1 to 5)
A = ability (1 to 5)
I = interest (1 to 5)
monthly / weekly goals
contact log what gets measured gets managed
time blocked to make it
happen
SOURCE NAME
KNOWN
CONNECTIONS
LINKAGE
(1-5)
ABILITY
(1-5)
INTEREST
(1-5)
LAI
RATING
CONTACT
DATE NOTES
1 Database 0
2 Database 0
3 Database 0
4 Database 0
5 Database 0
6 Database 0
7 Database 0
8 Vendor 0
9 Vendor 0
10 Vendor 0
11 Vendor 0
12 Vendor 0
13 Vendor 0
14 Vendor 0
15 Referral 0
16 Referral 0
17 Referral 0
18 Referral 0
19 Referral 0
20 Referral 0
21 Referral 0
22 Grant Research 0
23 Grant Research 0
24 Grant Research 0
25 Grant Research 0
26 Grant Research 0
27 Grant Research 0
28 Grant Research 0
29 Nonprofit Supporter 0
30 Nonprofit Supporter 0
31 Nonprofit Supporter 0
32 Nonprofit Supporter 0
33 Nonprofit Supporter 0
34 Nonprofit Supporter 0
35 Nonprofit Supporter 0
36 Past Customer 0
37 Past Customer 0
38 Past Customer 0
39 Past Customer 0
40 Past Customer 0
41 Past Customer 0
42 Past Customer 0
43 Event Attendee 0
44 Event Attendee 0
45 Event Attendee 0
46 Event Attendee 0
47 Event Attendee 0
48 Event Attendee 0
49 Event Attendee 0
50 (your choice) 0
The Next 50 Plan Template
productivefundraising.com/resources
fundraising coaching board training
productivity coaching online fundraising certificate
capital campaign support keynotes & workshops
(in person & virtual)
further learning
11/23 @ 1pm (eastern)
@fundraiserchad
One last shout out to…
@fundraiserchad
questions
@fundraiserchad
questions
productivefundraising.com/resources