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Building Life-long relationships with  your donors
INTRODUCTIONS <ul><li>Janice & Shannon </li></ul><ul><li>Participant Introductions </li></ul><ul><ul><li>Name </li></ul></...
Workshop intention
Review agenda <ul><li>Introductions </li></ul><ul><li>Passion Retread </li></ul><ul><li>From Scarcity to Abundance </li></...
Passion Retread <ul><ul><li>What is your personal motivation for being involved in your organization? </li></ul></ul><ul><...
From Scarcity to Abundance <ul><li>The Old Reality </li></ul><ul><li>The myth of scarcity:  There is never enough money to...
From Scarcity to Abundance <ul><li>The Old Reality </li></ul><ul><li>You need to attract new donors each year to stay aflo...
From Scarcity to Abundance <ul><li>The Old Reality </li></ul><ul><li>In order to get people to give, you must entertain th...
From Scarcity to Abundance <ul><li>The Old Reality </li></ul><ul><li>Effective fundraisers convey the essence of their org...
From Scarcity to Abundance <ul><li>The Old Reality </li></ul><ul><li>All donors can be cultivated in the same way. </li></...
Get to Know Your Donors <ul><ul><li>Do you know your donors?  </li></ul></ul><ul><ul><li>Why is this important? </li></ul>...
Getting to know your donors <ul><li>Each contact your donors have with your organization nurtures them along the path. </l...
Getting to know your donors <ul><ul><li>Customize each contact. </li></ul></ul><ul><ul><li>One-on-one contacts </li></ul><...
Get to Know Your Donors <ul><ul><li>Get Personal - Call them </li></ul></ul><ul><ul><ul><li>Have your CEO or a board membe...
Get to Know Your Donors <ul><li>Have your CEO send out a personal email “letter” to all your top donors every month.  </li...
Get to Know Your Donors <ul><li>Host a small-group lunch for no more than five major donors at a time.  Follow up afterwar...
Get to Know Your Donors <ul><li>Know which part of your work your donors care about most.  Once a year, make sure you call...
Get to Know Your Donors <ul><li>Create a list of people you want to get to know. </li></ul><ul><li>Assemble a team of call...
Get to Know Your Donors <ul><li>These calls are simply to thank those on the list for their gift or involvement and to let...
BUILDING YOUR TEAM <ul><li>Steps to building a team </li></ul><ul><ul><ul><li>Choose a leader </li></ul></ul></ul><ul><ul>...
BUILDING YOUR TEAM <ul><ul><ul><li>Specific responsibilities </li></ul></ul></ul><ul><ul><ul><ul><li>Organizing, attending...
Engaging your Board <ul><li>Treat your board members as if they will become your most cherished major donors. </li></ul><u...
Start Spreading the Word <ul><li>Create a short, introductory event that educates and inspires guests. </li></ul><ul><ul><...
Honor your donors <ul><li>Invite them to events that highlight your organization’s results:  graduation,  </li></ul><ul><l...
Create a Plan <ul><li>Break into 4 groups of 4 </li></ul><ul><li>Create a master cultivation calendar </li></ul><ul><ul><l...
Wrap Up <ul><li>Our personal motivation for being involved in our organizations </li></ul><ul><li>Moving from scarcity to ...
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Friendraising & Fundraising Workshop

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Friendraising & Fundraising: Building life-long relationships with your donors

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Transcript of "Friendraising & Fundraising Workshop"

  1. 1. Building Life-long relationships with your donors
  2. 2. INTRODUCTIONS <ul><li>Janice & Shannon </li></ul><ul><li>Participant Introductions </li></ul><ul><ul><li>Name </li></ul></ul><ul><ul><li>Organization </li></ul></ul><ul><ul><li>Expectation for the workshop </li></ul></ul><ul><ul><li>Most interesting experience in fundraising/with a donor </li></ul></ul>
  3. 3. Workshop intention
  4. 4. Review agenda <ul><li>Introductions </li></ul><ul><li>Passion Retread </li></ul><ul><li>From Scarcity to Abundance </li></ul><ul><li>Get to Know Your Donors </li></ul><ul><li>Building your Team </li></ul><ul><li>Start Spreading the Word </li></ul><ul><li>Honor your Donors </li></ul><ul><li>Create your Plan </li></ul><ul><li>Wrap up </li></ul>
  5. 5. Passion Retread <ul><ul><li>What is your personal motivation for being involved in your organization? </li></ul></ul><ul><ul><li>What keeps you connected? </li></ul></ul>
  6. 6. From Scarcity to Abundance <ul><li>The Old Reality </li></ul><ul><li>The myth of scarcity: There is never enough money to go around. </li></ul><ul><li>The New Reality </li></ul><ul><li>The reality of abundance: the resources you need are in abundant supply. </li></ul>
  7. 7. From Scarcity to Abundance <ul><li>The Old Reality </li></ul><ul><li>You need to attract new donors each year to stay afloat, and you need to find even more new donors to grow. </li></ul><ul><li>The New Reality </li></ul><ul><li>Take better care of the donors you already have. They will attract others and become lifelong partners in your work. </li></ul>
  8. 8. From Scarcity to Abundance <ul><li>The Old Reality </li></ul><ul><li>In order to get people to give, you must entertain them and give them something first. </li></ul><ul><li>The New Reality </li></ul><ul><li>Donors give to causes they truly believe in. </li></ul>
  9. 9. From Scarcity to Abundance <ul><li>The Old Reality </li></ul><ul><li>Effective fundraisers convey the essence of their organization’s work through well-documented and clearly-presented facts and statistics. </li></ul><ul><li>The New Reality </li></ul><ul><li>Effective fundraisers know donors respond best when they are moved by powerful stories of how your work affects the lives of those you serve. </li></ul>
  10. 10. From Scarcity to Abundance <ul><li>The Old Reality </li></ul><ul><li>All donors can be cultivated in the same way. </li></ul><ul><li>The New Reality </li></ul><ul><li>Each donor is a special individual who flourishes when treated with a personal touch. </li></ul>
  11. 11. Get to Know Your Donors <ul><ul><li>Do you know your donors? </li></ul></ul><ul><ul><li>Why is this important? </li></ul></ul><ul><ul><li>How are you currently building relationships with your donors </li></ul></ul>
  12. 12. Getting to know your donors <ul><li>Each contact your donors have with your organization nurtures them along the path. </li></ul><ul><li>There is a direct correlation between the number of cultivation contacts you have with a donor and the amount of their gift. </li></ul><ul><li>In order to develop a long-term relationship with your donors, you are going to need to stay in touch with them. </li></ul>
  13. 13. Getting to know your donors <ul><ul><li>Customize each contact. </li></ul></ul><ul><ul><li>One-on-one contacts </li></ul></ul><ul><ul><li>Face-to-face, by phone, or by email </li></ul></ul><ul><ul><li>Relevant to the donor’s self-interest </li></ul></ul><ul><ul><li>Timed to the donor’s pace </li></ul></ul><ul><ul><li>Delivered via the donor’s preferred medium </li></ul></ul>
  14. 14. Get to Know Your Donors <ul><ul><li>Get Personal - Call them </li></ul></ul><ul><ul><ul><li>Have your CEO or a board member call </li></ul></ul></ul><ul><ul><ul><li>Thank them </li></ul></ul></ul><ul><ul><ul><li>Invite them to an event </li></ul></ul></ul><ul><ul><ul><li>Ask for their input or feedback on an idea </li></ul></ul></ul><ul><ul><ul><li>Share a new issue or challenge your organization is facing </li></ul></ul></ul>
  15. 15. Get to Know Your Donors <ul><li>Have your CEO send out a personal email “letter” to all your top donors every month. </li></ul><ul><li>Take them to lunch. Meet with your donors face to face once a year and ask for their feedback. </li></ul>
  16. 16. Get to Know Your Donors <ul><li>Host a small-group lunch for no more than five major donors at a time. Follow up afterwards to see if they have more ideas for you – and if they have anyone else to send your way. </li></ul><ul><ul><li>What is the most important value or service they feel your organization provides to the community? </li></ul></ul><ul><ul><li>Why are they involved? </li></ul></ul>
  17. 17. Get to Know Your Donors <ul><li>Know which part of your work your donors care about most. Once a year, make sure you call or meet with them to inform them personally about how that particular program has benefited from their support. </li></ul>
  18. 18. Get to Know Your Donors <ul><li>Create a list of people you want to get to know. </li></ul><ul><li>Assemble a team of callers who are closely tied to your organization. </li></ul><ul><li>The callers can do the phoning in a group one afternoon or evening, or from home or workplace. </li></ul><ul><li>Callers take detailed notes and turn them in after the calls. </li></ul>
  19. 19. Get to Know Your Donors <ul><li>These calls are simply to thank those on the list for their gift or involvement and to let them know how much you appreciate their support. </li></ul><ul><li>Suggested questions: </li></ul><ul><ul><li>How did you come to know about us? </li></ul></ul><ul><ul><li>How did you get involved? </li></ul></ul><ul><ul><li>What advice do you have for us? </li></ul></ul>
  20. 20. BUILDING YOUR TEAM <ul><li>Steps to building a team </li></ul><ul><ul><ul><li>Choose a leader </li></ul></ul></ul><ul><ul><ul><li>Find people: </li></ul></ul></ul><ul><ul><ul><ul><li>Dedicated to your organization’s work </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Passionate about your cause </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Willing and able to serve on the team </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Dependable </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Good communicators </li></ul></ul></ul></ul>
  21. 21. BUILDING YOUR TEAM <ul><ul><ul><li>Specific responsibilities </li></ul></ul></ul><ul><ul><ul><ul><li>Organizing, attending, and inviting people to events. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Making follow-up and thank-you calls. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Cultivating new supporters and existing donors. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Asking people for money, when appropriate. </li></ul></ul></ul></ul>
  22. 22. Engaging your Board <ul><li>Treat your board members as if they will become your most cherished major donors. </li></ul><ul><li>Three roles: </li></ul><ul><ul><li>Give money themselves </li></ul></ul><ul><ul><li>Thank donors for gifts </li></ul></ul><ul><ul><li>Invite people to learn more about your organization </li></ul></ul>
  23. 23. Start Spreading the Word <ul><li>Create a short, introductory event that educates and inspires guests. </li></ul><ul><ul><li>Traditional tour of your offices </li></ul></ul><ul><ul><li>A social gathering in someone’s home </li></ul></ul><ul><ul><li>A meeting in a board member’s office </li></ul></ul><ul><li>One-hour long </li></ul><ul><li>10-15 people in attendance </li></ul><ul><li>Personal, word-of-mouth invite </li></ul><ul><li>Follow up with each guest after event </li></ul>
  24. 24. Honor your donors <ul><li>Invite them to events that highlight your organization’s results: graduation, </li></ul><ul><li>Also a good way for your donors to introduce others to your work. </li></ul><ul><li>What ways do you honor your donors? </li></ul>
  25. 25. Create a Plan <ul><li>Break into 4 groups of 4 </li></ul><ul><li>Create a master cultivation calendar </li></ul><ul><ul><li>Pets Unlimited </li></ul></ul><ul><ul><li>Major gift: $1,000 </li></ul></ul><ul><ul><li>Membership: $20-$1000 </li></ul></ul><ul><li>Annual meeting </li></ul><ul><li>One fundraising event </li></ul><ul><li>Monthly introductory events </li></ul>
  26. 26. Wrap Up <ul><li>Our personal motivation for being involved in our organizations </li></ul><ul><li>Moving from scarcity to abundance </li></ul><ul><li>Getting to know our donors </li></ul><ul><li>Ways to get to know our donors </li></ul><ul><li>Building the team </li></ul><ul><li>Involving our board </li></ul><ul><li>Introductory events </li></ul><ul><li>Honoring our donors </li></ul><ul><li>Creating the plan </li></ul>
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