Fired Up For Fundraising: 3 Steps

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Presentation by Gail Perry at the 2010 Preservation NC Annual Conference in Durham.

For more information visit http://www.PreservationNC.org/conf2010 or http://www.gailperry.com

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  • Presentation by Gail Perry at the 2010 Preservation NC Annual Conference in Durham.

    For more information visit http://www.PreservationNC.org/conf2010 or http://www.gailperry.com
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Fired Up For Fundraising: 3 Steps

  1. 1. The Situation Between Boards and Staff . . . 1
  2. 2. Mass Confusion 2
  3. 3. Who’sWho’s supposed dodo what? supposed to to what? 3
  4. 4. The Myth of Board Members and The Myth of Board Members and Fundraising ! Fundraising 4
  5. 5. Mention the F-Word . . . 5
  6. 6. ! 6
  7. 7. Most Board Members’ Definition of Fundraising 7
  8. 8. They Think Fundraising = Cold Calls ! 8
  9. 9. Board Members Think Fundraising = Rejection! ! 9
  10. 10. The Solution? ! 10
  11. 11. The Solution? ! 11
  12. 12. The Fired-Up System !"#$%&'( 5-36( )*+#( 0$.$12$( 78(9:;( ,*-#./( !+2.% <*=3(( #-"3"24(
  13. 13. Step One: Fire Up Your Board 13
  14. 14. Board Members Need To Connect with Their Passion 14
  15. 15. A Story to Tell 15
  16. 16. Re-Ignite Their Passion! 16
  17. 17. #1 Why Do You Care About Your Organization?
  18. 18. Sharing Their Personal Story Helps Board Members Re-Connect With Their Passion 18
  19. 19. Then They’ll Take Action “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 19
  20. 20. A DeepDiscussion A Deep Discussion 20
  21. 21. #2 What are we raising money for?
  22. 22. What Are We Raising Money For? Drill Down to Specifics . . . To Impact . . . To Stories About How Lives are Changed or Saved. . .
  23. 23. !"#$%&&%'(#$')*(+&,## Give Board Members a Direct Personal Experience (
  24. 24. A Word About Nonprofit BOARDS 24
  25. 25. Is This Your Board? 25
  26. 26. Is This Your Board? Is This Your Board? !"#$%&"#'()*#+(,*-.# 26
  27. 27. >"4?( @$A$B( C$*'B$(( D*"24( @*E( @$A$B( F*#GH(
  28. 28. Is This Your Bored Board Is This Your Board? Boring Meetings = A Board? Is This Your Board? Is This Your Board? 28
  29. 29. !"#!Liven Up Your Board Meetings # NOT Business As Usual
  30. 30. A Board Member Deserves a TERRIFIC Experience! 30
  31. 31. #5 Give Them Social Time
  32. 32. #5 Give Them Social Time #5 Give Them Social Time
  33. 33. Social Time For Board Members Builds Trust and Collegiality 33
  34. 34. And TEAM 34
  35. 35. A Fired-Up Board: #1 Personal story #2 What are we raising $ for? #3 Mission moments #4 Interesting meetings #5 Social time 35
  36. 36. Re-Define Fundraising
  37. 37. # 1 Let Them Talk About Their Fear How Do You ! Really Feel About Asking For Contributions? 37
  38. 38. Fundraising’s Dark Side: “It never feels appropriate.” “Believe it or not, I’m afraid of being rejected.” -- “It just feels so tacky to ask for money.” “I’ll ask them for money, and they’ll turn right around and ask me.” “My friends might drop me if I ask them for money!”
  39. 39. #2 Teach Them About Donor Joy: “How Did You Feel The Last Time You Gave to Your FAVORITE CAUSE?” ! 39
  40. 40. •  -.'/0#1#2'34/5#1#678831 -'9*.4/5#1#:;<%+*0=#=#=#6'8*4/5## •  >%&?#@#<'/50#0'#)'.*## •  -7.+#'4#&')*+?%(A#%)8'.+7(+# •  B570#+'#C*#7#87.+(*.## •  >7(+#+'#)7D*#7#0%E*.*(<*=#
  41. 41. The Difference Volunteers Donors 41
  42. 42. A Revolutionary Idea 42
  43. 43. We’d rather have FRIENDS than donors!! 43
  44. 44. What will Friends Do For You? 44
  45. 45. When the Going Gets Tough, Where Will Your Friends Be? 45
  46. 46. #3 Fundraising is NOT Asking for Money It’s Making and Keeping Friends! 46
  47. 47. Fundraising’s Dirty Little Secret: Waaaay Too Much Donor ATTRITION 47
  48. 48. After their gift, do your donors fall into the “Donor Abyss?” 48
  49. 49. Make friends out of your donors And encourage them to stick around 49
  50. 50. #4 They Don’t Have to Ask: Plenty of Activities for Board Members THANK THANK IDENTIFY THANK AGAIN PROSPECTS ASK FOR CULTIVATE AND SUPPORT INVOLVE 50
  51. 51. Time and Energy Spent in Each Part of the Fundraising Cycle 51
  52. 52. Time and Energy Spent in Each Part of the Fundraising Cycle 52
  53. 53. !!F#G?*#-'9*.#'4#H#I'5/(+**.,## # If our true believers wonIt help us, who will? Albert Camus
  54. 54. -*.<*8J'(#'4#I'5/(+**.&, # •  Well meaning •  On the high moral ground •  Acting only out of the goodness of their heart.
  55. 55. #6 Optimism and Abundance
  56. 56. Redefine Fundraising 1.  Deal with their fear 2.  Donor joy 3.  Make friends first 4.  They don’t have to ask 5.  The power of a volunteer 6.  Optimism and abundance
  57. 57. STEP 3: Specific NO ASK Fundraising Jobs ! •  Narrow focus •  Simple •  They get to choose 57
  58. 58. !$%&&'&!()*+!,-./0!1+22/3+4 ! 5*+.+,+.!678!379!!
  59. 59. # :7&3#K/(0.7%&%(A#2'C& I@-#-.'&8*<+#L%&+# >?'#7.*#+?*#MN#)'&+# %)8'.+7(+#8*'85*# 9?'#<'/50#<7+78/5+# 3'/.#'.A7(%O7J'(P##
  60. 60. ##H&D#4'.#H0Q%<*## •  If you want money, ask for advice. •  If you want advice, ask for money.
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
  62. 62. !&/26!:8;<./-2-;3!=7>2!:7.!?7/.<!@+1>+.2# 6'&+#H#T*?%(0#+?*#U<*(*&#G'/.# •  ,*-#.(O$O=$#3("2A"K$(K?$"#( !0S57D:( •  ,*-#.(O$O=$#(E$BJ*O$3( •  Q-BB(K?$(2$YK(.-6Z((( –  [F?-K(E$#$(6*+#( "O'#$33"*23H(( 62
  63. 63. #U)755#U'<%75&#7(0#B7+?*.%(A&# • No solicitations! • Plan your followup – or don’t do it!
  64. 64. #G?7(D#V'/#W755&#+'#X'('.&# •  One out of 10 gifts, board members made thank you calls 24 hours after receiving the gift. •  The next solicitation, those called gave 39% more. •  After 14 months, those called were giving 42% more. Donor Centered Fundraising, Penelope Burk
  65. 65. G?*#LHUG#>YZX# U/<<*&&4/5#K/(0.7%&%(A#%(#7#G'/A?#:<'(')3# R-*.&%&+*(<*#%&#D*3## *&8*<%7553#9?*(#C/0A*+&#7.*#JA?+[# %7Q(Q*24#$33O-2(,*=(5K?$#".4$(( +'*2(4"A"24(*2$(*M(O6(JB"$2K3(-(J?$JG(M*#(]^(O"BB"*2( 65
  66. 66. /012#304&5,*"6## U*8+#,#G'8#MN#U+.7+*A%*&#+'#Z7%&*#$'.*#$'(*3#G?%&#V*7.]:(0# Y<+'C*.#^,#U*<.*+&#+'#R$7(7A%(A#_8[#`#6'9#+'#B*(+53#@(&8%.*a# L*70#7(0#G.7%(#3'/.#T'7.0## +'#X'#>?7+#V'/#b**0#G?*)#G'#X'# U%A(#_8#4'.#B7%5c&#b:>UL:GG:Z## 999=A7%58*..3=<')# L%(D*0@(a#K7<*C''D#7(0#G9%d*.#( 66

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