How  to  Start  and  Run  
Your  First  $100,000  
Fundraising  Campaign  
!
6/26/14  
1pm  EDT  
!
Sandy  Rees,  CFRE
Your  Presenter
3
Sandy  Rees,  CFRE  
Get  Fully  Funded  
!
Sandy  is  the  author  of  Get  Fully  Funded:  How  to  
R...
6-Figure Campaign
Structured way to raise $100,000 or more for
a specific purpose.
The 80/20 Rule
Major Givers make up 20% of your donor
base and provide 80% of your funding
A Major Gift is
Defined by you !
“Stop and think” kind of gift!
Joyful for the Giver
Not just about the money!
12 steps to 6 figures
Step 1 - Define the need
What are you raising money for?!
How much will it cost?!
When do you need it?!
Are you ready to u...
Step 2 - Agree on the amount
Step 3 - Develop the case
Why would someone give?!
Why your organization?!
Why now?!
Why this amount?
Step 4 – Recruit Leadership
Who can help you to guarantee the success of
this campaign?!
!
Who is it that key donors can’t...
Step 5 – Develop the plan
Goal!
Start/end dates!
Reason for raising money!
Leadership!
Other notes
Step 6 – Create the Gift Table
No. of gifts
needed
Amount of each
gift
Total at this
level
Cumulative Total # prospects
ne...
Step 7 – Identify Prospects
Find the one!
Step 8 – Cultivate relationships
Cultivation plan
Donor name: Betty Jo Smith! ! Donor record number: 3345!
Date Activity Notes
6-26-14 Called Betty Jo Than...
Step 9 – Ask for the Gift
Step 9 – Ask for the Gift
Listen for “gift noises”!
Ask for support for the RIGHT thing!
Ask for the RIGHT amount
The Ask Conversation
1. Warm up!
2. Transition!
3. Information – Relationship building!
4. Transition!
5. ASK!
6. Negotiat...
Step 10 – Thank the Donor
Warm, prompt, sincere Thank You letter!
Thank again in meaningful ways
Step 11 – Follow Up
Keep the donor posted about the project!
Share success stories!
Take them on a tour if possible
Celebrate!
Celebrate the success!!
Let everyone know you reached your goal!
My gift to you
Get a free 20-minute strategy session!!
www.TalkWithSandy.com
Questions?
Sandy Rees, CFRE!
www.GetFullyFunded.com!
www.Facebook.com/GetFullyFunded
Stay Connected!
!
!
!
Next  Webinar:  
!
Mobile  Impact  101  
!
Darian  Rodriguez  Heyman  
!
Wednesday,  July  2  –  1:00pm  EDT
https:/...
How to Start and Run Your First $100,000 Fundraising Campaign
How to Start and Run Your First $100,000 Fundraising Campaign
How to Start and Run Your First $100,000 Fundraising Campaign
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How to Start and Run Your First $100,000 Fundraising Campaign

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If you’re like most people working with a small nonprofit, raising a big chunk of money for a special project, program, or piece of equipment can be a daunting challenge. You may be puzzled about where to start or how to do it. You’re probably scratching your head over who to approach and how to do it. And you’re probably wondering what to say to get someone to make a large donation to your organization. Join us for this webinar to learn exactly what to do to create and run your first really big fundraising campaign. You’ll learn how to plan the campaign, the tools and materials you’ll need, and how to find the best people to ask for a gift. You’ll leave feeling hopeful and more confident about raising big money.

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How to Start and Run Your First $100,000 Fundraising Campaign

  1. 1. How  to  Start  and  Run   Your  First  $100,000   Fundraising  Campaign   ! 6/26/14   1pm  EDT   ! Sandy  Rees,  CFRE
  2. 2. Your  Presenter 3 Sandy  Rees,  CFRE   Get  Fully  Funded   ! Sandy  is  the  author  of  Get  Fully  Funded:  How  to   Raise  the  Money  of  Your  Dreams,  6  Figure   Fundraising,  Fundraising  Buffet,  and  Simple  Success   Fundraising  Plan.  She’s  a  frequent  contributor  to   Fundraising  Success  magazine  and  authors  the  blog   Get  Fully  Funded.   ! Sandy  is  an  accomplished  presenter  and  an  AFP   Master  Trainer.  She’s  led  fundraising  seminars  for  the   Association  of  Fundraising  Professionals,  the   Chattanooga  Center  for  Nonprofits  and  many  local,   regional,  national,  and  international  conferences.
  3. 3. 6-Figure Campaign Structured way to raise $100,000 or more for a specific purpose.
  4. 4. The 80/20 Rule Major Givers make up 20% of your donor base and provide 80% of your funding
  5. 5. A Major Gift is Defined by you ! “Stop and think” kind of gift! Joyful for the Giver
  6. 6. Not just about the money!
  7. 7. 12 steps to 6 figures
  8. 8. Step 1 - Define the need What are you raising money for?! How much will it cost?! When do you need it?! Are you ready to undertake this kind of fundraising campaign?
  9. 9. Step 2 - Agree on the amount
  10. 10. Step 3 - Develop the case Why would someone give?! Why your organization?! Why now?! Why this amount?
  11. 11. Step 4 – Recruit Leadership Who can help you to guarantee the success of this campaign?! ! Who is it that key donors can’t say “no” to?
  12. 12. Step 5 – Develop the plan Goal! Start/end dates! Reason for raising money! Leadership! Other notes
  13. 13. Step 6 – Create the Gift Table No. of gifts needed Amount of each gift Total at this level Cumulative Total # prospects needed at this level 1 $15,000 $15,000 $15,000 3 2 $10,000 $20,000 $35,000 6 4 $5,000 $20,000 $55,000 12 8 $2,500 $20,000 $75,000 24 10 $1,000 $10,000 $85,000 48 20 $500 $10,000 $95,000 60 Many Below $500 $5,000 $100,000 50+ ! 45+ donors ! 200+ prospects
  14. 14. Step 7 – Identify Prospects
  15. 15. Find the one!
  16. 16. Step 8 – Cultivate relationships
  17. 17. Cultivation plan Donor name: Betty Jo Smith! ! Donor record number: 3345! Date Activity Notes 6-26-14 Called Betty Jo Thanked her for her past support. She mentioned that her parents struggled through the Depression and she can’t bear the thought of anyone going hungry. I invited her for a tour of our food bank so she can see first-hand what her donation is making possible. She’s coming June 30. 6-30-14 Facility tour Need to find out what her ‘hot button’ is about the organization. Need to find out her favorite program. Mid July Lunch Want to arrange lunch with her and our Program Director to talk more about her favorite program. 2 or 3 days later Call Follow up call to see what she thought. Start to prepare an Ask from that conversation. Mid August Personal visit in her home Present an Ask proposal. Amount and project will depend on her favorite program and how passionate she is about it.
  18. 18. Step 9 – Ask for the Gift
  19. 19. Step 9 – Ask for the Gift Listen for “gift noises”! Ask for support for the RIGHT thing! Ask for the RIGHT amount
  20. 20. The Ask Conversation 1. Warm up! 2. Transition! 3. Information – Relationship building! 4. Transition! 5. ASK! 6. Negotiate and answer questions
  21. 21. Step 10 – Thank the Donor Warm, prompt, sincere Thank You letter! Thank again in meaningful ways
  22. 22. Step 11 – Follow Up Keep the donor posted about the project! Share success stories! Take them on a tour if possible
  23. 23. Celebrate! Celebrate the success!! Let everyone know you reached your goal!
  24. 24. My gift to you Get a free 20-minute strategy session!! www.TalkWithSandy.com
  25. 25. Questions?
  26. 26. Sandy Rees, CFRE! www.GetFullyFunded.com! www.Facebook.com/GetFullyFunded Stay Connected!
  27. 27. ! ! ! Next  Webinar:   ! Mobile  Impact  101   ! Darian  Rodriguez  Heyman   ! Wednesday,  July  2  –  1:00pm  EDT https://bloomerang.co/resources/webinars

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