Fundraising in a Recession - October 2009
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The slides from a keynote I gave for the Puget Sound chapter of the American Marketing Association meeting at the REI Flagship store. Includes new ideas.
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Fundraising in a Recession - October 2009
- 1. Successful Fundraising in a Recession Supporting your cause when most giving is going down Marc A. Pitman, FundraisingCoach.com
- 2. The bad news seems to keep on coming ďˇ The bad news seems to keep on coming
- 3. And the media needs to fill time ďˇ And the media needs to fill time
- 4. Stress ďˇ Stress is increasing for all of us â for donors AND fundraisers!
- 5. Keep proper hygiene ďˇ But with proper hygieneâmental and physicalâwill save the day
- 6. We can succeed ďˇ But we can proceed with confidence and see our missions funded!
- 7. The Present Condition ďˇ Been in ârecessionâ for almost a year and a half now.
- 8. No news is stil news, aer we out, are we not ďˇ Pundits have lots of fodder to sell issues of magazines.
- 9. After a free fall, stocks feel like they are on a roller coaster ďˇ Huge DNA picture strandLots of things are connected, in tandem
- 10. Odd characteristics of this recession ďˇ CaMore people across, degrees ďˇ Men and women ďˇ Even fundraisers are getting fired!mpfire picture with people talking
- 11. Media has LOTS of space to fill 24 hours a day, 7 days a week. Print, radio, tv, online 100âs of channels 1000âs of magazines and radio stations Millions of blogs, and tweets, and podcasts
- 12. This situation is really tough ďˇ For businesses and small businesses: 1.Employment IS helping our community. Ask anyone thatâs lost employers. 2.Assets arenât equal to cash flow 3.NO ROOM FOR ENTITLEMENT! Itâs ugly
- 13. ďˇ A trip to the grocery store but smaller ones â people really do help others in need Solicitations are taking longer â 30- 40% more activities to yield same results Major gifts & sponsorships less âsureâ â wait and see approach (retirements have shrunk) Lead gifts still coming in This stuff is catchy.
- 14. Because you had a bad day, I should suffer?Remember Fiddler on the Roog?
- 15. Homelessness is on the rise
- 16. More and more people are hungryânot not just here, but around the GLOBE. Our mission is as needed as ever! WE MUST BE OUT THERE RAISING FUNDS FOR OUR CAUSES!
- 18. THE BASICS ARE EXTREME!
- 19. Get R.E.A.L.!
- 20. RESEARCH
- 21. Organizational Google Profile Google allows you free advertising: Edit your profile Upload photos, logos, times, tons of information Tricking out your orgs Google profile helps your donors find you (even if YOU donât Google things, you
- 23. ENGAGE ENGAGE Nowâs the time! Have you noticed: 30-60 minute appointments now taking 90-120! People seem to have lots more time. Show donors that you really do value the relationship â Engaging is 2-way, itâs dating
- 24. Free publicity
- 25. Your words or theirs
- 26. These are words theyâre interested in!
- 27. Social media
- 28. ASK
- 29. Even on a post-it note
- 30. Not asking is not an option Thereâs nothing compassionate about not asking!
- 31. Enage about cuts ďˇ Ask them how theyâre dealing with the recession
- 32. LOVE ďˇ The final step in REAL: Love ďˇ How many times are you supposed to say âthank youâ between asks? SEVEN ďˇ Flexible with pledge payments: be proactive- even if donors donât take you up on this, theyâll be grateful. ďˇ All the things ďˇ FP âDust Pictureâ â to all last yearâs sponsors, advertisers, & ticket purchasers AND ďˇ â to all in any previous year ďˇ Message: Weâre investing your gift right now
- 33. Communicate with your top 100 Top 100 gives 84% of money One page Anecdotes Monthly From CEO
- 34. The bad news probably will keep on coming!
- 35. And weâll keep hearing about it
- 36. It will be stressful
- 37. Keep up the hygiene!
- 38. We can proceed with confidence!
- 39. Free Resources ďˇ www.FundraisingCoach.com âBlog âArticles on Twitter âAudio ďˇ Give me your business card for âFree subscription my ezine âFree copy of my email solicitation guide
Editor's Notes
- This situation is really tough For businesses and small businesses: Employment IS helping our community. Ask anyone thatâs lost employers. Assets arenât equal to cash flow NO ROOM FOR ENTITLEMENT! Itâs ugly
- Homelessness is on the rise
- NBA team: Not practicing Michael Jordan gravity-defying tricks. Still practicing simple lay ups. Not silver bullets. But the basics. THE BASICS ARE EXTREME!
- So letâs get to the sanitizing! In my book, I simplify fundraising to four steps: research, engage, ask, and love You all know these already. Today, letâs examine each in light of a recession
- Saying youâre an authority is one thing. Having a major news publication say it is MUCH more convincing. And being cited in a NYTâs article makes your board and donors proud too! HARO is free and gives you the opportunity to help reporters with their stories.
- Watch your phraseology: (wordle.net) This is the Inland Foundation website. Check out the language we FRâs use.
- This is the hospital website. THESE are the words our donors are interested in. They expect us, as professionals, to know the other slide. But we need to engage them in this conversation.
- Go where the conversations are! Check out social media. -Create videos with a Flip -upload photos with Flickr (Or Microsoft Photosynth) **Not a fundraising substitute.** Fans, donor evangelists, will use it to fundraise. So orgs should be familiar these tools. Start a blog. Play with Twitter. Seek out colleagues. Seek out people interested in your cause. Most importantly: LISTEN. Use these tools to LISTEN.
- Board member got excited about me raising $30K in sponsorships and said we should be raising $50k. So I asked him for $10,000. He said no to $10,000. So I asked for $1000. âInland is lucky to have you!â trying to stay in the black and keep people employed. But staying in black is the goal.
- Your missions matters! People need you to fundraise! Donât make up the mind for your donor. Give them the dignity by respecting them enough to make up their own mind! SYBUNTS: be sure to ask them, direct mail, phone calls Donor Profile: Do you really know whoâs giving to you? I thought it was elderly Eleanor (80 y.o. widower) but found out is was Baby Boomer Bill & Betty!
- LOVE The final step in REAL: Love How many times are you supposed to say âthank youâ between asks? SEVEN Flexible with pledge payments: be proactive- even if donors donât take you up on this, theyâll be grateful. All the things FP âDust Pictureâ â to all last yearâs sponsors, advertisers, & ticket purchasers AND â to all in any previous year Message: Weâre investing your gift right now
- Jerry Panas last week: 100 people are going to give 84% of your money. (Really now that 4-5% give 97% of money) So identify those 100. And do a monthly anecdotal letter from the president. Hand signed. Hand addressed. Just to those 100.