From Awkward to Awesome:The Beginner’s Guide toBuilding Relationshipswith Donors
Presenters                          Sandy Rees, CFRE                          Get Fully Funded                          @S...
Why focus on individual donors?                                 2011 Contributions: $290.89 Billion                       ...
Why focus on individual donors?              Statistical Annual Retention                Go away                 35%      ...
Why do some leave?•   Move away•   Pass away•   ???•   ???*Ultimately they leave because they     don’t have a relationship
It’s ALL about the relationshipRelationships lead to•   Volunteers•   Money•   Other Resources•   Other potential donorsBu...
It’s ALL about the relationship             Shared             Passion                              Loyal                 ...
It’s ALL about the relationshipDonors that you have a relationship with and wholove what your organization does, are thefo...
Do you want Donors or a Friends?Donors                                        FriendsGive you money                       ...
So why does it feel icky?The wrong mindset will leave you feelingyucky about building relationshipswith donors“They’ll thi...
Change the mindset!“I’m making friends for my organization.”“The more friends we have, the more people we can help.”“I’m g...
How does a relationship grow?•   It ALWAYS starts with an introduction•   In small steps•   Intentionally and over time•  ...
Relationship exercise!Think about the donor you have the closest relationshipwith.How did your relationship with him/her d...
Steps to Building a Relationship on Purpose1. Network, consistently look for introductions2. Get interested. Learn all you...
Communicate Well
Good Communication•   Welcome•   Understood•   Interesting•   Two-way•   Relevant
Online or in Print?What does the donor want?It’s all about THEM after all!
Ego-Centric vs Donor-CentricEgo-Centric                        Donor-CentricWe’ve been around for 30 years.    You’ve help...
What makes it relevant?• Interesting to THAT person• Timely• Appropriate
Create Relevance• Know their interests• Know their preferences• Pay attention to the details          * It pays to have a ...
Keys to a Strong Relationship• Commitment• Trust• Respect
Deepen those relationships!• Relevancy• Consistent communication• Become their favorite
Let’s get practical•   Letters•   Handwritten notes•   Phone calls•   Personal visits•   Personal tours of your facility• ...
Donor Cultivation Plan• Series of steps to get to know a donor and build  relationship• Specific to the donor – one size d...
Sample “New Donor” Cultivation PlanStep 1: Call and thank them for their pastsupport.Step 2: Invite them for a personal to...
Extreme Makeover: Home Edition
Sandy Rees, CFRE @SandyReesFundraising Coach, Get Fully Fundedwww.GetFullyFunded.comSandy@GetFullyFunded.comDaniel Watson ...
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From Awkward to Awesome: The Beginner’s Guide to Building Relationships with Donors

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If you’d rather do ANYTHING besides cultivating individual donors, this session is for you! You’ll learn why you may feel uncomfortable at the thought of donor relationships and how to overcome it. You’ll learn a simple method for building relationships on purpose, using a variety of strategies.

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  • Ultimately they leave because they don’t have a relationship
  • Ultimately they leave because they don’t have a relationship
  • Relationships built around a shared passion with an intentional investment leads to loyal donorsMaybe use the Simon Sinek – Golden Circle Video
  • Fire sepearte
  • Fire indiviudally
  • Seperate
  • From Awkward to Awesome: The Beginner’s Guide to Building Relationships with Donors

    1. From Awkward to Awesome:The Beginner’s Guide toBuilding Relationshipswith Donors
    2. Presenters Sandy Rees, CFRE Get Fully Funded @SandyRees Daniel Watson, Executive Director The Restoration House @RestoreFamilies
    3. Why focus on individual donors? 2011 Contributions: $290.89 Billion Corporations 5% Foundations 14%According to 2011 Giving USA Report Indviduals Bequests 73% 8%
    4. Why focus on individual donors? Statistical Annual Retention Go away 35% Stay 65%
    5. Why do some leave?• Move away• Pass away• ???• ???*Ultimately they leave because they don’t have a relationship
    6. It’s ALL about the relationshipRelationships lead to• Volunteers• Money• Other Resources• Other potential donorsBut “authentic” relationships can’t be presumptuous• Don’t rush the ask• You’ve got to value the relationship over the gift
    7. It’s ALL about the relationship Shared Passion Loyal Donors Intentional Investment
    8. It’s ALL about the relationshipDonors that you have a relationship with and wholove what your organization does, are thefoundation for sustainability
    9. Do you want Donors or a Friends?Donors FriendsGive you money Give you money and love and support, and cares about your successMay or may not give again Will always be there for youMay or may not support you in other ways Look for other resources (including people) to bring to youMay or may not speak well of you in the Are ambassadors for you, spreading the wordcommunity about your missionDon’t necessarily feel engaged or connected See themselves as partners in your work
    10. So why does it feel icky?The wrong mindset will leave you feelingyucky about building relationshipswith donors“They’ll think I’m just after their money.”“I’m being manipulative.”“I’m taking advantage of them.”
    11. Change the mindset!“I’m making friends for my organization.”“The more friends we have, the more people we can help.”“I’m giving these folks the chance to partner in our work.”
    12. How does a relationship grow?• It ALWAYS starts with an introduction• In small steps• Intentionally and over time• Give and take• Lots of interest• Lots of attention• Lots of communication
    13. Relationship exercise!Think about the donor you have the closest relationshipwith.How did your relationship with him/her develop over time?What are some key things that happened that could beapplied to develop other donor relationships?
    14. Steps to Building a Relationship on Purpose1. Network, consistently look for introductions2. Get interested. Learn all you can about them. Look for shared passions, common interests, etc.3. Get to know them. What are their likes and dislikes?4. Ask questions.5. Listen.6. Communicate regularly but appropriately.7. Keep the focus on THEM not YOU.
    15. Communicate Well
    16. Good Communication• Welcome• Understood• Interesting• Two-way• Relevant
    17. Online or in Print?What does the donor want?It’s all about THEM after all!
    18. Ego-Centric vs Donor-CentricEgo-Centric Donor-CentricWe’ve been around for 30 years. You’ve helped us change lives.We have 6 programs and serve 500 With your help, 500 people getpeople each week. assistance each week.We serve 10 counties. Your gift helped us reach people in 10 counties.
    19. What makes it relevant?• Interesting to THAT person• Timely• Appropriate
    20. Create Relevance• Know their interests• Know their preferences• Pay attention to the details * It pays to have a good donor relations database
    21. Keys to a Strong Relationship• Commitment• Trust• Respect
    22. Deepen those relationships!• Relevancy• Consistent communication• Become their favorite
    23. Let’s get practical• Letters• Handwritten notes• Phone calls• Personal visits• Personal tours of your facility• Free tickets to your events• What else?
    24. Donor Cultivation Plan• Series of steps to get to know a donor and build relationship• Specific to the donor – one size does NOT fit all!• The deeper you plan to take the relationship, the more time it will take
    25. Sample “New Donor” Cultivation PlanStep 1: Call and thank them for their pastsupport.Step 2: Invite them for a personal tour. Findout what they love most about your work.Step 3: Invite them to lunch and tell themmore about a project that fits their interests.Step 4: Ask them to become a partner inyour work.
    26. Extreme Makeover: Home Edition
    27. Sandy Rees, CFRE @SandyReesFundraising Coach, Get Fully Fundedwww.GetFullyFunded.comSandy@GetFullyFunded.comDaniel Watson @RestoreFamiliesExecutive Direction, The Restoration Housewww.TheRestorationHouse.netDaniel@TheRestorationHouse.net

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