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How to Close a Major Gift (Even If You've Never Done It Before)

Slidedeck from our recent webinar, "How to Close a Major Gift (Even If You've Never Done It Before)"

View the recording here:
https://vimeo.com/131809819

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How to Close a Major Gift (Even If You've Never Done It Before)

  1. 1. How …Even If You’ve Never Done It Before Close Major Gift to a
  2. 2. Instructors Ben Lamson - Co-founder of WeDidIt Andrew Littlefield - Nonprofit Fundraising Marketer at WeDidIt Special Guests Paul D'Alessandro, J.D., CFRE - Founder and CEO of D'Alessandro Inc. John J. Corcoran - President and COO of D'Alessandro Inc.
  3. 3. Picture representing anxiety Flickr user bark
  4. 4. 70%70% of fundraisers say solicitation or identification are the major gift stages they feel the least comfortable with
  5. 5. Pic representing people skills
  6. 6. Getting Systematic
  7. 7. http://fundraisergrrl.tumblr.com/ Major gifts is not a quantity game, it’s a quality game and metrics should center on what you’re doing to move prospects down the pipeline. “ ”- Rory Green.
  8. 8. Vanity Metrics
  9. 9. Identifying Prospects
  10. 10. Donor Persona
  11. 11. Donor Persona What is a ?
  12. 12. Align donors with mission Identify most effective communications
  13. 13. Emily Entrepreneur Demographics Gender: Female Age: 35 - 50 Family: Husband, one child Income: $100,000/year
  14. 14. Work Job Role: Small business owner Experience: 7+ years
  15. 15. Strengths • Extremely self-motivated • Self-reliant • Large network, expert connector Challenges • Extremely time-crunched • Cost conscious • Constantly being asked to support causes, help others, have “brain picked”
  16. 16. Motivations for Support • Self-made business woman, strong believer in power of small business to lift self • Supporter of women’s issues and providing opportunities for women to “break the glass ceiling” • Providing employees with opportunity to give back to community • Avenue for social good opportunities • Tax considerations
  17. 17. Communication Considerations • Text/email before calling • Keep emails short and to the point • Be flexible with timing • Keep voicemails extremely short, if leaving them at all • Communicate value
  18. 18. Events of Interest • Networking events • Mentoring opportunities • Company-wide days of service
  19. 19. Donor Persona How to build a
  20. 20. Inspect current donors/supporters, identify trends
  21. 21. Hometown industries
  22. 22. Demographics
  23. 23. Conduct donor interviews • What was the last appeal they gave to? • Why do they give? What “pushed them over the edge?” • How did they learn about the last nonprofit they gave to? • In what ways do they feel comfortable giving to an organization? • What factors contribute to their trust of a nonprofit organization? • What would stop them from giving?
  24. 24. 1 2 3 Create multiple personas
  25. 25. Finding Prospects
  26. 26. Flickr user Chris
  27. 27. Emily Entrepreneur Demographics Gender: Female Age: 35 - 50 Family: Husband, one child Income: $100,000/year
  28. 28. Work Job Role: Small business owner Experience: 7+ years
  29. 29. Making the BIG Ask
  30. 30. Fundraising = Sales
  31. 31. Set expectations (Don’t surprise them)
  32. 32. Demonstrate confident
  33. 33. Understand how their donation can serve them and what THEY care about
  34. 34. Clearly communicate HOW the donation will make an impact.
  35. 35. Understand their decision making process
  36. 36. 10 Things Not to Do on a Solicitation Call © D’Alessandro Inc.
  37. 37. Going Alone © D’Alessandro Inc.
  38. 38. Not knowing ANYTHING about the prospect © D’Alessandro Inc.
  39. 39. Failing to Develop Rapport © D’Alessandro Inc.
  40. 40. Failing to LISTEN to the prospect(s) © D’Alessandro Inc.
  41. 41. Talking TOO much © D’Alessandro Inc.
  42. 42. Arguing/Debating © D’Alessandro Inc.
  43. 43. Overwhelming the prospect(s) © D’Alessandro Inc.
  44. 44. Failing to make the ask © D’Alessandro Inc.
  45. 45. Failing to say… Flicker user woodleywonderworks © D’Alessandro Inc.
  46. 46. Failing to follow-up © D’Alessandro Inc.
  47. 47. Questions?
  48. 48. WeDidIt Academy Course
  49. 49. • Professional Non-profit fundraising and consulting firm • 21+ year record of success with funding initiatives from $500,000 to $3.9 billion • Clients located throughout the United States • Focus areas include fundraising, coaching, training, and consulting • Paul and John are seasoned professionals who have conducted over 4,000 personal solicitation calls www.dalessandroinc.com
  50. 50. John – John@dalessandroinc.com Paul – Paul@dalessandroinc.com www.dalessandroinc.com
  51. 51. Special Private Q&A
  52. 52. Fundraising just got smarter, not harder. Insights Targeted donor prospecting helps you uncover new major gift donors and social influencers Mobile Take donations anywhere, anytime, no hardware required. All while capturing donor data. Campaigns Set-up crowdfunding campaigns with ease, with your branding and style. Donations Accept year-round donations online with high converting, beautifully designed donation pages. Peer-to-Peer Empower anyone to fundraise on your behalf. Supporters can set-up fundraising pages with ease.
  53. 53. blog.wedid.it/subscribe
  54. 54. Fundraising tools for data hungry fundraisers.

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  • LisaChmiolaCFRE

    Jun. 26, 2015

Slidedeck from our recent webinar, "How to Close a Major Gift (Even If You've Never Done It Before)" View the recording here: https://vimeo.com/131809819

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