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10 NPO Communications and Asking Techniques for Fundraising Success

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Join Jay Love and Kent Stroman discuss nonprofit communication and fundraising strategies.

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10 NPO Communications and Asking Techniques for Fundraising Success

  1. 1. 10 NPO Communications& Asking Techniquesfor Fundraising Success!M. Kent Stroman & Jay LoveJune 4, 2013
  2. 2. PRESENTERS: Published Author Talented Speaker Dedicated Leader Frequent Award Recipient Trusted Consultant (11 years) Certified Public Accountant (CPA) Background in Higher Ed. (25 years) Certified Fund Raising Executive (CFRE)M.KentStromanAmerica’sASKING CoachJayLoveCo-Founder & CEO, Bloomerang 29 Years of Technology Leadership Over 20,000 Database Installations Former Founder & CEO of eTapestry Former CEO of Master Software/Fund-Master AFP Board Member AFP Ethics Committee Member Innovation Fund, Butler Univ. Board Member Gleaners Food Bank Board Member Co-Chair, YMCA Indianapolis Capital Campaign
  3. 3. RecommendedResource
  4. 4. AskingTechniques10Proven
  5. 5. Tip #1Decide whoto ask[prospect ID is a BIG deal]
  6. 6. Tip #2Start with whya.k.a. Case Statement[use words if you must]
  7. 7. Put aon yourMission
  8. 8. Tip #3Show them theprice tag[how much does the solution cost?]
  9. 9. Tip #4Show them howwe get therea.k.a. Gift Chart
  10. 10. Don’tkeep ita secret:It takesBig Gifts
  11. 11. Tip #5Define the Aska.k.a. Proposal
  12. 12. DRAFT ProposalTo: Katie and Jason RutherfordFrom: Healthy Hearts Education CenterDate: February 11, 20xxAmount: $1,500,000 (over 3 years)Purpose: No Boundaries campaignNaming: Betsy Armstrong Activity RoomFine Print: The donation will be fulfilled by stocktransfers during each of the next 3years. Our facility naming policyrequires the board to give finalapproval to this naming request.Approvals:________________ ____ ________________Katie Rutherford Date Jason RutherfordSampleProposal:
  13. 13. Tip #6Climb the10 Step Staircase[use a proven process]
  14. 14. 10 StepStaircase
  15. 15. Tip #7Define success[everyone has his own definition]
  16. 16. 2 Perspectives:• From the NPO’s perspective . . .• From the donor’s perspective . . .SuccessDEFINITION:
  17. 17. SuccessDEFINITION:From the viewpoint of theNPO, success meansreaching the fundraising goal.
  18. 18. SuccessDEFINITION:From the viewpoint of thedonor, success meansmaking a well-informed decision.
  19. 19. Tip #8Avoid the‘Twin Risks’1. Early Rejection2. Early Acceptance
  20. 20. Tip #9Make a plan
  21. 21. A PlantoCultivateorSolicitDONOR / PROSPECT CONTACT PLANProspect name: __________________________________________________What is the purpose of this call?To share the vision for our organization.To cultivate a future gift.To secure the prospect’s involvement with us (volunteer).To ask for a gift (Amount: $_______ -or- Range: from $_______ to $________)Other: __________________________________________________________________________________________________________To be contacted by _______________ and _______________ (staff & volunteer)When? ______:______ ____/____/____Materials to take along: Proposal Funding PrioritiesGift range chart Brochure(s):Other: _________________________________…………………………..…………………………………………………………Was the purpose achieved? (explain)Follow-up: What needs to be done?When?By whom?
  22. 22. Tip #10PracticeThen practice[then practice some more]
  23. 23. Step #1 Decide Who to Ask(Requires a Top Notch DatabaseWhich EVERYONE Can Use!)@bloomerangtech | 24
  24. 24. Step #1 Decide Who to Ask(Requires a Top Notch DatabaseWhich EVERYONE Can Use!How many of you use a donor database?What percent of the product do you use?@bloomerangtech | 25
  25. 25. Step #1 Decide Who to Ask(Requires a Top Notch DatabaseWhich EVERYONE Can Use!How many of you use a donor database?What percent of the product do you use?@bloomerangtech | 26• Majority of NPO’s Use Less Than 20% of TheirDatabase’s Functionality• Large Amounts of Features = Complexity• Database Complexity Keeps Fundraisers Out
  26. 26. @bloomerangtech | 27
  27. 27. 1. Game Changing Ideas or2. Ideas whose Time has Come3. Relentless Execution@bloomerangtech | 28Revolutionary Change Comes From?
  28. 28. Game Changing Ideas:• CRM so Intuitive (No training needed)• Anyone can (and WILL) use@bloomerangtech | 29
  29. 29. Game Changing Ideas:• CRM so Intuitive (No training needed)• Anyone can (and WILL) use• Bring BEST practices to life@bloomerangtech | 30
  30. 30. Game Changing Ideas:• CRM so Intuitive (No training needed)• Anyone can (and WILL) use• Bring BEST practices to life• Focus on core functions only@bloomerangtech | 31
  31. 31. Net Result:• All Fundraisers Use the Database!– (Quite Revolutionary!)@bloomerangtech | 32
  32. 32. Net Result:• All Fundraisers Use the Database!– (Quite Revolutionary!)• Everyone using database enables …@bloomerangtech | 33
  33. 33. Net Result:• All Fundraisers Use the Database!– (Quite Revolutionary!)• Everyone using database equals…• True Donor Engagement resulting in@bloomerangtech | 34
  34. 34. Net Result:• All Fundraisers Use the Database!– (Quite Revolutionary!)• Everyone using a database equals…FUNDRAISING SUCCESS!@bloomerangtech | 35
  35. 35. Next Gen Database/CRMEnables Fundraising Best PracticesDonor Retention/Donor CommunicationsExtreme Ease of UseRelentless Focus on Results, not FeaturesLeading a “Revolution of Change”
  36. 36. Pedigree . . .”Finally Got It Right!”FUND-MASTER
  37. 37. CUE THE EXPERTS:Dr. Adrian SargeantBloomerang Chief ScientistProfessor of Fundraising at the Center onPhilanthropy at Indiana University holdingwhat is presently the world’s only endowedchair in that discipline.Top 10 Most Influential People in FundraisingRenowned expert on Donor Retention andDonor LoyaltyMr. Tom AhernBloomerang DonorCommunications Head CoachOne of the world’s top authorities on donorcommunicationsAuthor of 4 books on Donor CommunicationsWinner of 3 prestigious international IABC GoldQuill awards@bloomerangtech | 38
  38. 38. Show Login Screen@bloomerangtech | 39
  39. 39. Basic Navigation@bloomerangtech | 40
  40. 40. @bloomerangtech | 41
  41. 41. Automatic Engagement Factors@bloomerangtech | 42• Recency and pattern ofgiving• Cash donors vs.sustaining donors• # of years giving +• Upgrade /Downgrade + -• Lapsed -• Event attendance +• Opens email +• Click links in emails +• Unsubscribesfrom email -• Has statedcommunicationpreferences +• Has inboundinteractions +• Has soft credits +• Volunteers +• Social Media(coming soon)• …and a whole lot more!
  42. 42. What is thedonor’sengagementover time!Highlight vital “retention” information---@bloomerangtech | 43
  43. 43. @bloomerangtech | 44
  44. 44. @bloomerangtech | 45
  45. 45. @bloomerangtech | 46
  46. 46. @bloomerangtech | 47@bloomerangtech | 47
  47. 47. Our mission: Equipping leaders to dramaticallytransform their fundraising results.We achieve this through:• Seminars• Board retreats• Team workshops• Executive coachingand now …
  48. 48. Presenting:ConversationalFundraising.comOthers tell you what to do.We show you how.
  49. 49. RecommendedResourceJust Released!
  50. 50. CONTACT INFO.CharityChannel.com: Kent-StromanKent@ConversationalFundraising.comFacebook: Kent StromanLinkedIn: Kent StromanTwitter: @KentStromanSkype: kent.stroman(877) STROMAN (918) 336-6626M. Kent StromanAmerica’s ASKING Coach
  51. 51. Thank youfor joining today’s webinar.We wish you every successin all your Asking!

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