This document provides an overview of virtual fundraising techniques and best practices. It discusses using prospect research to identify potential donors and connect with those passionate about an organization's mission. Virtual donor engagement strategies like the 4P method are outlined to keep messages brief, provide relevant information, generate social proof, and share behind-the-scenes perspectives. Sensitivity in modern fundraising and the importance of tact, tone and timing in communications are also covered. The document concludes with tips for creating online fundraising campaigns and scripts.

1. REMOTE FUNDRAISING USING THE
3 T s’ OF COMMUNICATION
Component of Assertive Ask™ Fundraising System
Presenter: Kristal Frazier
CEO and Multi-Million Dollar Fundraiser

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3. Prospect Research
Methods
Virtual Donor
Engagement
Sensitivity in Modern-
Day Fundraising
Block Scheduling for
Fundraisers
Tact, Tone and
Timing
Virtual Fundraising
Script
Online Campaigns Q&A
Agenda
4

4. Prospect Research Methods
5

5. CONNECT RESEARCH IDENTIFY
6

6. Reasons to Perform Prospect Research
Discover Discover new donors: Learn which organizations your donors
already give to/similar causes
Gain Gain insight into fundraising opportunities: SAVE TIME--prospects
give to, how often, and how much, so you can formulate better
“ask strategies” and request major gifts from the right prospects
Obtain Obtain cleaner donor data: Update whatever database you
choose to use
7

7. Traditional
Methods of
Performing
Prospect
Research
Institution involvement: Board and
foundation members typically
understand the importance of
supporting organizations financially.
Real estate ownership: Donors who
own $2+ million in real estate are
17 times more likely than the
average person to give to a cause.
8

8. Traditional Methods of
Performing Prospect Research
● Employer information: Donors likely have colleagues who make
similar salaries and who also engage in philanthropy. If these co-
workers give to causes with similar missions, then they may choose
to give to you, too.
● Personal information: Insight into hobbies, marital status, and basic
contact information helps to make The Ask more personal.
9

9. My Method of Prospect
Research Explained
• Individual Giving
• LinkedIn or Google Alerts (if they
are not on LinkedIn)
• Personal Summary
• Philanthropic History
• Contact Information
10

10. My Method of Prospect Research
Explained
Funders
● Board Affiliation
● Giving History
● Annual Report
● Funder Guidelines Information
● Contact Information
11

11. My Method of Prospect Research
Explained
I use that information to form the following:
● -- The Ask (Fundraising Script)
● -- My First and Follow-Up Communication
● -- Cultivate Relationships
12

12. CONNECT WITH PEOPLE WHO ARE
ALLIES TO YOUR INDUSTRY. CONSIDER
THE FOLLOWING CANDIDATES...
13

13. The Candidates
Answer the question, “Who can I connect with that is passionate about my industry?”
Wendy Writer
Wendy lives on social media writing thought-provoking posts. Wendy
has a moderate following and doesn’t mind sharing great content.
14

14. The Candidates
Answer the question, “Who can I connect with that is passionate about my industry?”
Sharing Sam
Sam loves sharing content that’s important to him. Sam only comments or shares
others’ posts and does not necessarily write his own. Sam is a meme-posting, GIF
generating type of person.
15

15. The Candidates
Answer the question, “Who can I connect with that is passionate about my industry?”
Irene Influencer
Irene’s social media influence is the stuff dreams are made of. She can catapult
your org’s presence into the stratosphere. Irene is not a superstar, but an
influencer that has a great reputation related to your industry.
16

16. The Candidates
Answer the question, “Who can I connect with that is passionate about my industry?”
Freddy the Fan
Freddy represents your supporters; the backbone of your digital presence.
They are your foundation. They love your ideas and want to see you win.
Your supporters have a network, too.
17

17. Virtual Donor Engagement
18

18. What is
Virtual Donor
Engagement?
An online strategy to gain
donor support in the form of
donations,
volunteers or exposure.

19. POINT PROVIDE PROOF PERSPECTIVE
4P Method of Engagement
4P Method is a trademarked fundraising method exclusive to © FundJoy LLC’s Assertive Ask™ Fundraising System
20

20. POINT
Keep your message brief, to-
the-point, and compelling
4P Method of Engagement
4P Method is a trademarked fundraising method exclusive to © FundJoy LLC’s Assertive Ask™ Fundraising System
21

21. PROVIDE
Focus on providing the
information they want to know,
not on what you have to say.
4P Method of Engagement
4P Method is a trademarked fundraising method exclusive to © FundJoy LLC’s Assertive Ask™ Fundraising System
22

22. PROOF
Generate social proof. Use LinkedIn. Start following prospects
and receive their updates or even join some of the same groups.
4P Method of Engagement
4P Method is a trademarked fundraising method exclusive to © FundJoy LLC’s Assertive Ask™ Fundraising System
23

23. PERSPECTIVE
Share behind-the-scenes content or snippets of the
day-to-day operations of your startup.
4P Method of Engagement
4P Method is a trademarked fundraising method exclusive to © FundJoy LLC’s Assertive Ask™ Fundraising System
24

24. POINT
Keep your message brief, to-
the-point, and compelling
PROVIDE PROOF PERSPECTIVE
Focus on providing the
information they want to know,
not on what you have to say.
Generate social proof. Use LinkedIn. Start following prospects
and receive their updates or even join some of the same groups.
Share behind-the-scenes content or snippets of the
day-to-day operations of your startup.
4P Method of Engagement
4P Method is a trademarked fundraising method exclusive to © FundJoy LLC’s Assertive Ask™ Fundraising System
25

25. Sensitivity in Modern-Day Fundraising
26

26. Answer in the Chat Box, how has fundraising
changed for you in the last three years?

27. Digital Fundraising
Success Storytelling
Celebrating/Hiding Wins
Participation vs. Loyalty
Generational Giving

28. Digital Fundraising
The use of mobile giving, text to give, and online forms has increased.
Why is this a sensitive topic? Some of your donors are not receptive to
this form of giving.

29. Social Media's Influence
Social media posts and comments will live online forever and in
someone’s head. So, be careful of what you say. Storytime!

30. Celebrating/Hiding Wins
When nonprofit professionals ask if they should celebrate their wins and
notify donors of how well they are doing, I ask them to take a different
approach.
Segment the donor database, share with major donors, and select
potential donors versus sending a mass email.
Customizing the approach to key leaders and top donors makes good news
more memorable.

31. Participation vs. Loyalty
There is a shift in fundraising where loyalty is still important, but
participation is gaining traction with the influence of social networks.

32. GENERATIONAL GIVING

33. GENERATIONAL GIVING

34. Block Scheduling for Fundraisers
35

35. A day in the life of a fundraiser…

36. MORNING
-Prospect research
-Social media research
-Weekend roundup (review
fundraisers/events)
-Google alerts
-Emails/phone calls/follow-ups

37. LUNCHTIME
-Zoom briefings
-Livestreams

38. AFTERNOON
Virtual Meetings

39. TACT, TONE AND TIMING

40. The Communication Pivot
Messaging focused on pandemic impact
Messaging focused on your mission and
help fulfilling it
Messaging focused on the shift in services
and operational changes

41. Mission/Vision
Programs/Services
Client Testimonials
Annual Reports
Statistics
Your excitement
about your projects
and programs will
resonate with the
donor. Here is a
simple exercise to
help you in your
communication: visit
your organization’s
website!

42. Tact – the definition of tact is sensitivity in
dealing with others or with difficult issues.
When conversing with donors, remember
how the world has changed in the last few
years.

43. Tone – Your voice and words
control the conversation.

44. Timing
Be strategic in your process
when communicating with
the donor.

45. Virtual Fundraising Script
46

46. 47
Create a Virtual
Fundraising
Script
Introduction
Who is your community?
How do you serve your community?
Where is the gap?
How can I (the donor) help?

47. Create a
Fundraising
Script ---
REMEMBER
People care less
about titles and
more about the
reason you’re
calling requesting
a meeting.
I have secured
more Asks in the
morning than any
other time.
Ask for financial
support OR
extend an
invitation to your
next (virtual)
event
What is the
donor’s giving
history? Perform
Prospect
Research
48

48. Online Campaigns
49

49. 5 Steps to Creating Online Campaigns
1. Plan
o Timeline
o Promotion
o Ticketing/Fees
o Dedicated Event Page
50

50. 5 Steps to Creating Online Campaigns
PARTNER WITH LOCAL RESTAURANTS
FOR FOOD & DRINK OPTIONS FOR
PARTICIPANTS
PARTNER WITH LOCAL ENTERTAINMENT
TO DO A LIVESTREAM DURING THE
EVENT
2. Logistics
51

51. 5 Steps to Creating Online Campaigns
3. Communication
o Before the event: promotion and sales
o During the event: social media and livestream
o After the event: thank you, campaign results, social media shout-outs
52

52. 5 Steps to
Creating Online
Campaigns
4. Networking
Livestream activities throughout
different parts of the event
Ask your attendees to take photos
and use event-designated hashtags
Include one-on-one video chats
between your staff and volunteers
Ask community stakeholders to
promote your event online
53

53. 5 Steps to Creating Online Campaigns
Leaders Volunteers Back-Up Crew Follow-Up
Committee
5. Assign Roles
54

54. Thank You!
Please contact me if you have any questions.
Kristal Frazier
CEO and Multi-Million Dollar Fundraiser
Creator of the Assertive Ask™ Fundraising System
KristalFrazier.com
Q&A: kristal@fundjoy.org
To become a Licensed Trainer: licensing@fundjoy.org
LinkedIn: /kristalfrazier
Twitter - @assertiveask