Prospect Research for People Who Hate Prospect Research (AFP IFC 2018)
โข
3 likesโข174 views
https://bloomerang.co/resources/speaking/
Recommended
Recommended
More Related Content
What's hot
What's hot (20)
Similar to Prospect Research for People Who Hate Prospect Research (AFP IFC 2018)
Similar to Prospect Research for People Who Hate Prospect Research (AFP IFC 2018) (18)
More from Bloomerang
More from Bloomerang (20)
Recently uploaded
Recently uploaded (20)
Prospect Research for People Who Hate Prospect Research (AFP IFC 2018)
- 1. Prospect Research for People Who โจ Hate/Fear/Are Intimidated By/Struggle With โจ Prospect Research
- 2. About Steven ยป Chief Engagement Officer, Bloomerang Co-founder/ED, Launch Cause Contributor: Fundraising Principles โจ and Practice: Second Edition Member: Fundraising Effectiveness Project (FEP) Project Work Group, AFP Center for Fundraising Innovation (CFI) Fun facts: โข 1st job: producing fundraising videos โข prefers tea to coffee โข allergic to rhubarb โข won the David Letterman scholarship @StevenShattuck
- 16. Donor retention rates suffer ยป @StevenShattuck Source: Fundraising Effectiveness Project http://afpfep.org @StevenShattuck
- 17. @StevenShattuck We lag way behind in bequest fundraising ยป Average charitable bequest: โข US: $32,000 (stuck at 8% of annual charitable contributions) โข UK: $54,453 โข Australia: โฌ200,000โจ The problem: โข we donโt retain donors โข we donโt ask donors (donโt know who to ask, afraid to ask) @StevenShattuck
- 18. @StevenShattuck Who are the best prospects? ยป โข Length of giving to your organization โจ (5+ years of regular giving) โข Giving to you over a long period of time (Giving may not be year after year - but gifts have been made over a long, extended period of time) โข Frequency of Giving (monthly credit card donors, multiple gifts within a year) โข Is an active volunteer (at one time or now a board member, or a volunteer in some manner) โข The Family has been involved in some way in the organization (best if there is a long-time association) @StevenShattuck
- 19. @StevenShattuck Who are the best prospects? ยป @StevenShattuck
- 20. @StevenShattuck Itโs not rich people! ยป @StevenShattuck
- 21. @StevenShattuck Itโs not rich people! ยป @StevenShattuck
- 22. Itโs retained donors ยป @StevenShattuck Source: Fundraising Effectiveness Project http://afpfep.org
- 23. @StevenShattuck What can we do to set professional prospect researchers up for success? @StevenShattuck
- 25. Obvious prospects ยป โข donors who have given for 5+ consecutive years โข monthly donors โข volunteers (including board members, fundraisers) @StevenShattuck
- 26. @StevenShattuck โข 2011 study โข Survey of 1,200 recent (last 12 months), frequent (more than 2 gifts to cause based charities) donors from over 250 nonprofit organizations โข Donors were given a list of 32 reasons why they might continue giving โข Asked to rank them by order of importance How to keep donors giving for 5+ years ยป @StevenShattuck@StevenShattuck
- 27. @StevenShattuck 1. Donor perceives organization is effective 2. Donor knows what to expect with each interaction 3. Donor receives a timely thank you 4. Donor receives opportunities to make views known 5. Donor feels like theyโre part of an important cause 6. Donor feels his or her involvement is appreciated 7. Donor receives info showing who is being helped www.thedonorvoice.com/national-donor-commitment-study-and-proof-of-link-between-donor-attitudes-and-behavior/ How to keep donors giving for 5+ years ยป @StevenShattuck
- 28. Monthly Donors ยป โข 7x more likely to leave a bequest! โข Typically overlooked because monthly gifts are small โข Retained over a long period of time (consistent givers) โข They believe in you, they trust you @StevenShattuck @StevenShattuck
- 42. @StevenShattuck 1. Donor perceives organization is effective 2. Donor knows what to expect with each interaction 3. Donor receives a timely thank you 4. Donor receives opportunities to make views known 5. Donor feels like theyโre part of an important cause 6. Donor feels his or her involvement is appreciated 7. Donor receives info showing who is being helped www.thedonorvoice.com/national-donor-commitment-study-and-proof-of-link-between-donor-attitudes-and-behavior/ How to keep donors giving for 5+ years ยป @StevenShattuck
- 47. @StevenShattuck @StevenShattuck 130% more net revenue over 36 month period!
- 48. Prospect Researchโฆ Prospects (not so obvious) ยป โข current / former service recipients โข constituents of a benefactor โข 1st time donors โข lapsed donors @StevenShattuck @StevenShattuck
- 49. @StevenShattuck โข they understand the value of your mission โข gives them a sense of pride / empowerment / dignity โข they could have higher capacity some day Current Service Recipients ยป @StevenShattuck
- 50. @StevenShattuck Current Service Recipients ยป @StevenShattuck
- 51. โข they understand the value of your mission โข they may have higher capacity to give (because of you!) โข doesnโt just have to be schools/hospitals @StevenShattuck Former Service Recipients ยป @StevenShattuck
- 52. @StevenShattuck Former Service Recipients ยป @StevenShattuck
- 53. @StevenShattuck Constituents of a Benefactor ยป @StevenShattuck
- 54. 1st Time Donors ยป โข get to know them โข invite in for tours โข send surveys @StevenShattuck @StevenShattuck
- 58. @StevenShattuck 1st Time Donors - survey questions ยป โข โWhy did you first give?โ โข โWhy are you passionate about (cause)? โข โWhat would you like to hear from us?โ โข โHow did you hear about us?โโจ โข Let them tell their story! @StevenShattuck
- 59. @StevenShattuck
- 60. @StevenShattuck
- 62. @StevenShattuck
- 63. Lapsed Donors ยป @StevenShattuck โข Isolate donors who havenโt given in 2+ years โข Do something different with them โข Say thanks for past giving โข Tell an impact story โข Send a survey โข Invest in data services โข NCOA โข Email / Phone Appends โข Deceased Suppression Processing @StevenShattuck
- 67. @StevenShattuck Capacity signals ยป 1. Previous giving to your nonprofit (how much $?) 2. Previous giving to nonprofits like yours (how much $?) 3. Participation as a Foundation Trustee 4. Political Giving 5. Real Estate Ownership https://bloomerang.co/blog/how-to-use-data-to-identify-your-best-prospective-donors/ @StevenShattuck
- 68. @StevenShattuck What to do with that info ยป โข are they giving at capacity? โข are your asks appropriate? โข are you wasting your time worrying about them, โจ because they donโt give to orgs like yours? https://bloomerang.co/blog/how-to-use-data-to-identify-your-best-prospective-donors/ @StevenShattuck
- 69. @StevenShattuck Pay attention to ยป โข donors who give you updated contact info (unprompted) โข donors who upgrade (higher retention rates according to DonorCentrics) โข donors who complain โข adult children (especially daughters) of parents who give โข surviving relatives of deceased long-time donors โข donors who just had their first child โข contact person at a company that sends volunteers โข childlessness (#1 according to Russell James) โข check > credit card โข American Express > Visa/Mastercard @StevenShattuck
- 70. @StevenShattuck Final thoughts ยป โข your best prospects arenโt rich strangers โข segment your list, steward, then wealth screen โข longevity > gift amount โข get to know new donors โข ask donors how they feel about you โข hire a professional prospect researcher! @StevenShattuck
- 71. @StevenShattuck https://bloomerang.co/resources โขNonprofit Wrap-Up โขBloomerang TV โขBloomies โขDaily blog post โขWeekly webinars โขDownloadables @StevenShattuck
- 72. @StevenShattuck Questions? steven.shattuck@bloomerang.co @StevenShattuck Slides and free eBooks ยป bloomerang.co/resources @StevenShattuck