1.What you say
2.How you say it
3.Get a reaction
4.Request for followup
The Elevator Speech
“Gail, I am putting some of your ideas into action….
At our last Trustee meeting, I asked, “What legacy do you
want to leave from serving on this board?”
Well, you would have thought I had opened the flood gates. One
man told us about his cousin in hospice . . . and how we helped his
family through that terrible time.
This turned out to be the best meeting we've had so far on with
this group in the last 3 years!
This is a wonderful and satisfying change for the better.”
Laurie Taylor, Lower Cape Fear Hospice Foundation
# 1 Let Them Talk About Their Fear
How Do You
“It never feels appropriate.”
“Believe it or not, I’m afraid of being rejected.” --
“It just feels so tacky to ask for money.”
“I’ll ask them for money, and they’ll turn right around and
“My friends might drop me if I ask them for money!”
Fundraising’s Dark Side:
#2 Teach Them About Donor Joy:
“How Did You Feel The Last Time You
Gave to Your FAVORITE CAUSE?”
• Proud … Joyful … Happy…
Powerful … Excited. . . Hopeful
• Wish I could do more
• Part of something important
• Glad to be a partner
• Want to make a difference.
1. Deal with their fear
2. Donor joy
3. Make friends first
4. They don’t have to ask
5. The power of a volunteer
6. Optimism and abundance
STEP 3: Specific NO ASK Fundraising
• Narrow focus
• They get to choose
Easy Fundraising Jobs
VIP Prospect List
Who are the 10 most
who could catapult
Ask for Advice
• If you want money,
ask for advice.
• If you want advice,
ask for money.
“I've been having a great time contacting various business leaders
asking for their coaching/opinion on making the Grand Canyon
Chapter of the Red Cross a success.
I briefly outline the reasons I serve on the board, what the Red
Cross does in our community, and ask what successful practices
they have seen on other charitable boards.
The response is great. They are interested in the Red Cross and
want to have on-going dialogue! It's about relationships......
Thanks again, Gail
Karen Mildenhall, Chair-Elect Phoenix Red Cross
Easy Fundraising Jobs For Board Members
Host A Behind the Scenes Tour
• Board members invite their
• Board member welcomes
• Call the next day:
– “What were your
Small Socials and Gatherings
•Plan your followup
–or don’t do it!
Thank You Calls to Donors
• The next solicitation, those called
gave 39% more.
• After 14 months, those called were
giving 42% more.
Donor Centered Fundraising,
• One out of 10 gifts, board members made thank you
calls 24 hours after receiving the gift.
The LAST WORD
Successful Fundraising in a Tough Economy
“Persistence is key
especially when budgets are tight”
-NC Congressman Bob Etheridge
upon giving one of my clients a check for $1 million
October 26: Secrets to “Managing Up” – How to Gently Inspire,
Lead and Train your Board
to Do What You Need Them To Do
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