Blue strike the magic of thank you calls - may 27, 2014

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The Magic of Thank You Calls shows how this one cultivation technique can benefit not only your fundraising results but also board engagement.

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Blue strike the magic of thank you calls - may 27, 2014

  1. 1. Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org THE MAGIC OF THANK YOU CALLS Join the webinar online. http://fuze.me/23906979 Enter the meeting number: 23906979 To join from a phone: +1-201-479-4595 Participants will be muted during the presentation to maintain good sound quality. If you have a comment or question, please raise your flag and you will be unmuted. Thanks and welcome to the webinar!
  2. 2. The Magic of Thank You Calls BLUE STRIKE
  3. 3. WELCOME At Blue Strike, we look at fundraising through the lens of advocacy organizations and other groups engaged in civic action, public interest law, policy-oriented work, and similar activities. Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
  4. 4. INSPIRING SUPPORT FOR CIVIC ENGAGEMENT BLUE STRIKE Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
  5. 5.  “I’m going to be in Atlanta next month. Are there donors I can meet with while I’m there?”  “My college roommate just sold her successful company. How should we connect with her?” Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org HOW WOULD YOU LIKE IT IF YOUR BOARD MEMBER SAID . . .
  6. 6.  “Maybe I should write thank you notes to the some of our donors. Can you send me a few of their addresses?”  “My brother might be interested in giving. Would you send him a letter from me?” Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org OR THIS . . .
  7. 7. Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org YOU CAN HELP GET THEM THERE
  8. 8. In the first part of the webinar, we will focus on how to initiate and operationalize a thank you call program. Then we will discuss a case study of one organization and review additional resources. We will wrap up by 2:00 PM. WEBINAR AGENDA Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
  9. 9. Personal thank you calls from board members to individual donors can help build meaningful relationships with donors and also engage your board in outreach on behalf of your organization. Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org THANK YOU AND OUTREACH
  10. 10. The first step in getting the program off the ground is to have at least one board member willing to take the plunge by making a first round of initial calls. Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org ASK YOUR BOARD FOR HELP
  11. 11. Recruit a “champion,” someone on the board -- perhaps your board chair or other well-regarded member -- to make these initial calls. Decide on a time, preferably a weekday evening or a weekend afternoon. Set aside one hour. Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org FIND ONE OR TWO CHAMPIONS
  12. 12. Pull together a list of 15 to 20 names of donors who have recently given. Provide those names to your board member along with just a few other key pieces of information: location, most recent gift amount and date; date of first gift and cumulative giving. Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org PROVIDE AN ORIENTATION AND A CALL LIST
  13. 13. ID: 1002003 Kelly Miller Chicago; member since 2009 Most recent: $250 Mar. 7, 2014 Cumulative: $825 (312) 555-1212 Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org SAMPLE CONTACT ITEM
  14. 14. 133569 Elmer Herschel Almond, WI; new member Most recent: $500 on Dec. 22, 2013 eh13@xxx.com (607) 555-1212 1446855 Jane Pearson Santa Barbara, CA; member since 1983 Most recent: $1,000 Dec. 2013 Cumulative: $13,850 jpearson@xxx.net (415) 555-1212 11114031 Robert Cain Atlanta, GA; member since 2007 Most recent: $1,000 Dec. 2013 rcain@xxx.com (421) 555-1212 11813201 Anisha Gupta Cheverly, MD; member since 1988 Most recent: $325 on 12/28/2013 Cumulative: $1,125 agxx@xxx.com (410) 555-1212 1077784 Kathy Talent, MD TAKOMA PARK, MD; member since 1998 Most recent: $250 on 12/4/2013 Cumulative: $1,775 kxxxxxxx@xxx.edu (301) 555-1212 1177700 Edward Islee Fairfax, VA; member since 2011 Most recent: $200 on 12/5/2013 7:56:11 AM Cumulative: $1,000 exxxx@xxx.com (703) 555-1212 Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org SAMPLE CALL LIST
  15. 15. Rather than simply handing off the list and asking your board member to make the calls, you are going to assist in placing those calls. Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org CONFERENCE CALL
  16. 16. Using a three-way conference call, you and your board member will contact the donor together. Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org CONFERENCE CALL
  17. 17. Call your board member first and review the call list. “We are going to call Kelly Miller first. She gave $250 on March 7 of this year. She lives in Chicago and has been a donor for five years.” Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org CHECK IN BEFORE PLACING CALL
  18. 18. “Ms. Miller, this is Mary Dillon Kerwin from Advocates in Action, I have on the line with me our board chair who is making calls today to thank our supporters. If you have just a minute, may I conference her in?” Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org PLACE THE CALL
  19. 19. Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org GETTING SIGN UPS The most effective time to enlist more volunteers for making calls is during a board meeting. Mark your day-timer with blocks of available time and send it around the room during the meeting to have them pencil in a time they are available.
  20. 20.  13 board members  27 call sessions  362 calls Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org ACTUAL YEAR END PROGRAM
  21. 21. 1. direct contact-positive conversation; 2. direct contact-busy; 3. direct contact-do not call; 4. left message; 5. email only; or 6. no contact Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org CODING CALL OUTCOMES
  22. 22. No. of calls Call outcome Percent 174 voice mail message left 48.07% 105 no contact 29.01% 44 direct contact-positive conversation 12.15% 9 direct contact-busy 2.49% 9 direct contact-no calls please 2.49% 21 emails only 5.80% 362 Total Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org ACTUAL CALL RESULTS
  23. 23. 48.07% 29.01% 12.15% 2.49% 2.49% 5.80% voice mail message left no contact direct contact-positive conversation direct contact-busy direct contact-no calls please emails only Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org DIRECT CONTACT = 12.5 PERCENT
  24. 24. After making lots of these calls, board members reach a comfort level:  Talking to semi-strangers on the phone  Using the phone to cultivate donors  Working with you! Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org THE COMFORT ZONE
  25. 25.  “I’m going to be in Atlanta next month. Are there people I can meet with while I’m there?”  “There’s a college roommate of mine who just sold her company. How should we connect with her?” Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org THIS IS WHAT STARTS TO HAPPEN
  26. 26.  “Maybe I should write notes to the people we didn’t reach. Can you send me their addresses?”  “My brother might be interested in giving. Can you send him a letter from me?” Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org AND THIS . . .
  27. 27.  “When are we going back to major donor x? I had a good conversation with her last time.”  “Did so-and-so give yet this year? Because I could call him if he hasn’t.” Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org AND THIS . . .
  28. 28. Cohesive board committed to fundraising and outreach and knowledgeable about programs.  Long-term commitment to the program.  Organization membership dedicated to mission. Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org SUCCESS INDICATORS
  29. 29.  Take into consideration location, tenure, and professional occupation.  Provide script and opportunity to practice.  Offer new board members a chance to listen in. Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org WHEN ASSIGNING CALLS
  30. 30.  Take into consideration location, tenure, and professional occupation.  Provide script and opportunity to practice.  Offer new board members a chance to listen in. Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org WHEN ASSIGNING CALLS
  31. 31. MORE INFO ADDITIONAL RESOURCES Blue Strike Webinar: The Magic ofThank You Calls May 27, 2014 bluestrike.org
  32. 32. Engaging Your Board in Fundraising, A Staff’s Guide by Kathy Hedge https://www.boardsource.org/eweb/blf- 2013/sessions.htm#FUNDRAISING BoardSource $24.00 Urban Institute Special Report Engaging Board Members in Fundraising, Sept. 2012 http://www.urban.org/UploadedPDF/412673-The-Nonprofit- Research-Collaborative-Special-Report.pdf Seven Tips for Making Better Donor Thank You Calls April 2012 blog Lori L. Jacobwith http://www.askingmatters.com/blog/seven-tips-for-making- better-donor-thank-you-calls/ Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org RESOURCES
  33. 33. 4 Elements of a Great Thank You Call, Philanthropy for All blog by Vanessa Chase http://pfa-blog.com/home/4-elements-of-a-great-thank-you- phone-call/ The Incredible Power The Phone: 3 Case Studies by Sumac blog http://sumac.com/the-incredible-power-the-phone-3- nonprofit-case-studies-and-a-400-increase-in-donations/ Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org RESOURCES
  34. 34. Charity Watchdogs: Managing Your Organization's Profile and Ranking Tuesday, June 24, 2014 at 01:15 PM Better Business Bureau, Guidestar, Charity Navigator. Learn where the “watchdogs” get their info and how to improve your profile and ranking. Five Simple Ways to Upgrade Your Donors Tuesday, July 29, 2014 at 01:15 PM Take your individual giving program to the next level with five tried and true, low cost methods. Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org BLUE STRIKE WEBINARS
  35. 35. Benchmark Studies: Which ones are most relevant for advocacy groups? Tuesday, August 26, 2014 at 01:15 PM It seems like everyone is benchmarking. Which ones should you use to gauge your organization's performance? Year End Boot Camp Tuesday, September 30, 2014 at 01:15 PM On average, organizations receive 40 percent of their donations in December. Make sure you are primed to take advantage of this important time of year. Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org BLUE STRIKE WEBINARS
  36. 36. Raising Money for Advocacy: How it's different Tuesday, October 28, 2014 at 01:15 PM Inspiring support for issues and causes requires its own area of expertise. What set of skills do you need? What are the unique challenges and opportunities we face? Board Engagement for Year End Tuesday, November 25, 2014 at 01:15 PM Tried and true methods for enlisting your board’s help during this crucial period of the year. Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org BLUE STRIKE WEBINARS
  37. 37. Thank you for participating today! From Mary Dillon Kerwin President of Blue Strike Check out our new Facebook page https://www.facebook.com/bluestrike.org Blue Strike Webinar: bluestrike.org BLUESTRIKE.ORG

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