https://bloomerang.co/resources/webinars/ Tom Iselin will show you how to reshape your personal brand into one of “Donor Concierge” that will increase your likability and “memorability,” help you raise more money, and create greater donor loyalty.

2. STRATEGIC SERVICES
FOR NONPROFIT ORGANIZATIONS
PRACTICAL SOLUTIONS  WISE ADVICE  HAPPY CLIENTS
Visit TomIselin.com
“Sign Up” for my free video blog and
receive a $500 coupon for your next board retreat,
strategic planning session, or any fundraising service.
Get Tom’s Books
at Cost! $6ea.
($50 value)
Fundraising
Capacity
Building

3. Options trader
turned
social entrepreneur

4. 1. The fundraising environment
2. What is concierge fundraising?
3. “First class” service tactics . . . doing
the unexpected to raise more money

5.  It’s not about Wall Street or State Street. It’s
about sides streets and back alleys.
 You have noble intentions.
 You have a worthy mission.

6.  1.5 million nonprofits.
◦ 85% have budgets under $500k
◦ 94% have budgets under $2.0 mil
 Top 400 nonprofits receive 20% of all giving!
 60% of all giving goes to:
◦ Education, healthcare, large cultural orgs, and religious orgs.
 Plus, you’re facing limited resources to raise $$$.

7. More than 80% of money donated
to charities comes from individuals
and 80% of this money comes from
face-to-face meetings.

8. 1. One-on-one meetings
2. Small group meetings or parties
3. Telephone conversations
4. Personalized handwritten letters
5. Personalized typed letters
6. Email or text solicitation
7. Web, blog, and other online solicitation
8. Annual fundraisers or large group events
9. Direct mail, no personalization
10. Grants
11. Brochure distribution
12. Advertisements

9. Percent of Amount of
Time Funds Raised
1. One-on-one meetings _________ _________
2. Small group meetings or parties _________ _________
3. Telephone conversations _________ _________
4. Personalized handwritten letters _________ _________
5. Personalized word processed letters _________ _________
6. Email or text solicitation _________ _________
7. Web, blog, and other online solicitation _________ _________
8. Annual fundraisers or large group events _________ _________
9. Mass mail/direct mail solicitation using videos _________ _________
10. Mass mail/direct mail solicitation _________ _________
11. Grants _________ _________
12. Brochure distribution _________ _________
13. Advertisements _________ _________
14. Other _________ _________

11. Let’s look at more
startling statistics . . .

12. Conducting an ask in a face-to-face
setting is _____ times more effective
than sending an appeal letter?

13. Conducting an ask in a face-to-face
setting is _____ times more effective
than sending an appeal letter?
20

14. In fact, more than 70%
of people will say “Yes” to a face-to-face
ask if they have an emotional connection
to a nonprofit.

15. What percent of donors don’t make a second gift?
_________.
What percent of donors stop giving after 4 years?
_________.

16. What percent of donors don’t make a second gift?
_________.
What percent of donors stop giving after 4 years?
_________.
40-70, 90

18. 1. Feeling Unappreciated
 Not thanked, not valued, taken for granted
2. Annoyed
 Too many letters, emails, calls
3. Terrible Service
 Uninformed
 Slow response
 Lack of follow through
 Treated rudely

19. 1. Issues they care about
2. Missions they believe in
3. Organizations they trust
4. People they like!
5. First-rate performance and impact
6. Outstanding customer service and
donor relations

20. 1. Has my donation make a difference?
2. Have you made me feel valued and
appreciated for all the monetary and
nonmonetary contributions I’ve made?

22. Above and Beyond. Unexpectedly Pleasurable.
Lasting Impressions.
More Money. Loyal Donors.

23. 1. Who you are!
◦ Personality, Character
2. What you do!

24. Brands create powerful images
in our minds!

25. Definition: A brand is an image, impression, idea,
or belief formed and held in a person’s mind.
A brand is your identity.
It’s top-of-mind ownership.

26. Take inventory:
What do donors really think of you?
Your personality? Your character?
Their impressions of you? Beliefs about you?
What differentiates you: Good and bad?

27. Homework:
What can you do to refine and
improve your brand?
What must you do to
close the gap?

29. First impressions are often indelible!
1. Greet with friendly smile and handshake
2. Arrive on time
3. Energized sprit and positive attitude
4. Warm and constant eye contact
5. Good hygiene and neutral smell
6. Writing creative emails.
Look and act
polished!

31. 1. Honesty, humility, candor, passion
2. Follow through!
3. Value and appreciate donors
4. Know your stuff
5. Talk less, listen more
6. Ask personal and philanthropic questions
7. Provide unexpected perks/assistance

32. ◦ Make donors feel like the only donor.
◦ Keep it classy!
What could you do to
personalize your service?

33. • Custom postcards and framed pictures!
• Handwrite invitations, thank-yous, etc
• Custom videos
• Custom photo albums - Flicker
• Keep things classy

36. Winner!
Telluride Film Festival

37. 1. Join a donor for one of their favorite
activities: Hike, fishing, sporting event, tennis,
golf, bridge, pickleball
2. Take a donor to lunch with a beneficiary
3. Honor a donor at a special event, radio, TV, or
on social media
4. Make a dinner for a donor
5. Create a personalized thank-you video

38. 1. YOU ARE IN THE PEOPLE BUSINESS
2. It’s competitive and your brand matters!
3. Face-to-face is the winning tactic!
4. Your brand matters! It’s about who you are and what you do
◦ First impressions, lasting impressions
◦ Personalization, small things, thank yous
5. Feeling appreciated starts with you

39. Above and Beyond. Unexpectedly Pleasurable.
Lasting Impressions.
More Money. Loyal Donors.

40. STRATEGIC SERVICES
FOR NONPROFIT ORGANIZATIONS
PRACTICAL SOLUTIONS  WISE ADVICE  HAPPY CLIENTS
Visit TomIselin.com
“Sign Up” for my free video blog and
receive a $500 coupon for your next board retreat,
strategic planning session, or any fundraising service.
Get Tom’s Books
at Cost! $6ea.
($25 value)
Fundraising
Capacity
Building