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Uploaded byMarc A. Pitman
NCDC - Major Gifts in a Small Shop
The document presents techniques for obtaining major gifts in small fundraising contexts using the 'R.E.A.L.' approach to overcome fears associated with asking for donations. It emphasizes the importance of relationship-building, effective messaging, and understanding donor motivations while providing practical tips on engaging prospects through various channels. Additionally, it addresses common objections, highlights fundraising myths, and shares strategies for crafting compelling asks while encouraging fundraisers to lead by example and maintain a positive mindset.
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NCDC - Major Gifts in a Small Shop
- 1. Major Gifts ina Small Shop Techniques for getting large gifts with few resources Marc A. Pitman, The Fundraising Coach 2010 National Catholic Development Conference
- 2. Who am I?Chosen for Seth Godin’s BullMarket Guide as a person “will shake things up” Creator of the Extreme Fundraising Ezine ( http://fundraisingcoach.com ) Author of Ask Without Fear! and Creating Donor Evangelists Pastored a Vineyard church plant
- 3. Today’s Goals The“Get R.E.A.L.” approach to neutralizing fear and making the ask
- 4. Today’s Goals The“Get R.E.A.L.” approach to neutralizing fear and making the ask Stories of fundraising in the Bible
- 5. Today’s Goals The“Get R.E.A.L.” approach to neutralizing fear and making the ask Stories of fundraising in the Bible 3 incredibly effective steps for crafting your message
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- 8. Where should youspend your time?
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- 10. But first aword from our Sponsor…
- 11. Moses :: Exodus25, 35, & 36
- 12. Hezekiah :: 2Chronicles 31 Hezekiah’s Tunnel
- 13. Jesus :: Matthew6 Dan Haggerty’s Smiling Jesus
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- 15. Let's Get R.E.A.L.!R esearch
- 16. Let's Get R.E.A.L.!R esearch E ngage
- 17. Let's Get R.E.A.L.!R esearch E ngage A sk
- 18. Let's Get R.E.A.L.!R esearch E ngage A sk L ove/ L ike/ L ive
- 19. Research About yourgoals: Case statement Gift table Naming Opps
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- 22. Research About yourprospect Tools Google it Blackbaud Analytics, Wealth Point, P!N Network
- 23. Research About yourprospect Tools Google it Blackbaud Analytics, Wealth Point, P!N Network Be realistic
- 24. Research About yourprospect Tools Google it Blackbaud Analytics, Wealth Point, P!N Network Be realistic Avoid Paralysis By Analysis
- 25. Engage Fundraising islike dating Get to know them What got them involved in the nonprofit? What impressed them most? What fascinates them Office/pictures/trophies Let them get to know about what makes your organization unique
- 26. Multiple Tools Face-to-faceALWAYS the best This is what brings in the money
- 27. Multiple Tools Phonebe natural
- 28. Multiple Tools E-mailcan work VERY effectively see my e-course
- 29. Multiple Tools E-mailcan work VERY effectively see my e-course
- 30. Multiple Tools (cont)Mail “ This made me think of you” notes
- 31. Multiple Tools (cont)Web Where's the banana?
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- 35. Ask #1 Reasonpeople don't give?
- 36. Ask Find aconnection and put the plug into the outlet! Make It Easy
- 37. Different Strokes forDifferent Folks: D ominant I nspiring S teady C alculating Therefore, speak to the head & the heart
- 38. Make It EasyPhraseology Make Your Own Gift First! "I can appreciate that" Props Renderings Gift Charts Options: Arrows in your quiver monthly giving options Maybe: good, better, best
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- 40. Tangibilitize your askHeifer.org gives all sorts of gift ranges represented by different animals: a $500 gift is symbolized as a gift of a heifer, $120 a gift of a pig, $60 a trio of rabbits, $20 a gift of chickens. A $5000 gift is “a gift of an ark”! The prices in this catalog represent the complete livestock gift of a quality animal, technical assistance and training. Each purchase is symbolic and represents a contribution to the entire mission of Heifer International. Donations will be used where needed most to help struggling people.
- 41. Handling Objections Whatare common ones? Don't have the money when might you? when may I come back? Giving elsewhere best objection "how could we get in your top 10 giving priorities?“ Not interested Are they comatose ? *grin*
- 42. Love/Like/Live Love/Like theperson anyway—they're more important than the gift This business is ALL about relationships Live with their response! You don't always have to like the response but keep on loving the person
- 43. 7 Frequent FundraisingMyths The Mickey D’s Mistake
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- 46. Rule of 3’sWho’s Your Jennifer?
- 47. Rule of 3’sWho’s Your Jennifer? Three Attributes
- 48. Rule of 3’sWho’s Your Jennifer? Three Attributes Three Channels
- 49. Rule of 3’sWho’s Your Jennifer? Three Attributes Three Channels Three Times/Month for Three Months
- 50. You Can DoIt! BEE YOURSELF Make your gift first! Don't feel guilty that you're afraid Have courage (it's not courage without fear) Keep it simple Have fun! You’re helping create disciples!
- 51. Website with freeblog and entire “Fundraising in the Bible” article Tool shop including Ask Without Fear! Give me your card for a free copy of $100,000 Guide to Email Solicitation e-course [email_address]
Editor's Notes
- #10 Asking for money is one of the most noble opportunities on earth Like putting a plug into a live socket great American tradition--though philanthropy has been around since the beginning people often don't have the privilege of earning an income doing what matters most to them
- #12 A privilege done by some of the most celebrated leaders in the Bible Exodus 25:1-9; Exodus 35: 4 – 36:7 It’s interesting that it’s specifically recorded that the offering was made to the Lord, not to the tabernacle. In fact, this story is remarkably God-centered. God is present in every step of the process: God details the need; God tells how to use the supplies; God prompts Moses to ask for the supplies; God prompts certain people to respond; the people give to God; the gifts are used to glorify God by craftsmen God gifted. Some Fundraising Take Aways I think that this story illustrates the importance of asking God to show us our organization’s needs and to then faithfully share them with our constituents. When they’re asked by a leader obeying God—neither understating nor overstating—the people responded by giving more than enough to finish the work. For me, this clearly shows that God is intimately involved with every step in the solicitation.
- #13 Hezekiah—Observations Again we see a leader taking the lead in giving! This is the first of our examples to refer to “tithing.” Though tithing became a temple tax, tithing is ancient practice that predates the temple and even the giving of Torah as seen in Abraham’s giving a tenth of the spoils of war to Melchizedek (Gen 14:20). Did you notice the some of the same themes being repeated in this story? People freely giving. Gifts being “heaped” up. More than enough coming in. This went on for four months ! So much came in that they had to build storehouses to keep it all! Some Fundraising Take Aways What’s interesting here is that Hezekiah, a “secular” leader, publicly takes up the cause of the temple and the priests. Wouldn’t it be great if lay leaders in the congregation made a public stand for the support of their church facilities and the welfare of their pastors and their pastors’ families? What if, like Hezekiah, they openly announced their financial commitment in front of the congregation? I bet we’d see a lot less pastor burn-out, a lot more debt-free church property, and the full funding of Kingdom-expanding initiatives.
- #14 Dan Haggerty’s Smiling Jesus This approach often makes many Christians feel uncomfortable because of Jesus’ admonition in Matthew 6: 6:1 “Be careful not to display your righteousness merely to be seen by people. Otherwise you have no reward with your Father in heaven. 6:2 Thus whenever you do charitable giving, do not blow a trumpet before you, as the hypocrites do in synagogues and on streets so that people will praise them. I tell you the truth, they have their reward. 6:3 But when you do your giving, do not let your left hand know what your right hand is doing, 6:4 so that your gift may be in secret. And your Father, who sees in secret, will reward you. How can we reconcile these two passages of Scripture? This section is the beginning of Jesus correcting the three major practices of the life of the Pharisees: almsgiving, prayer, and fasting. Although Jesus repeatedly commends the practice of tithing, he never says to do it privately. In fact he had his disciples watch people publicly give their gifts at the Temple and praised the gift of the old woman. In this passage, Jesus is teaching a lesson familiar in rabbinic teaching: giving should never be done at the expense of the recipient. I’m indebted to pastor Frank Siciliano for pointing this out to me. According to Second Temple Period scholar David Bivin, Mishna states there was a “secret chamber” at the Temple for the giving and receiving of alms (Shekalim 5:6). That way the recipients of alms could retain their dignity. If you’re giving alms—giving to the poor—to be seen by people, you’re humiliating the recipient of your gift. You’re robbing them of their dignity. God has no patience for that. You’re giving to be puffed up at the expense of another. People that do that “have their reward” (Mt 6:2). It’s interesting to note that Jesus does not tell us to avoid doing our acts of righteousness before men. He tells us to not do them “merely to be seen by people.” Obviously the motivation of the heart is key (1 Chron 29:17).
- #15 Use a simple strategy…one that fits into all your other activities
- #20 Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- #21 Focus your solicitation efforts
- #22 Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- #23 Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- #24 Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- #25 Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- #26 Fundraising is like dating Get to know them What got them involved in the nonprofit? What impressed them most? What fascinates them Office/pictures/trophies Let them get to know about what makes your organization unique
- #27 Face-to-face ALWAYS the best This is what brings in the money Phone be natural works when done together (although I hate to admit it!) if that's not an "excuse" for calling, maybe set up a time by e-mail E-mail can work VERY effectively see my e-course DON'T SPAM!
- #28 Face-to-face ALWAYS the best This is what brings in the money Phone be natural works when done together (although I hate to admit it!) if that's not an "excuse" for calling, maybe set up a time by e-mail E-mail can work VERY effectively see my e-course DON'T SPAM!
- #29 Face-to-face ALWAYS the best This is what brings in the money Phone be natural works when done together (although I hate to admit it!) if that's not an "excuse" for calling, maybe set up a time by e-mail E-mail can work VERY effectively see my e-course DON'T SPAM!
- #30 Face-to-face ALWAYS the best This is what brings in the money Phone be natural works when done together (although I hate to admit it!) if that's not an "excuse" for calling, maybe set up a time by e-mail E-mail can work VERY effectively see my e-course DON'T SPAM!
- #31 Web where's the banana: Seth Godin's big red fez check out my sites: fundraisingcoach.com and marcpitman.com -- what's the banana? Mail Time honored Cop-out? Face-to-face is more effective... get the best copywriting, direct mail expertise Blue signature Courier New font out pulls SBS example stats and %--SEE MY JUNE BLOG POST vs. story of alumna/employee/mom Same author, which works better?
- #32 Web where's the banana: Seth Godin's big red fez check out my sites: fundraisingcoach.com and marcpitman.com -- what's the banana? Mail Time honored Cop-out? Face-to-face is more effective... get the best copywriting, direct mail expertise Blue signature Courier New font out pulls SBS example stats and %--SEE MY JUNE BLOG POST vs. story of alumna/employee/mom Same author, which works better?
- #36 #1 Reason people don't give? Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- #37 Find a connection and put the plug into the outlet! Make It Easy Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- #38 Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- #39 Phraseology Make Your Own Gift First! "would you join me in supporting...?" much easier to ask even if employed by the nonprofit--ESPECIALLY if employed by the nonprofit! "I can appreciate that" Props Show what the campaign will build Show pictures of the people being impacted Options: More arrows in your quiver monthly giving options gift menus "Gift in this range?" Can you use the Heifer Project ark concept? (www.heifer.org) w/o getting Cheezity? 2 FLOCKS OF CHICKS can help Papua New Guinea families improve nutrition and replenish their land 2 SHEEP can help United States families produce wool 2 TRIOS OF RABBITS can provide food and income to families in China 2 BEEHIVES can help families in Mexico earn money through sale of honey and beeswax 2 GUINEA PIGS can help Peruvian families add protein to their diets and earn income 2 LLAMAS can improve livestock bloodlines and produce wool for Bolivian families 2 CAMELS can help families in India earn income by transporting agricultural and industrial materials 2 DONKEYS can supply animal draft power for farmers in Zimbabwe 2 GOATS can help two Romanian families provide milk for their children and earn extra income 2 OXEN can pull plows and carts in Cameroon 2 COWS can bring milk and income to a Bangladesh village 2 TRIOS OF DUCKS can help families in Thailand generate income through the sale of eggs and birds 2 WATER BUFFALO can help Filipino families increase rice production through animal draft power 2 FLOCKS OF GEESE can help two families in Ghana better their nutrition and income through the production of eggs and meat 2 PIGS can enable Dominican Republic families attain greater self-reliance Testing shows better responses with 2 or 3 choices--but keep testing for yourself! Maybe: good, better, best
- #40 Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- #42 GROUP WORK
- #44 cheap is not good stewardship duct tape mentality
- #45 too many options 1. Cheez-It® Original 2. Reduced Fat 3. White Cheddar Crackers 4. Big Cheez-It 5. Cheesy Sour Cream & Onion 6. Parmesan & Garlic 7. Cheddar Jack 8. Party Mix 9. Chili Cheese 10. Hot & Spicy confuses the donor (and asker!) options ARE good but don't let hem get in the way "It is only logical to think that if some choice is good, more is better," says Barry Schwartz, a professor of psychology at Swarthmore College, writing in the April 2004 issue of Scientific American (www.sciam.com). "Yet recent research strongly suggests that, psychologically, this assumption is wrong. Although some choice is undoubtedly better than none, more is not always better than less." Testing shows better responses with 2 or 3 choices--but keep testing for yourself!
- #47 Arrows in your quiver
- #48 Arrows in your quiver
- #49 Arrows in your quiver
- #50 Arrows in your quiver