jonah halper nyu presentation
TRANSCRIPT
Hi.My Name is Jonah Halper.
Will you marry me?
Ben ZanderComposer. Conducter. Educator.
Everyone Loves YOU.They Just Don’t Know it Yet.
Why are we losing donors?Because we still run on an industrial model.
Times Square in the 1950s
Times Square Today
End of the Industrial AgeLess Time. More Options.
Peter DruckerMISSION. MARKETING. PEOPLE. MONEY.
MISSIONYour Product is Key.
charity:water
MissionBringing Clean and Safe Water
to People in Developing Nations
Visioncharity:water believes that we can end this water crisis in our lifetime by ensuring that every person on our
planet has access to life’s most basic need - clean drinking water.
MARKETINGStand out and Cultivate.
Attention to AttractionA Completely New Economy.
Interruption Engagement
Old Spice Man
charity: water
PEOPLEThe only way to scale your organization.
Who is your Customer?
Primary CustomersWho your mission serves
Secondary CustomerWho makes your mission possible
Finding the right people.
MONEYIt is not a dirty word. It realizes your vision.
Prospecting Donors
Identify the Big FishMoney...and Connectors, Mavens and Salesmen
Stock the Pond Your Database
Feed ‘em Your Mission
Go FishingSolicit them
Identify your Prospects
Personal Tracking Contact Info. Family Info. Assets.
Professional Tracking Network and professional priorities
Philanthropic TrackingNetwork and charitable priorities
Three Degrees of First Contact
ReferralHi David, I am from Pencils of Promise.
Alex Donovan recommended I give you a call...
Association Hi David, I am with Pencils of Promise.
You may know Alex Donovan. He sits on our board.
ColdHi David, I am from Pencils of Promise.
HOW TO COLD CALL
Be other focused.Guidance. Expertise. Direction.
No Expectations.
OBJECTIVE: GET THE MEETING.
The New Prospect Pipeline
One on Onethen, ask them to hostParlor Meetings
then, draw on hosts and attendees for anEvent
FOLLOW UP IS KEY.
Be tenacious. It’s a fancy word for “pain in the ass”.
www.JonahHalper.com@JonahHalper