ncdc - major gifts in a small shop
DESCRIPTION
This talk was to help attendees of the National Catholic Development Conference learn how to ask for major gifts even in small, one person shops. This information packed session applies to everyone raising money for Christian causes.TRANSCRIPT
Major Gifts in a Small ShopTechniques for getting large gifts
with few resources
Marc A. Pitman, The Fundraising Coach
2010 National Catholic Development Conference
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
Today’s Goals The “Get R.E.A.L.”
approach to neutralizing fear and making the ask
Today’s Goals The “Get R.E.A.L.”
approach to neutralizing fear and making the ask
Stories of fundraising in the Bible
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
Time Saving Tip #1
Where should you spend your time?
Fundraising…a privilege
But first a word from our Sponsor…
Moses :: Exodus 25, 35, & 36
Hezekiah :: 2 Chronicles 31
Hezekiah’s
Tunnel
Jesus :: Matthew 6
Dan Haggerty’s Smiling Jesus
Time Saving Tip #2
Let's Get R.E.A.L.!
1. Research
Let's Get R.E.A.L.!
1. Research
2. Engage
Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
4. Love/Like/Live
ResearchAbout your goals:
Case statement
Gift table
Naming Opps
Time Saving Tip #3
www.GiftRangeCalculator.com
ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
Be realistic
ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
Be realistic
Avoid Paralysis By Analysis
EngageFundraising 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
Multiple ToolsFace-to-face
– ALWAYS the best– This is what brings in the
money
Multiple ToolsPhone
– be natural
Multiple Tools
E-mail– can work VERY effectively– see my e-course
Multiple Tools
E-mail– can work VERY effectively– see my e-course
Multiple Tools (cont)
Mail– “This made me think of you”
notes
Multiple Tools (cont)
Web– Where's the banana?
Ask#1 Reason people
don't give?
Ask
Find a connection and put the plug into the outlet!
Make It Easy
Different Strokes for Different Folks:Dominant
Inspiring
Steady
Calculating
Therefore, speak to the head & the heart
Make It Easy Phraseology
– 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
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.
Handling Objections What are 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*
Love/Like/LiveLove/Like the person
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
7 Frequent Fundraising Myths1. The Mickey D’s Mistake
2. Cheez-It Treatment
Another Time Saving Tip
Rule of 3’sWho’s Your Jennifer?
Rule of 3’sWho’s Your Jennifer?
1. Three Attributes
Rule of 3’sWho’s Your Jennifer?
1. Three Attributes
2. Three Channels
Rule of 3’sWho’s Your Jennifer?
1. Three Attributes
2. Three Channels
3. Three Times/Month for Three Months
You Can Do It!BEE YOURSELFMake your gift first!Don't feel guilty that
you're afraidHave courage (it's not
courage without fear)Keep it simpleHave fun! You’re
helping create disciples!
Website with free blog 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