raise the money of your dreams with donor-centered major gift fundraising
TRANSCRIPT
Raise the Money of Your Dreams With Donor-Centered Major Gift
Fundraising
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Our guest presenter »Gail Perry, MBA, CFRE @GailPerrync • Fired-Up Fundraising • 30+ years experience • international fundraising consultant,
keynote speaker, trainer and philanthropy leader
• #10 on the list of America’s Top Fundraising Experts
• Author of Fired-Up Fundraising: Turn Board Passion into Action (Wiley/AFP)
• Contributor to Fundraising Success, Guidestar and Capital Campaign Masters
Raise the Money of Your Dreams with
Donor-Centered Major Gift Fundraising
Gail Perry, MBA | CFRE
FiredUpFundraising.com
@GailPerryNC
Who am I?
30 years in fundraising Served on 23 boards,
chaired 4 boards. Raised over $500M
@gailperrync
Who am I?
Recent Honors & Achievements Fundraiser of the Year (NC) America’s Top Fundraising Experts (2016)
@gailperrync
How much $ is out there for your
nonprofit? (but you don’t have the resources to go
get it?
An easier, more fun and much
more successful way to raise big
money.
Donor-Centered Major Gifts
Donor-Centered?
You take your lead from the donor!
• 10 easy questions to get donors to talk
• 5 new donor prospecting strategies
• 3 ways to get out of the office
• Tools to organize major gifts for your nonprofit.
My Favorite Prospecting
Strategies for New Donors
Spread the idea virus Discovering for Major Gift
Prospects
What is a “Qualified Prospect?”
A prospect who. . .
1. Has capacity
2. Is interested in your cause
3. Can be cultivated for a gift
There’s no place like home!
Your future major donors are sleeping inside your donor files.
First Place to Look: Internally
Who has given a substantial gift in the past 18-24 months? These are your most likely prospects.
III. Profiling Your Major Donor
UsethePhonetoEngageandQualifyDonors
Discovery On The Phone:
Searching for “Wealth Indicators”
• “Now that you are out of the hospital (or now that xx is completed), are you planning to travel?”
• Dead giveaway: “I’m just an old country boy.
~Eli Jordfald, CFRE
III. Profiling Your Major Donor
GotoCommunityEventsThatVIPSA?end
III. Profiling Your Major Donor
Door-OpenerEventsHostedbyBoardMembersandOtherDonors
III. Profiling Your Major Donor
ScreeningSessions
WealthScreening
The Fundraising Adventure
THANK THANK THANK AGAIN
CULTIVATE AND INVOLVE
ASK FOR SUPPORT
IDENTIFY PROSPECTS
10 Terrific Donor Conversations:
Discover, Qualify and Cultivate Your
Prospects
How to have a successful conversation with a donor
10 Donor Conversations
1. What inspired your gift? 2. I’d love to know your story. 3. Then what happened? 4. What are your impressions? 5. Could you see yourself becoming more involved? 6. How did you come to be so generous? 7. What part of our work interests you most? 8. Ask for advice. 9. If you made a gift, what would you like to
accomplish? 10. Would you like to know more about how you could
impact this project?
1. What inspired your gift?
2. Would you have coffee with me, I’d love to know your
story.
Want Donors to Like You? Let them do the talking!
Donor You
Fundraiser’s kiss of death
Being boring Talking too much
3. And then what happened? Tell me more. . . .
The magic words
4. What are your
impressions?
You don’t know what you’re gonna get!
5. Could you see yourself becoming more involved with our
organization?
Tell me about your interest in . . .
6. How did you
become so generous
~ Kent Stroman, Conversational Asking
I asked my donor
how he came to
be so generous,
and I walked out
with a $5k gift!
DianeFullerTheFullerCenterforHousing,Inc.
7. What part of our work most interests you?
III. Profiling Your Major Donor
TheDonorWillTellYouWhatSheisInterestedIn!
San Francisco Foundation Donors
They all have their specific area of
interest!
Your Job? Find out their passions, interests and hot
buttons Find out their passions, interests & hot buttons.
Do you know what your top 20 donors are passionate about?
8. Ask for Advice
Can I pick your brain?
What do you think?
I’d love your opinion.
If you want money ask for advice.
If you want advice ask for money.
I had an ‘advice visit’ today with a very prominent woman in the community who on the spot offered a $10,000 challenge grant!!
What's even more amazing is that she did not want to meet because she said her foundation had no money to give us!
Linda Frenette, Community Music School
We asked our top donor: “We’d like your input on our
business plan.” We walked out with a $1.5
million challenge gift!
9. If you made a gift, what would
you like to accomplish?
10. Would you like to
know more about how you could
impact this project
10 Donor Conversations
1. What inspired your gift? 2. I’d love to know your story. 3. Then what happened? 4. What are your impressions? 5. Could you see yourself becoming more involved? 6. How did you come to be so generous? 7. What part of our work interests you most? 8. Ask for advice. 9. If you made a gift, what would you like to
accomplish? 10. Would you like to know more about how you could
impact this project?
What’s Holding You Back From Raising Big $$?
Can’t get out of the office?
Urgently need more funding?
Not sure what to say or do?
Don’t feel like you are prepared?
Feel awkward?
Feel unorganized?
Nervous and maybe a tiny bit afraid?
Internal
Structure and Tools Will Save
You
3 Tools You Need to Build a Major Gift Program
1. Major Gift Prospect List
Prospect Name
Rating $ Capacity
Rating
Interest
Last Gift Largest Gift
Area of Interest
Back-ground/
Comments 1.
2.
3.
4.
2. Monthly Team Meeting
Review the prospect list. Create next steps with your top
prospects.
Is This Your Board?
Is This Your Board?
Is This Your Board?
3. Shared Responsibility for Fund Development
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When everybody gets behind fundraising, all is possible!
Getting Out of the
Office
Tips for
Getting Out
of the Office!
Sniping and potshots from colleagues?
You Need to be Out There Seeing Donors
You Need to be Out There Seeing Donors
- Educate: Help
people understand
that this is your job.
- Enlist help: Ask colleagues to push
you out the door.
- Celebrate # calls/
per month.
Your Takeaways? Action Items?
Major Gifts Coaching: Help For You!
• Lay down the systems and processes for long
term major gifts
• Raise real money next year!
• Enrollment is limited
gailperry.com/major-gifts-coaching/
10 Months: Step-by-Step Curriculum
Month 1: Build Your Team
Month 2: Identify Your major gift prospects
Month 3: Research and Rate Your Prospects
Month 4: Create Cultivation Plans
Month 5: Discovery Calls with Prospects
Month 6-7: Preparing for the Ask Visit
Months 8-10: Making Asks
gailperry.com/major-gifts-coaching/
gailperry.com/major-gifts-coaching/
Happy to answer your questions about major gift coaching
for you and your team!
Set up a private call me me below
Your Takeaways? Action Items?
Questions?
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