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Major Gift Fundraising Done EASILY
- 1. Major Gift Fundraising Done EASILY from the donor’s perspective
- 2. Your Presenter » Jay B. Love CEO and Co-‐Founder of Bloomerang ! • 30 Years of Technology Leadership • Over 20,000 Database Installations • Former Founder & CEO of eTapestry • Former CEO of Master Software/Fund-‐Master • AFP Board Member • AFP Ethics Committee Chairman • Center on Philanthropy at IU Board Member • Innovation Fund at Butler University Board Member • Gleaners Food Bank Board Member • Co-‐Chair of Indianapolis YMCA Capital Campaign
- 6. • Family life • Hobbies • Career • Education • Aspirations • Passions • Why they give Know the donor »
- 7. norman rockwell family image
- 8. • Find and involve they have relationships with • Make all interactions fun (delight them!) • Provide them with (relevant) volunteer opportunities • Use their talents wisely • Make sure they know multiple people in the org Become part of the family »
- 13. • Scoring • Create a year-‐long plan for engagement Calculate engagement »
- 14. Amy Eisenstein »
- 15. Sample Cultivation Plan » Free pdf at www.tripointfundraising.com
- 16. • Scoring • Create multi-‐year plan for engagement • Use the 0%, 10%, 90% rule Calculate engagement » 0% 10% 90%!
- 17. Engage new donors, or else »
- 19. stop sign image
- 20. Donor communications » “Successful appeals are quite simple. At heart, they are love letters to donors and prospects, woven through with clear cries for help.” ! -‐Tom Ahern, Bloomerang Donor Communications Head Coach
- 21. Beginning of mail End of mail Elapsed time: 1-‐3 seconds
- 22. You’re trying for “mental nods.” Tom’s Secret to Success »
- 23. Keep the donor at the center. Tom’s Secret to Success »
- 24. It’s not about you. It’s about the donor.
- 26. Not you.
- 27. The donor.
- 29. Don’t bore them. Tom’s Secret to Success »
- 30. Get them into a fight. Tom’s Secret to Success »
- 31. Remember your SMIT. Tom’s Secret to Success »
- 32. “Focus on the SMIT (single most important thing) you want to tell someone, right now. Ideally focused on a story about an individual.” -‐-‐ Jonathon Grapsas
- 34. Personalize! » • Use their name • Use the pronoun “you” • Include an audience attribute • (“as a parent, you know…”) • Include geography • (“as a resident of…”) • Handwritten touches, or all handwritten
- 35. Acknowledgements » • Share stories, not success • Prove that it was worthy of their support • Tell how money was spent • Multiple modes of communication (phone, in-‐person)
- 37. team image
- 38. All interactions must be recorded and accessible to everyone.
- 39. butler u image
- 41. data image Public Info is Good Info Provided by the Donor Better!
- 42. 5 best indicators »
- 43. 5 best indicators » 1. Previous Giving To Your Nonprofit https://bloomerang.co/blog/5-‐indicators-‐for-‐identifying-‐the-‐best-‐potential-‐donors
- 44. 5 best indicators » 1. Previous Giving To Your Nonprofit 2. Giving to Other Nonprofits https://bloomerang.co/blog/5-‐indicators-‐for-‐identifying-‐the-‐best-‐potential-‐donors
- 45. 5 best indicators » 1. Previous Giving To Your Nonprofit 2. Giving to Other Nonprofits 3. Participation as a Foundation Trustee https://bloomerang.co/blog/5-‐indicators-‐for-‐identifying-‐the-‐best-‐potential-‐donors
- 46. 5 best indicators » 1. Previous Giving To Your Nonprofit 2. Giving to Other Nonprofits 3. Participation as a Foundation Trustee 4. Federal Political Giving https://bloomerang.co/blog/5-‐indicators-‐for-‐identifying-‐the-‐best-‐potential-‐donors
- 47. 5 best indicators » 1. Previous Giving To Your Nonprofit 2. Giving to Other Nonprofits 3. Participation as a Foundation Trustee 4. Federal Political Giving 5. Real Estate Ownership https://bloomerang.co/blog/5-‐indicators-‐for-‐identifying-‐the-‐best-‐potential-‐donors
- 49. hugging image
- 51. legacy image
- 52. When/how to ask » • Okay to introduce after 2 years of giving
- 53. When/how to ask » • Okay to introduce after 2 years of giving • Do it in person
- 54. When/how to ask » • Okay to introduce after 2 years of giving • Do it in person • Base it on a project opportunity
- 55. When/how to ask » • Okay to introduce after 2 years of giving • Do it in person • Base it on a project opportunity • Legacy can be increased over time
- 56. When/how to ask » • Okay to introduce after 2 years of giving • Do it in person • Base it on a project opportunity • Legacy can be increased over time • Be aware of family needs
- 58. Remember » • Strive for continuous improvement and education
- 59. Remember » • Strive for continuous improvement and education • Become a donor yourself and see what other people do that works
- 60. Remember » • Strive for continuous improvement and education • Become a donor yourself and see what other people do that works • Build relationships with estate planning attorneys, financial planners and CPAs to educate yourself
- 61. Remember » • Strive for continuous improvement and education • Become a donor yourself and see what other people do that works • Build relationships with estate planning attorneys, financial planners and CPAs to educate yourself • Give someone the opportunity to leave a legacy!
- 62. Remember » “We make a living by what we get. We make a life by what we give.” — Winston Churchhill
- 63. Questions?
- 64. images via: https://www.flickr.com/photos/jimjanuary/ https://www.flickr.com/photos/84388958@N03/ https://www.flickr.com/photos/leitakma3y/ https://www.flickr.com/photos/wonderlane/ https://www.flickr.com/photos/yogendra174/ https://www.flickr.com/photos/joshme17/ https://www.flickr.com/photos/seanhobson/ jay.love@bloomerang.co ! https://bloomerang.co/resources