2. Today
Warm-up
Valley Gives Overview of Stats
Building Donor Loyalty
Reaching out to Past Valley Gives Donors
Matching Gifts
Why People Give
Hardwired for Story
Email Best Practices
Targeting Outreach – Mini-Campaigns
Communications Planning
Prizes and Logisitics
Stewardship and Continued Cultivation
3. Warm Up - 1 minute each
What do you love?
• Stand up and find a partner
• Name, organization, and 1 thing you
love about your organization and
why important
• After your partner shares, you
paraphrase back what you heard
• Switch – find another partner
• Group debrief: what impressed you?
4. 2018 GOAL WHY?
Increase breadth of
participation (distribution
of donors) to expand
philanthropy in the
Pioneer Valley
To expand
philanthropy,
VG is defining success
by breadth of
participation in addition
to total dollars raised.
5. 2018 GOAL WHY?
Continue to attract high
level of new participating
donors who are also first
time donors to a
particular organization
New donors to an
organization contribute
to long-term
sustainability.
6. Organizational Stats
Average (mean) donations per organization 43
Average (mean) raised by organizations $2,862
370 organizations had a donor who identified as
new to the organization
132 organizations had a match (98 met their match)
7. Women 4,762 69.2%
Men 2,042 29.7%
Non-binary/
Transgender 68 1.1%
Donor Stats
Average donation amount (mean) $61
Donations (equal/greater) $1,000 104
9,367 donors
(unique individuals)
2,811 donors self-identified as being new
to an organization
27.5% of donors were under 40
8. Investment Generated/Leveraged
By Valley Gives 2017
Amount donated $ 1,162,000
Fees covered by donors $ 54,059
Matching grants generated offline $ 353,631
TOTAL GENERATED BY VG2017 $ 1,569,962
17,412 online donations!!
9. What are your goals?
Partner Conversation
Turn to the person next to you and
share the past successes/learnings
of your organization’s Valley Gives
experiences and what you are
hoping to improve on this year.
2 minutes each
11. Donor engagement
leads to loyalty
The more involved the donor,
the greater the gift.
2015 Fidelity Charitable Study– 87% of volunteers say
they give, financially, where they volunteer.
42% volunteer before giving
58% give and then volunteer
.
13. Donation Reports
During Valley Gives, you can have real-time
access to the donor information from your
profile page. This information can be
exported for use later.
14. • Look at the giving list from last year – how are you
planning on thanking and getting these donors
ready to give again?
• Segment your donors – Personalize contact
• What are your goals?
• Who are you going to call? Who are you going to
meet with?
• Who are you going to ask for a matching gift?
15. PUT IT ON YOUR CALENDAR!
Take 2 minutes. Put on your calendar
outreach to these donors to prime
them.
ONGOING - Meet weekly to discuss
donors and potential donors
(Executive Dir, Dev Team)
16. Matching Gifts
Initial match challenge donation is an agreement between
donor(s) and organization; it does not need to be made via Kimbia.
If a match challenge donation is made via Kimbia, that amount will
be included in the organization’s totals for Valley Gives.
Matching gifts will have their activation begin on May 1st.
To be eligible for the matching prize, an organization must
establish a match between $1,000 and $5,000. Small and medium
budget size organizations that meet their match amount will be
entered into a pool for a prize to have their match amount
matched.
17. Matching Gift Facts
Simply announcing that a match is available
increases the revenue per solicitation.
And it does so considerably--by 19%.
A match offer also significantly increases the
probability that an individual donates--by 22%.
https://www.philanthropyworks.org/facts-
about-challenge-grants-and-matching-gifts
18. In a running giving tally online,
donors were more likely to give
larger gifts if the donor immediately
preceding them gave a larger gifthttps://www.theguardian.com/voluntary-sector-
network/2015/mar/23/the-science-behind-why-people-
give-money-to-charity
Giving is Contagious
20. Statistics can be helpful when reporting outcomes or applying for
grants. But statistics can actually hurt your fundraising appeals.
www.johnhaydon.com
21. Why me?
Why your organization?
Will my gift make a difference?
Is there an urgent reason to give?
Is it easy to give?
How will I be treated?
Will I have a say in how you use my gift?
How will you measure results?
Harvey McKinnon, The 11 Questions Every Donor Asks…
22. Partner Work - Tell a Story
We are hard-wired for stories
● Think about a person you know who’s
been helped by your organization.
● Find a partner, tell a SHORT story about
this person and how your organization
made a difference in his/her life.
● Switch roles.
23. Public Profile Page
This is where you engage your potential donors
The information here pulls directly from your
registration page.
• Unique URL (web address) to share on social media,
website and emails with donors
• Up to 3 images
• Up to 1 video – will run on VG Day
• Link to Guidestar for organizational info
• Tell your story – be compelling
25. PERSONALIZE
One study found personalization
increased email opens by 244% and
click-throughs by 161%.
Clairification.com 11.17
You’ve
Got
Mail!
26.
27. Is your sender a recognized person who your
reader will trust?
Is your subject line benefit oriented and/or does it
raise your reader’s curiosity?
Both these things can improve open rates.
PAY ATTENTION TO ‘FROM
SENDER’ & SUBJECT LINES
Clairification.com 11.17
You’ve
Got
Mail!
28. OPTIMIZE FOR MOBILE
Up to 50% of those to whom you send your
appeal will quite likely use a mobile device to
read your emails.
You’ve
Got
Mail!
Clairification.com 11.17
29. KEEP IT SHORT
Keep your appeal “above the scroll,” as much as
possible.
Try to keep your e-mail asks to 400 words or less.
You can include links to your website to explain
additional information.
You’ve
Got
Mail!
Clairification.com 11.17
30. MAKE IT ABOUT YOUR
READER
Imagine who you’re writing to, and simply
talk to them.
Use their first name.
Use the MAGIC words “YOU” and “YOUR.”
You’ve
Got
Mail!
Clairification.com 11.17
31. PUT A FACE ON YOUR
PLEA FOR HELP
Be aware of the ‘identifiable victim effect.’
Beware the numbing effect of scale and
‘drop in the bucket.’
Show people, with words and images,
specifically who or what they are helping.
You’ve
Got
Mail!
Clairification.com 11.17
32.
33. SET SPECIFIC DOLLAR
AND PURPOSE GOALS
FOR YOUR CAMPAIGN
How much do you want to raise, for what purpose and
within what time frame?
What will the donor’s money accomplish?
Prepare to offer specifics - and make them about
impact, not your monetary campaign goal.
You’ve
Got
Mail!
Clairification.com 11.17
34. MAKE YOUR CALL TO
ACTION CLEAR
Ask yourself: “What do I want folks to do when
they receive this message?”
Show your donor exactly how they can
become your hero.
People like to know what you expect of them.
You’ve
Got
Mail!
Clairification.com 11.17
35.
36. FEWER CHOICES =
GREATER ENGAGMENT
Include just one call to action per email. If you
offer too many choices, folks are likely to
choose none.
It’s called “analysis paralysis.”
You’ve
Got
Mail!
Clairification.com 11.17
37. ASK MORE THAN ONCE
People skim emails.
You want to make sure they see your call to
action.
Phrase it a bit differently each time:
“Please help.” “Donate.” “Invest now.” “Give.”
You’ve
Got
Mail!
Clairification.com 11.17
38. MAKE YOUR CALL TO
ACTION URGENT
You’ve
Got
Mail!
Leverage your appeal with a challenge grant,
or an appeal to give to prevent doors from
closing.
Don’t let folks put your appeal aside for later.
Clairification.com 11.17
39. COORDINATE ALL YOUR
ACTIONS
You’ve
Got
Mail!
Keep content, images and design integrated
across multiple emails and multiple channels
– website, social media and offline
communications.
Repetition works.
This reinforces your message, reassures
donors you’re consistent, and they can trust
40. FOLLOW UP You’ve
Got
Mail!This is how you’ll retain donors.
Create a custom, personalized thank you
email that folks receive immediately
Follow up with a mailed thank you that reports
on the gift’s impact.
Plan for ongoing cultivation and stewardship
that showers your donors with love and
gratitude throughout the year.
Clairification.com 11.17
41.
42. Sample Mini-Campaign
Late November-December 31, 2017
11 Targeted Emails sent 11/28 (Giving Tuesday) through
12/31. One a day last 4 days – and two on final day.
7 Facebook posts 12/15 – 12/31
7 Instagram posts (used FB images)
Two additional Follow-up Emails to share success
And one additional Follow-up FB post
43.
44.
45.
46.
47.
48.
49.
50.
51.
52.
53.
54.
55. Sample Mini-Campaign
2014-2015 Number of Alumni Giving 15
2015-2017 Number of Alumni Giving 78
78 Alumni = 13.8% of alums
Increased giving by 420%
More than 50 of these gifts were made in late
November and December of 2017.
Most of the gifts were made online
56. How many should we send?
MailChimp found that the average open rate for nonprofit
email marketing is 25.96%, compared to the universal email
open rate of 6%.
That’s good, but it still means if you send only one e-appeal
close to 75% of your constituents will never see it.
Hedge your bets.
The point is not the specific number, but the need for
repetition.
Claire Axelrad
57. As part of Valley Gives last year what kinds
of communications did you send?
•Did you send emails? If so, how many? And what days were they sent?
Can you find sample emails?
•Did you post to Facebook? If so, how many times? And what days were
they posted? Can you find sample emails?
•Twitter? Instagram? Bring these.
•Did you have a communications plan?
•What kind of results did you have?
•How would you like to change it up?
58.
59. Donation Form
(single or multi-org)
• Minimum gift is $10
• Only credit and debit card transactions
• Will request Individual name and email address
• Will allow for “in honor of, in memory of, on behalf of”
• Will allow donor to pay for processing fees
• Will allow for multiple donations from same form
Note: If a donor leaves a donation form, the entered date is lost.
60. Donations Facts
Advanced Donations
• Donations can be made in advance of Valley Gives,
starting Fri. April 26, 2018.
• Charges will be processed at time of donation.
• Advance donations will not count towards time-based prizes
Processing Fees
Fees total 5.99% per donation. (3.0% credit card processing, 2.9% Kimbia)
Donors can pay for processing fees when they donate ($53K raised in 2017)
Donations On Behalf Of
On donation form, people can designate if they are donation in honor of, in
memory of, or on behalf of.
Referred By
If you have competing teams, you can note who referred donor to VG
61. What is a Unqiue Donor?
For the purposes of these tallies, we consider a “unique donor”
to be:
An individual person donating under their own name
We do not consider the following to be “unique donors”:
X A donor giving on behalf of, in honor of, or in memory of
someone else
X A child or youth under 18 (as they cannot legally make a
credit card donation in their own name)
X A company or organization
62. Prizes – How To Strategize
Designed to help your organization expand its donor
base, increase fundraising, and motivate donors.
• Some prizes reward specific accomplishments.
• Others prizes are awarded by time period.
CFWM encourages your organization to focus on some
of the prize categories - those that best align with
your organization’s abilities or goals.
63. Part 1
Awarded
Following
Conclusion of
Valley Gives Day
Prize Description Eligiblity Amount Per
Instance
Donors across
towns & cities
Organizations with donations originating from the most
towns/cities in the Pioneer Valley will win a prize. Ties will be
selected by raffle.
small and
medium orgs
only
$2,500
Most new
donors
Organizations in both the small and medium budget
categories that have the most new donors during VG will win
prize. Ties will be by raffle.
small and
medium orgs
only
1st: $1500;
2nd: $1000;
3rd: $500.
New orgs only:
Most donors
acquired
One organization in each of the small and medium budget
categories that is new to Valley Gives and has the most
unique donors will win a prize. Ties will be selected by raffle.
new orgs
only; small
and medium
1st: $1,500;
2nd: $1,000;
3rd: $500.
Donors by
decade
One organization in either the small or medium budget
category that gets donors representing at least 4 different
decades of age including one donor in each of the under 40
categories, will be entered into a pool and be eligible for a
raffle.
small and
medium orgs
only
$5,000
Match prize
raffle
15 small and medium organizations that meet their self-
determined challenge goal will be selected at random for
matching prizes (up to $5,000). Challenges must be between
$1,000 and $5,000.
small and
medium orgs
only
up to $5,000/
instance
64. Part 2
“Day Of” Prizes Prize Description Eligiblity Amount
Midnight to 1am
raffle
Donations made between midnight-1:00 am will be entered into
raffle for a prize.
any eligible
org $1,500
Early morning large
donation - raffle for
match
All donations of $1,000 or more, made between 2:00-4:59 am, will
be entered into a raffle. The prize will be to one organization and
CFWM will match the donation amount up to $2,000.
any eligible
org $1,500
Morning coffee - 5 or
more donation raffle
Organizations that get 5 or more donations between 6:00-7:59 am
will be entered into raffle for a prize.
any eligible
org $2,500
Most donors in one
hour
The 3 organizations with either small or medium budget sizes that
receive the most unique donors between 8:00-8:59 am will
receive prizes in order of amount received. Ties will be selected by
raffle.
small and
medium orgs
only
1st: $2000;
2nd: $1500;
3rd: $1000
10 minute rush
All $25 or greater donations received between 10:30-10:40 am
will be entered into a raffle for a prize. Multiple donations by the
same unique donor to an organization will be considered as one
entry into the raffle.
any eligible
org $5,000
Lunch time - 10 or
more donation raffle
Organizations that get 10 or more donations between 12:00-1:59
pm will be entered into raffle for a prize.
any eligible
org $5,000
Most $50 donors by
county
Donations of $50 or more that are made between 3:00-4:59 pm
will be entered into a raffle. One donation from each county will
be awarded a prize.
any eligible
org $1,000
Dinner time - 5 or
more donation raffle
Organizations that get 5 or more donations between 6:00-7:59 pm
will be entered into raffle.
any eligible
org $2,500
Most new night-time
donors
Organizations that get the most new donors between 9:00-11:00
pm will entered into a raffle.
any eligible
org $2,500
Last 30 minutes
raffle
Donations made in the last 30 minutes, between 11:30 pm up to
closing of Valley Gives, will be entered into raffle for a prize.
any eligible
org $5,000
66. • Prompt, personal acknowledgement of their
gift
• Confirmation that their gift has been set to
work as intended.
• Measurable results of their gift at work prior
to being asked again.
Penelope Burk
What donors want back
67.
68. Fact
Direct Mail is how most U.S. charities,
get donors to give yet again.
Not via email…but via direct, physical,
well-personalized, non-boring
direct mail.
-Tom Ahern
69. • Create fundraising materials with personalization in mind
• Establish differentiation for each constituency e.g. 1 paragraph
• Segment your list - Data checking is essential
• Set priorities for personalized communications
• Establish protocol for signing and note writing
• Prioritize your effort
• Top 10-12 donors should be face-to-face when possible
• Personalizing is most important for larger donors.
Appeal Personalization Planning
70. Host an Valley Gives Event
CFWM encourages
organizations participating in
Valley Gives to hold an event or
have a community presence on
May 1 or before to create
interest and awareness.
Events will be listed on Valley
Gives website and shared with
media.
71. Where To Find Information on Valley Gives
For Organizations
www.communityfoundation.org/valleygives
• Information on trainings, rules, prizes, etc.
• Link to registration
For Donors
www.Valley-Gives.org
• For advanced and May 2 donations
• Listing of participating organizations
• Develop and promote your profile pages
72. Contact or Find Us
WEB: www.communityfoundation.org/Valleygives
PHONE: 413-732-2858
EMAIL:
Valley Gives General valleygives@communityfoundation.org
Michael DeChiara mdechiara@communityfoundation.org
Margaret Everett meverett@communityfoundation.org
73. OTHER TRAININGS
At TSNE MissionWorks in Boston Near South Station
Fund Development: Donor Centered Stewardship and Fundraising
Thursday, March 8, 9-3:30
$109 for full day lunch included
Fund Development: Cultivation and Solicitation
Thursday, May 3, 9-3:30
$109 for full day lunch included
73
74. Jenn Hayslett
Coaching & Consulting
Board Retreats & Training
Meeting Design &Facilitation
Development Coaching
Fundraising Assessment & Planning
Work and Life Coaching
jennhayslett.com jennhayslettcoaching@gmail.com
Editor's Notes
purpose: warm you up in talking about your passion for your organization, expressing yourself, finding your voice. How well you listened.
LISTEN WITH YOUR HEAD
LISTEN WITH YOUR EYESLISTEN WITH YOUR HEART
at least 2 partners
45 seconds
Anne’s interpretation of Sargeant’s work –he assigned weights to donors’ responses.
SATISFACTION as in customer compares what was expected and what was delivered, when expectations are met or exceeded. Donors who described their satisfaction as ‘very satisfied’ were twice as likely to make a second or subsequent gift as those who’s satisfaction was ‘satisfied.’
DONOR SATISFACTION is the biggest driver of loyalty, yet few nonprofits actually measure and track levels of donor satisfaction over time.
IDENTIFICATION – social identification, the tribe – I belong to this group, I affiliate with this group
TRUST
COMMITMENT – similar correlation as with SATISFACTION, donors who felt a concept of ‘stickiness,’ keeps customers loyal to a brand or organization even when satisfaction is low.
Sargeant would add 2 more that were weighted less than these 4
PERSONAL LINK – how is the donor connected to the organization, begging attention to how well we develop our relationships with a donor who’s
LEARNING
Although many people would like to leave a gift to charity in their will, they forget about it when the time comes.
Our research shows (pdf) that if the will-writer just asks someone if they would like to donate, they are more likely to consider it and the rate of donation roughly doubles.
https://www.theguardian.com/voluntary-sector-network/2015/mar/23/the-science-behind-why-people-give-money-to-charity
Look at these names.
What is the plan for reaching out to them?
Brainstorm as a group – ways to reach out to these donors now.
What can you do to prime the pump?
Reach out to your donors now.
Talk about how to ask for a match
The importance of not having it be anonymous
Questions about asking for a match – what have people done in the past
A Challenge Grant is paid if and when your organization is able to raise sufficient additional funds from other sources, which may be used to stimulate giving from other donors. This is really what we mean here…not a matching gift.
Larger match ratios don't affect subsequent gifts.
Which is to say, a bigger ratio such as $3:$1 or $2:$1 had no additional impact relative to smaller match ratios (e.g., $1:$1).
One study shows that people give significantly more to their university if the person calling and asking for their donation is their former roommate
In a running giving tally of online giving, donors were more likely to give larger gifts if the donor immediately preceeding them gave a larger gift
eeing others give makes an individual more likely to give and gentle encouragement from a prominent person in your life can make also make a big difference to your donation decisions – more than quadrupling them in our recent study.
https://www.theguardian.com/voluntary-sector-network/2015/mar/23/the-science-behind-why-people-give-money-to-charity
Many people are also aware that they should donate to the causes that have the highest impact, but facts and figures are less attractive than narratives. In a series of experiments, it was found that people are much more responsive to charitable pleas that feature a single, identifiable beneficiary, than they are to statistical information about the scale of the problem being faced. https://www.theguardian.com/voluntary-sector-network/2015/mar/23/the-science-behind-why-people-give-money-to-charity
See notes below from John Haydon. Better than this for punch
https://www.johnhaydon.com/fundraising-appeal-turning-off-donors/
Most nonprofits love statistics. They remind staff and board members why their work matters.
And statistics can be helpful when reporting outcomes or applying for grants.
But using statistics can actually hurt your fundraising appeals. Statistics can turn a emotionally compelling fundraising appeal into a total bummer.
In one study by the University of Oregon, two groups of potential donors were each asked to give money to help end hunger.
The first group was asked to give money to help a little girl suffering from hunger.
The second group was asked to help same little girl, but were also told about the millions of other children also suffering from hunger.
The results were surprising:
Even though the second group was presented with a greater need (millions of hungry children), they gave half as much money as the first group.
Their conclusion is that people give less when presented with big problems.
But why?
Donors prefer a fundraising appeal that makes them feel good
Why do people who are naturally endowed with rational thinking give less when presented with statistics demonstrating a huge need?
We give because giving feels good. We get a little rush of endorphins every time we help others, volunteer at a homeless shelter, or give money to a starving little girl.
But statistics in a fundraising appeal can put a damper on those good feelings.
According to researcher Paul Slovic, the good feeling from helping the starving girl gets contaminated with the bad feeling about millions of starving people:
“If our brain … creates an illusion of non-efficacy, people could be demotivated by thinking, ‘Well, this is such a big problem. Is my donation going to be effective in any way?'”
Statistics, while very compelling, actually compete with the good feelings that your fundraising appeal produces.
Donors give because of how awesome it makes them feel. Statistics make donors feel less good, causing them to give less.
advertising which emphasises the proven effectiveness of the charity does not increase giving.
Other evidence suggests that the effect of this information can actually be the opposite.
https://www.theguardian.com/voluntary-sector-network/2015/mar/23/the-science-behind-why-people-give-money-to-charity
Anne – donor conversations
5 Minutes 10:00-10:10
rejuice after lunch - how you interact with people - 10 min?
what felt like to tell story, and to listen, people elated, feel connected, moving - that’s the place you’re talking about your org
Per Salsa Labs, email has the highest rate of return on investment for any marketing channel – that’s $40 for every $1 spent.
5% of marketers believe that email marketing’s ROI will be even higher than it is now by the year 2020.
70% of consumers believe email will still exist in 10 years, compared with 60.2% who believe Twitter will stick around and 56.2% who think direct mail will remain. [If you’ve any doubt about this, check out the resources on my Pinterest board: Email Dead?]
76% of marketers believe that all email messages will be completely personalized in the next 5 years. One study found personalization increased email opens by 244% and click-throughs by 161%.
Folks today expect personalized messages tailored to their individual needs and interests. This means you should be segmenting e-appeals based on constituent behavior. This may mean whether they’re a prospect or donor, interested in Program A or B, or the fact that they have a special affiliation with you (e.g., past board, alum, parent, etc.). The more personal you can be, the more relevant your email will be perceived. And relevancy = opens and actions.
The e-appeal above can be visualized completely above the scroll on a desktop. It includes many key elements of a compelling appeal: (1) Comes from a respected individual at a respected institution; (2) Compelling visualtells a story; (3) Urgency and leverage are conveyed right away via a time-specific matching grant; (4) One storyof who the gift will help is told, and (5) Ask is repeated more than once. It could be improved with a specific dollar ask (maybe options were included on the Donation Landing Page) and use of a P.S. to reiterate the ask and the challenge, but it’s a good effort.
This is how email appeals differ from direct mail appeals – appeal letters actually test better at 2 pages instead of one. But needs to be written well!
This outlines a number of specific ways the donor’s gift may be used. The visual tells the story; the caption reinforces it. The text puts the donor into the appeal right away, as someone who understands what needs to be done and won’t be intimidated. Later in the letter, the donor is flattered for being “thoughtful” and “generous.” (Flattery will take you far). The year-end deadline to get your tax-deduction benefit jumps out.
Tell the story about the person in my workshop where you could not see that there was an ask!
Have one clear call to action: to give.
All fundraising e-appeals should have one call to action—a call for the audience to make a donation.
Why that gift is important, how it will make a difference, and why someone should give now is part of the story you weave with the narrative, images, and video.
All of those elements should be coordinated to move the audience through the emotional steps to donate.
Donors want to know where their money will go and how it will help.
Generic appeals that go to generic action buttons simply won’t generate the return on engagement that specifically targeted campaigns will.
Here the story is all about the donor as the Unsung Hero. And the appeal is to a very human and universal emotion. Empathy. Benefits to the donor include doing something remarkable for their hometown, and getting a year-end tax deduction.
Donors want to know where their money will go and how it will help.
Make it easy to respond
Generic appeals that go to generic action buttons simply won’t generate the return on engagement that specifically targeted campaigns will.
Discuss the focus on alumni as a strategy
Also did targeted asks to grandparents, alumni parents, and current parents
Letters and emails to Friends multiple times during the year
More than 50 of the 78 were
Work backwards from your deadline to schedule a series of email appeals that will get you to your goal.
Sometimes organizations will survey their donors and ask them how often they’d like to be approached. Most people will predictably say once a year. This is a great way to lose your donors. Why?
Because how people say they’ll behave is often quite different from the way they’ll actually behave.
Because research in psychology and neuroscience shows people are more likely to give again when they hear from you repeatedly about (1) the impact of their giving, and (2) your gratitude for making this outcome possible .
You can look at tests done by other organizations as a starting point. We do know that large organizations who’ve done this testing are now mailing monthly, with 3 – 4 emails in between. Is this right for you? The only way to know is to try mailing a bit more than you’ve been doing thus far, and see what happens.
Remember, you can always offer folks the option of unsubscribing from your mailings. When you comply with this request, you score points for doing what you say you’ll do. This builds trust. And the reality is that very few folks will decide to unsubscribe.
People may not read every mailing you send, but this doesn’t mean they don’t like receiving them. In a way, it reassures them you’re still a healthy, vibrant organization that’s out there in the community doing good things.
If you stop mailing (or mail infrequently), people are left to draw their own conclusions.
Share calendar template
AP – work the Penelope Burk sample thank you letter
This slide can come at the end when we are talking about stewardship – and planning for follow up and fall
There is a slide for annual appeal planning that is very similar to this. I think I should add that back in and shorten this one.
Constituency Outreach Plan – to include all communications in the year. How does appeal class fit into this? Communications and Marketing Plan slide?
Direct mail • Tribute gifts • Telephone • Web-based • Events • Employee giving • Donor clubs/membership programs • Grant proposal writing • Personal solicitation • Bequests