Who Gives? Amount (in billions) Corporations

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1 Who Gives? Individuals are the largest source of contributions to nonprofit organizations in the United States. Here s where $295 billion in contributions came from in Amount (in billions) Percent Individuals Foundations Bequests Corporations $223 $37 $23 $13 76% 12% 8% 4% *Source: Giving USA 2007

2 Who Gets? And here s how the $295 billion in contributions was distributed in Religion Education Human Services Health Gifts to Foundations Unallocated Public/Society Benefit Arts, Culture, & Humanities Environment and Animals International Affairs Grassroots Progressive Funding Amount (in billions) $97 $41 $30 $20 $29.5 $26 $21 $12.5 $7 $11 $0.15 Percent 33% 14% 10% 7% 10% 9% 7% 4% 2% 4% 0.05% Source: Giving USA 2007 While only.05% of total giving was for organizations like CVH it was still $150 million

3 What Happens to Your Contacts? -We add the contact into the Database as a donor -We send them a letter thanking them for contributing to CVH -The person is then a part of our mailing list - They will receive copies of our newsletters, updates on the organization, and solicitations for future donations

4 Fundraising Myths: Myths: Only rich people give. Truth: 7 out of 10 households give and that includes gifts of $1 and above from the middle class. Myth: People only give for tax reasons Truth: In 2005, 70% of the people who donated did not deduct it from their taxes. Myth: Only men are big donors. Truth: Over half of milliondollar donors are families, couples, or women alone. 1 in 6 are women. Women on average donate more than men. *Source: Giving USA 2006

5 What have YOU given to? Why did you give? Who asked you? How were you asked?

6 Three Fears of Fundraising 1) Those that will almost never happen ( The person will hit me. I ll die of a heart attack during the solicitation. ) 2) Those that could be avoided with training and preparation ( I won t know what to say. I won t know my facts, the person will think I am an idiot. ) 3) Those that definitely will happen sometimes, maybe as much as half the time ( The person will say no. )

7 Americans Are Taught From An Early Age That Money Is A Taboo Subject 1. How much rent do you pay? 2. How much money do you make? 3. How much money do you owe?

8 First Rule of Fundraising If you don t ask, you don t get. In studies in which people are asked why they gave 80% said, because someone asked me Second Rule of Fundraising People give to people, not to organizations. This is why personal solicitation is so important for a successful fundraising campaign.

9 Getting Through Rejection If you ask everyone you know who gives away money to give a gift that they can afford to a cause they like, half of them will give something. of the 50 percent who say yes to your request, half those people will give you the amount you asked for; the other half will give you less.

10 Getting Through Rejection Slide 2 When someone says no to your request that does not mean they are saying no to you. You will be told no many times during your fundraising work. This does not necessarily mean that you did not give a good pitch, or that you did not say all the right things. They may just not be interested in CVH and therefore unwilling to donate.

11 Getting Through Rejection Slide 3 When someone says no that does not mean they are saying no to CVH. Just because a person said no does not necessarily mean that they are not interested in CVH. They may have already given away all the money they are planning on donating this year. They may have just found out that their kid needs braces or that their roof is leaking and they need to fix it. There are millions of reasons why a person may decide they do not have enough money at this moment to give.

12 Getting Through Rejection Slide 4 What you may hear: If I give are you going to ask me again? Why are you asking ME? I don t have any money How will CVH help me? What will this money do?

13 Getting Through Rejection Slide 5 Even if you do not get a contribution, you are still educating the public about CVH s Issues. Even if you do not get a donation, you have not wasted your efforts. Fundraising also functions as a form of public education. Every person who will not donate will at least walk away knowing more about our organization and our issues.

14 Tips For Successful Asking 1. Success is ASKING! Fundraising is a volume business (like organizing!). You have to ask many more people than the number of gifts you need. This should be familiar to everyone because when turning people out for an action if we need 20 people to show up we can t just make 20 calls. The same thing applies for fundraising, if you need 20 donations you will need to ask more than 20 people.

15 Tips For Successful Asking, cont. 2. Believe in your cause What you believe in must be bigger than what you are afraid of. Why are you doing this? What people, animals, trees will be better off? What beauty or knowledge will be created? What profound social problem will be addressed? Pick an image of your work and lead with that.

16 Tips For Successful Asking, cont. 3. Put yourself in the Donor s Shoes How do you feel when someone you know and like and respect asks you for an amount of money you can afford? How do you feel when you find out you haven t been included in something that you would have been interested in?

17 Prospect Identification Who Do You Know? Name Contact Belief in CVH Ability How Much? Ex: Mike Selick Friend Yes High / Medium / Low $10

18 Asking for Money: A.S.K. A = Attitude Stay Positive. Don t hear no until they say no Persistence Communicate passion for the organization

19 Asking for Money: A.S.K. cont. S = Skill Know who is a prospect Know how to ask for a gift Know how much to ask for

20 Asking for Money: A.S.K. cont. K = Knowledge Familiar with programs, budget

21 Solicitation Methods 1) Door-Knock 2) Telephone 3) Letter 4) 5) Face-to-Face

22 How to Ask for Money The Visit Smile, keep smiling. Say the name of your organization often Say your name, the name of the organization, and that you are a member of the organization Describe your program and its effectiveness Be aware of your body language

23 How to Ask for Money cont. The Ask Ask for a specific dollar amount Say why you need the money now Say the dollar amount that you want again STOP TALKING. Smile. Wait for the person to say yes If your prospect has questions, answer them as briefly as possible. If you don t know the answer, tell them you will get back to them. Make arrangements for the payment of the gift or set a date when you will get back to the person for their answer

24 How NOT to Ask for Money The Most common Mistakes Not asking Not asking family and friends Beating around the bush Being dishonest Begging, apologizing or demanding Not knowing the financial side of your program Calling yourself out after only two strikes Taking yes for an answer without getting the money or setting a date to get the money

25 Making the Pitch (for Money) 1. Introduce yourself: your name, organization and your relationship to the organization 2. Explain why the group exists OR why you got involved in it 3. Tell a story that gives a face to the problem or issue 4. Give a statistic or fact about the problem or issue 5. Describe what the organization is doing about the problem 6. Tell the prospect (or audience) what action you d like them to take *Note: It may be better to focus on one part of our program rather then putting too much information into a short pitch