Dos and Don ts of Acquiring Major Donors

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1 Dos and Don ts of Acquiring Major Donors Audio for this event will be available beginning at 1 pm ET via your computer speakers or #nonprofit911

2

3 How to Make a SUPER Successful Call on a Major Donor Prospect Gail Perry MBA CFRE firedupfundraising.com gp@gailperry.com Gail Perry 2015

4 Who Am I? 25+ years (yikes!) Blogger, coach, consultant Duke University and UNC-Chapel Hill fundraising Author, Fired-Up Fundraising: Turn Board Passion into Action (Wiley) International speaker and workshop leader facebook: firedupfundraising Hashtag for today #firedupfr

5 Our Agenda How major gift strategy is different How to get in the door Your objectives for every major donor visit 10 tips for handling the visit itself. Power questions! My personal secrets and techniques that have helped me raise hundreds of millions. #firedupfr

6 A Question for You: How much money do you think is out there for your organization BUT You don t have the time, resources or organization to go out and get it?

7 5 Five Major Major Gift Gift Fundamentals It s a Very Specific Strategy 7

8 Major Gift Fundamentals DO: Focus on the Long Run 8

9 Major Gift Fundamentals Don t: It s Not About Selling 9

10 (That means it s not really about money!) 10

11 Major Gift Fundamentals DO: It s About the Relationship The Relationship is More Important Than the Ask 11

12 Do You Kiss On The First Date? How fast can you go with donors without turning them off?

13 Major Gift Fundamentals DO: Take Your Time or You Will Insult Your Donor 13

14 DO: Tons of TLC and Personal Attention!

15 Major Gift Fundamentals DO: Focusmon the FEW at the TOP 15

16 You Can t Chase Everybody! DO: narrow down your focus.

17 Steps in Major Gift Fundraising Do: Go Thru the Process THANK THANK THANK AGAIN IDENTIFY PROSPECTS ASK FOR SUPPORT CULTIVATE AND INVOLVE

18 Major Gift Fundraising TIME AND ENERGY INVOLVED in each step of the cycle

19 Question: What is your biggest challenge in raising major gifts?

20 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?

21 Getting the Appointment Meet donor at an event. Board member introduces you. Call to ask for a visit. Call to say thank you. Call to invite them to an even. 21

22 My Favorite Ways to Get In the Door Ask for help. Are we a fit for your interests? Can I run an idea by you? Ask about another donor or fundraising strategy. Touch base about a project. I ll be in your area can I drop by? Ask your advice on something.

23 Get To Know You As A Donor DO: Use These Power Questions to Get The Appointment I d love to hear why you chose to give. What inspired your gift? Would you be willing to have coffee with me, I d love to understand your story. Mr. Jones, you ve been a donor all these years. My job is to know our patrons.. ~Eli Jordfald, Senior Major Gifts Director, Lineberger Cancer Center, UNC Chapel Hill 23

24 Your Donor Actually May WANT to See You! He really, urgently cares! He wants to change or save LIVES. He wants to make a difference in the world. He has a family member or friend with experience re your issue. He s interested in you and your issue. 24

25 Don t Say: I want to update you on what WE are up to.

26 Do: Listen for Clues on The Phone Smiling? Frowning? Complaining? Happy? Irascible? Nice? Polite to You? 26

27 Do: Prepare for Your Visit! Preparing For Your Visit! 1. Mindset 2. Research and Reconnaissance 3. Objectives 27

28 1. Mindset: The Intimidation Factor Far, far away.. high up on the hill?

29 DON T Mindset: Will This Attitude Change the World? 29

30 Mindset: Don t Be Scared of Rejection Its a Numbers Game 30

31 3 out of 4 asks result in a gift

32 Don t Be Scared of Rejection It s NOT About YOU! 32

33 It s About Your Donor and What He Wants to Accomplish! Tell me about your interest in...

34 Do: Keep Your Energy up Contagious Enthusiasm! 34

35 Mindset: The Power of Abundance! Not Scarcity Do Keep Your Expectations Positive! 35

36 DO Stand in the Place of Vision and Possibility... That s Where the Power Is. 36

37 Best Major Gift Fundraising Mindset: Do Be Cheerfully Aggressive! 37

38 Do Your Reconnaissance! 5 Types of

39 1. What Do We Know About the Donor? Who s been in touch with the donor recently? Have they made a recent gift? Attended anything lately? Birthdays? Kids? Honors? Vacations?

40 2. Do Research Online

41 3. Local Networking Do Be Out and About In Your Community!

42 4. Do Read the Paper Do Your Research! Be Well Read on Current Events

43 5. Hearsay: Do Listen to Local Word of Mouth Comments from friends and associates useful, relevant, timely!

44 Don t Forget Older Ladies #1 Donor Demographic Boomer and older women are more likely to give to charity and give more than their male counterparts... when other factors affecting giving are taken into consideration. Women Give 2012 Women s Philanthropy Institute at the Center on Philanthropy at Indiana University 44

45 Who s Giving? The Ladies! A study of affluent older adults found that for every $100 men gave, the women in the same economic circumstances gave $258. Women Give 2012 Women s Philanthropy Institute at the Center on Philanthropy at Indiana University 45

46 Do Set Overall Objectives When You Make a Visit Almost every visit with a prospect is a discovery visit. 46

47 3 Overall Objectives #1. A long term FRIENDLY relationship. 47

48 Overall Objectives #2. Do Find out where the prospect stands. Hot buttons? Likes or dislikes your project? How far is he away from making a gift? Timing? Interests? Competition? Family or financial pressures? Level of interest in YOUR project? 48

49 Overall Objectives 3. Do get a next step with your prospect. Can you call her again? Do you have a reason to follow-up? 49

50 The True Purpose of This Visit is To Get a Second Visit! 50

51 So... You Are All Prepared: 1. Positive Mindset 2. Prepared with Background Research and Recon 3. You Are Clear on Your Objectives 51

52 10 Tips for Handling the Visit Itself And you walk in the door...

53 Tip #1: Do Charm The Receptionist Be charming Make him a friend! Ask her for advice Ask her for info

54 Tip #2: Do Launch Immediate SMALL TALK Right when Ms. Big Says Hello There! Very first step of every visit!

55 First Impressions Count! Posture? Handshake? The hello kiss? Look em in the eye.

56 Tip #3: Do Show Up As a Likeable Person The delicate dance. Watch for cues. They will tell you.

57 Tip #4 Do Use Your Radar Their body language will tell you more than any words.

58 Tip #5: Get your donor to do most of the talking... You are watching and reacting to the donor.

59 Your Donor Expects to Do the Talking I love being listened to! 59

60 What are your impressions? You are probing Find out where the prospect stands Tell me more about... 60

61 DO: Listen Your Way to the Gift Gail s major gift fundraising motto: When in doubt, shut up! 61

62 Advice Visits If you want money, ask for advice. If you want advice, ask for money.

63 Power Questions: 1. Do Ask for Advice Tell me what you think about... Please give me your guidance on... Can we brainstorm this idea? What should I do? How could I pull this off?

64 Power Questions: 2. Do Probe Their Interest I d love to hear about your philanthropy... What drives your philanthropy? What causes are you most passionate about? I d love to know why you are interested in our cause? What are your top three philanthropic priorities? What would it take for our organization to become one of your priorities?

65 Power Questions: 3. Do Ask Their Opinions What is your opinion of our organization? What do you think about this big project we are considering? Do you support our initiative? Why or why not? Tell me what you think about our strategy... How do you think we can accomplish this goal? Do you think we can raise the money? Who might be interested in supporting this? Who else should be involved?

66 Advice Visits Work! Gail, we had a call scheduled with our top major donor the very next day after your webinar. Thanks to you, we changed our plan with him. We threw out our presentation and instead asked for his advice. He committed to match $1.5 million over five years, starting with 200k now!!

67 Tip #6: Do follow social customs and rules of business etiquette. Be nice to everyone. Be engaging. Be cordial. Be kind.

68 Business Etiquette: Caters to Who Has The Most Power and Influence

69 Tip #7: You Don t Need Fancy Materials Pssst: They are Really For the Volunteer!

70 Tip #8: Drip by Drip Presentation Share a little and stop. Share more and stop.. Only proceed where he is interested.

71 Tip #9 Don t Use PowerPoint Guaranteed to put them to sleep! Unless...they are actively engaged and asking questions.

72 Tip #10 Do Get Out On Time Ask for a short appointment Get out on time Then they will be willing to see you again!

73 Our Agenda How major gift strategy is different How to get in the door Your objectives for every major donor visit 10 tips for handling the visit itself. Power questions! My personal secrets and techniques that have helped me raise hundreds of millions.

74 How I Can Help You Major Gift Coaching next cohort starts in January Friday Newsletter w/ Practical Tips INSIDERS: My Online Fundraising Training Program Capital Campaign Coaching Appeal Letter Makeovers Just me at Gp@gailperry.com or go to

75 More Resources at FiredupFundraising.com Top 10 Things to Understand About How Fundraising Really Works Today 3 Important Goals for Every Major Donor Visit The Fundraiser s Kiss of Death: Talking too Much! Top 10 Trends: How Major Donors are Changing & What to Do About It 5 Insanely Successful Ideas for Getting the Appointment With Your Major Gift Prospect My #1 Secret to Raising Major Gifts Mastering the Soft Skills of Fundraising: 5 Important Tips The Advice Visit: Easy Way to Open The Door To Your Major Gift Prospect Show Me the Money: How To Move From Friendraising to Fundraising How Major Donors are Changing and What To Do About It Board Members #1 Job: How to Be a Personal Advocate for the Cause

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