How to Make a SUPER Successful Call on a Major Donor Prospect
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1 How to Make a SUPER Successful Call on a Major Donor Prospect Gail Perry MBA CFRE firedupfundraising.com gp@gailperry.com Gail Perry 2015
2 GET ALL MY POWERPOINTS HERE Plus a Free Workbook: Skyrocket Your Fundraising with a Major Gifts Program gailperry.com/resources- AFP-San-Antonio/
3 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
4 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?
5 5 Major Gift Gift Fundamentals Fundamentals It s a Very Specific Strategy 5
6 Major Gift Fundraising focuses on the long run. 6
7 Major Gift Fundraising is not about selling. 7
8 Major Gift Fundraising is more about the relationship with your donor than the ASK. 8
9 (That means major gift fundraising is not really about money!) 9
10 Do You Kiss On The First Date? Key Question for Major Gift Fundraising: How fast can you go with donors without turning them off?
11 Major Gift Fundraising takes lots and lots of time to reach success.
12 Tons of TLC and Personal Attention!
13 Major Gift Fundraising Focuses on the lovely FEW donors at the TOP 13
14 You Can t Chase Everybody! Forces you to narrow down your focus.
15 Steps in Major Gift Fundraising THANK THANK THANK AGAIN IDENTIFY PROSPECTS ASK FOR SUPPORT CULTIVATE AND INVOLVE
16 Major Gift Fundraising TIME AND ENERGY INVOLVED in each step of the cycle
17 Question: What is your biggest challenge in raising major gifts?
18 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. 18
19 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.
20 Get To Know You As A Donor 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 20
21 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. 21
22 Never Say: I want to update you on what WE are up to.
23 Preparing for Your Visit! Preparing For Your Visit! 1. Mindset 2. Research and Reconnaissance 3. Objectives 23
24 1. Mindset: The Wealthy Far, far away... high up on the hill?
25 Mindset: Will This Attitude Change the World? 25
26 Mindset: Don t Be Scared of Rejection #1 Its a Numbers Game 26
27 Don t Be Scared of Rejection It s NOT About YOU! 27
28 3 out of 4 asks result in a gift
29 It s About Your Donor and What He Wants to Accomplish! Tell me about your interest in...
30 Mindset: Your Energy Contagious Enthusiasm! 30
31 Mindset: The Power of Abundance! Not Scarcity Positive Expectations! 31
32 Stand in the Place of Vision and Possibility... That s Where the Power is. 32
33 Best Major Gift Fundraising Mindset: Cheerfully Aggressive! 33
34 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?
35 Reconnaissance! 5 Types of
36 Major Gift Prospect Research 1. Internal Sources First Who s been in touch with the donor recently? Have they made a recent gift? Attended anything lately? Birthdays? Kids? Honors? Vacations?
37 Major Gift Prospect Research: 2. What Can You Find Out Online?
38 Major Gift Prospect Research: 3. Local Networking Be Out and About In Your Community!
39 Major Gift Prospect Research: 4. Read the Paper Be Well Read on Current Events
40 Prospect Research: 5. Hearsay = Local Word of Mouth Comments from friends and associates are useful, relevant and timely.
41 Prospect Research: Older Ladies Are THE #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 Lilly School of Philanthropy Indiana University
42 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 Lilly School of Philanthropy Indiana University
43 What are Your Overall Objectives When You Make a Visit? Almost every visit with a prospect is a discovery visit.
44 3 Objectives for Every Major Gift Visit #1. A long term FRIENDLY relationship.
45 3 Objectives for Every Major Gift Visit #2. Find out where your donor 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?
46 3 Objectives for Every Major Gift Visit 3. Get a next step with your prospect. Can you call her again? Do you have a reason to follow-up?
47 The True Purpose of This Visit is To Get a Second Visit!
48 So... You Are All Prepared: 1. Positive Mindset 2. Prepared with Background Research and Recon 3. You Are Clear on Your Objectives
49 10 Tips for Handling the Visit Itself And you walk in the door...
50 Tip #1: Charm The Receptionist Be charming Make him a friend! Ask her for advice Ask her for info
51 Tip #2 Make a Great First Impression! Posture? Handshake? The hello kiss? Look em in the eye.
52 Tip #3: Show Up As a Likeable Person The delicate dance. Watch for cues. They will tell you.
53 Tip #4 Use Your Radar Their body language will tell you more than any words.
54 Tip #5: Get your donor to do most of the talking... Ask tons of questions!
55 Immediate SMALL TALK Right when Ms. Big Says Hello There! Very first step of every visit!
56 Your Donor Expects to do the Talking I love being listened to! 56
57 What are your impressions? You are probing Find out where the prospect stands Tell me more about... 57
58 Listen Your Way to the Gift Gail s #1 major gift fundraising motto: When in doubt, shut up! 58
59 I Believe in Advice Visits If you want money, ask for advice. If you want advice, ask for money.
60 Major Gift Power Questions: 1. Asking 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?
61 Major Gift Power Questions: 2. Probing 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?
62 Major Gift Power Questions: 3. About Our Organization and Our Project 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?
63 Gail, we scheduled a visit with our top major donor. Thanks to you, we changed our plan with him. We threw out our presentation and instead asked for his advice on our business plan. He committed to match $1.5 million over five years, starting with 200k now!!
64 Tip #6: Follow social customs and rules of business etiquette. Be nice to everyone. Be engaging. Be cordial. Be kind.
65 Business Etiquette: Caters to Who Has The Most Power and Influence
66 Tip #7: You Don t Need Fancy Materials Pssst: They are Really For the Volunteer!
67 Tip #8: Drip Presentation Style Share a little and stop. Share more and stop.. Only proceed where he is interested.
68 Tip #9 Never Use PowerPoint Guaranteed to put them to sleep! Unless... they are actively engaged and asking questions.
69 Tip #10 Get Out On Time Ask for a short appointment Get out on time Then they will be willing to see you again!
70 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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