Mastering the Soft Skills of Major Gift Fundraising

Transcription

1 Mastering the Soft Skills of Major Gift Fundraising 2017

2 Gail Perry: Who am I? 30+ years in fundraising Helped raise over $500M Keynote speaker, coach, consultant

3 Gail Perry Who am I? Recent Honors & Achievements Fundraiser of the Year (NC) America s Top Fundraising Experts (2016)

4 Mastering the Soft Skills of Major Gift Fundraising 1. Major gift strategy. 2. Qualification and discovery skills. 3. Discovering your donor s interests. 4. Facilitation skills. 5. Being sociable and likeable.

5 Get today s Powerpoints plus my Free 60-Page Workbook Skyrocket Your Fundraising with a Major Gifts Program text firedup to 66866

6 Six STEPS to the Perfect Ask 1: Major Gift Strategy

7 Major Gift Strategy THANK THANK THANK AGAIN IDENTIFY PROSPECTS ASK FOR SUPPORT CULTIVATE AND INVOLVE

8 Facilitating Your Way to the Gift

9 Six STEPS to the Perfect Ask 2: Qualification and Discovery Skills

10 What is a Qualified Prospect? A prospect who Has capacity 2. Is interested in your institution 3. Can be cultivated for a gift

11 Determining Inclination and Capacity Questions to assess interest. Questions to validate capacity.

12 Questions to Assess interest Tell me about your experience with us. How do you feel about the xx we do? What aspects of our work interests you the most? Tell me more... This is fascinating, what happened next?... Eli Jordfald, Senior Major Gifts Director Lineberger Cancer Center UNC-Chapel Hill

13 Questions to Validate Capacity Tell me about the type of work you do (or did.) Are you planning to travel this summer? Do you have any favorite organizations you like to support? Tell me about your involvement? What do you enjoy doing in your spare time? Eli Jordfald, Senior Major Gifts Director Lineberger Cancer Center UNC-Chapel Hill

14 Figuring out who else matters Who else do they support Who else matters? Finding out how they want to be involved Who else do they support? How do they want to be involved?

15 3: Discovering Your Six STEPS to the Perfect Ask Donor s Interests

16 Do you know what your top 20 donors are passionate about?

17 Exercise: Write down your top 5 donors. What is each donor interested in?

18 Six STEPS to the Perfect Ask 4: Facilitation Skills

19 Facilitator One that helps to bring about an outcome by providing indirect assistance, guidance and supervision.

20 Where Do You Fit? DIPLOMAT Direct Approach FRIEND Social Open and transparent Collaborative Authentic Transactional My donors are friends Subservient Overly Sharing Assumptive Adapted from Plus Delta Partners

21 Listen Your Way to the Gift You have to listen to their story, write a lot of notes and go with the flow and don t be shy to propose something -- it opens new doors and opportunities. Major Gift Coaching Member Patrick Berard, Hema Quebec

22 Donors Expect To Do the Talking Donor You

23 Power Questions to Get The Donor to Talk to You 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 donors... ~Eli Jordfald, Senior Major Gifts Director, Lineberger Cancer Center, UNC Chapel Hill

24 More Power questions Asking for advice: Probing for interest: Probing for opinion: Tell me what you think about Can we brainstorm this idea? I d love to hear about your philanthropy What causes are you most passionate about? What s your opinion of our institution? Do you think this project is a good idea?

25 Directly Facilitating A Donor s Interest Are you open to learning more about our work?

26 Would You Like To Know More About How You Could Impact our University?

27 OLD WORDS I Needs I know NEW WORDS We Opportunities I don t want to assume I d love to I want to Visit I d like to talk to you I d welcome Here s what I might suggest Meeting Here s what I might suggest Adapted from Plus Delta Partners

28 Know When To Open The Ask Discussion

29 Six STEPS to the Perfect Ask 5: Being Social and Likeable

30 What s the Definition of Etiquette? Kind and considerate Keep your cool (decorum) Put others at ease

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32 Graciousness Billy, You are so wonderful. Your dedication and support are absolutely remarkable. Thank you, Elizabeth

33 Showing Up As a Likeable and Interesting Person Your goal is for them to think you are worth spending time with.

34 You have to be a relatively interesting person so they are prepared to develop a relationship with you. That means you must read. You must know what is happening in the world. Naomi Levine, $2B fundraiser in NYC

35 Ethical Behavior Builds Trust You can t lie. You can t misinterpret. You can t pressure. You have to obey the rules of privacy. Naomi Levine, $2B fundraiser in NYC

36 First Impressions Count! Posture? Handshakes? The hello kiss? How to greet people.

37 For a Fundraiser, First Impressions Count More Than You Know! Your voice? Cell phones? Eye contact? Can t remember their name?

38 Learn How to Meet People Properly When to stand up? Genuine smile? Exuding cheerfulness Mrs. Jones or Betty?

39 Introductions Who gets introduced to whom? How to start two people in a conversation. Keeping people apart!

40 Important Arts For a Gentleman Paying a compliment Holding the door Walking on the outside Elevator etiquette

41 Appearance Ladies Wealthy donors tend to be older and more conservative. Makeup? Edgy fashion? What to do if you are young and cute? 41

42 Yikes! Avoid social dismissal.

43 Awkward Table Manners = Social Dismissal?? Hunching over your plate? Timing of the napkin? Talking and eating at the same time? Role of the fork? Role of the elbow?

44 Mastering the Soft Skills of Major Gift Fundraising 1. Major gift strategy. 2. Qualification and discovery skills. 3. Discovering your donor s interests. 4. Facilitation skills. 5. Being sociable and likeable.

45 Get today s Powerpoints plus my Free 60-Page Workbook Skyrocket Your Fundraising with a Major Gifts Program text firedup to 66866

46 How Can We Help You? Gail Perry Associates Major gifts coaching Full range of consulting services Fundraising Training Community- INSIDERS Text Firedup

47 Join me at FiredUpFundraising.com! Join me at FiredUpFundr aising.com!