AFP Webinar May 26, How to Make a SUPER Successful Call on a Major Donor Prospect

Transcription

1 AFP Webinar May 26, 2016 How to Make a SUPER Successful Call on a Major Donor Prospect Presented by Gail Perry MBA CFRE Fired-Up

2 Gail Perry 30 years and counting! Blogger, coach, consultant Duke University and UNC-Chapel Hill fundraising Author, Fired-Up Fundraising: Turn Board Passion into Action (Wiley/AFP) AFP Fundraiser of the Year (NC) International speaker and workshop

3 Our Agenda Major gift strategy. Preparing for your visit. 10 tips for handling the visit. Power questions! My personal secrets and techniques that have helped me raise hundreds of millions.

4 FREE WORKBOOK! Skyrocket Your Fundraising with A Systematic Major Gifts Program Workbook and Discussion Guide (62 pages) Gailperry.com/resources-afpwebinar

5 Let s Take A Poll How much major gift $$ 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?

6 5 Five Major Major Gift Gift Fundamentals It s a Very Specific Strategy

7 Major Gift Fundamentals 1. Focuses on the Long Run 7

8 Major Gift Fundamentals 2. It s Not About Selling

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

10 Major Gift Fundamentals 3. It s About the Relationship The Relationship is More Important Than the Ask 10

11 Major Gift Fundamentals 4. It Takes Lots and Lots of Time.

12 Major Gift Fundamentals 5. Focuses on the FEW at the TOP

13 You Can t Chase Everybody! Narrow, narrow down your focus.

14 Steps in Major Gift Fundraising THANK THANK THANK AGAIN IDENTIFY PROSPECTS ASK FOR SUPPORT CULTIVATE AND INVOLVE

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

16 Preparing for Your Visit! Preparing For Your Visit! 1. Mindset 2. Research and Reconnaissance 3. Objectives

17 Mindset: Your Energy Contagious Enthusiasm!

18 Mindset: Don t Be Scared of Rejection #1 Its a Numbers Game 18

19 Mindset: The Power of Abundance! Not Scarcity Positive Expectations!

20 Stand in the place of vision and possibility... That s where the power is.

21 Your Donor Actually May WANT to See You! She really, urgently cares! She wants to change or save LIVES. She wants to make a difference in the world. She has family engaged with your issue. She s personally interested in you and your issue.

22 Best Major Gift Fundraising Mindset: Cheerfully Aggressive!

23 What s holding you back? Are you leaving money on the table? 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?

24 5 Types of Prospect Research: Reconnaissance! 5 Types of

25 1. Look in Your Internal Donor Files Who s been in touch with the donor recently? Have they made a recent gift? Attended anything lately? Birthdays? Kids? Honors? Vacations?

26 2. What Can You Find Out Online?

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

28 4. Read the Local News Be Well Read on Current Events

29 5. Hearsay: Local Word of Mouth Comments from friends and associates useful, relevant, timely!

30 Set Objectives for Your Visit Almost every visit with a prospect is a discovery visit.

31 3 Objectives for Every Single Visit #1. A long term FRIENDLY relationship.

32 Objectives #2. Find out where your 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?

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

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

35 10 Tips for Handling the Visit Itself And you walk in the door...

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

37 Tip #2: Immediate SMALL TALK Right when Ms. Big says Hello There! Very first step of every visit!

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

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

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

41 Your Donor Expects to Do the Talking I love being listened to! 41

42 What are your impressions? You are probing Find out where the prospect stands Tell me more about... 42

43 Use Your Advice Visit Skills If you want money, ask for advice. If you want advice, ask for money.

44 Listen Your Way to the Gift Gail s major gift fundraising motto: When in doubt, shut up! 44

45 We d like to ask your input our business plan.

46 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!!

47 Remember! You are Seeking Emotional Impact

48 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?

49 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?

50 Power Questions: 3. About Our Organization 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?

51 Tip #6: Follow social customs and rules of business etiquette. Be nice to everyone. Be engaging. Be cordial. Be kind.

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

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

54 Tip #9 Never Use PowerPoint Guaranteed to put them to sleep! Unless...they are actively engaged and asking questions.

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

56 More Resources at FiredupFundraising.com 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

57 FREE WORKBOOK! Skyrocket Your Fundraising with A Systematic Major Gifts Program Workbook and Discussion Guide (62 pages) Gailperry.com/resources-afpwebinar

58 Questions? I d love to hear from you! Gail Perry gp@gailperry.com