top 10 fundraising strategies to raise more money in 2016 · top 10 fundraising strategies to raise...
Post on 21-Jun-2020
3 Views
Preview:
TRANSCRIPT
Top 10 Fundraising
Strategies To Raise More
Money in 2016
Gail Perry MBA CFRE
@gailperrync #firedupFR
FiredupFundraising.com
Who Am I?
Just hit 30 years in fundraising!
Blogger, coach, consultant
Author “Fired-Up Fundraising: Turn Board Passion
into Action”
AFP Triangle Fundraiser of the Year
International speaker and workshop leader
#firedupFR
@gailperrync
Gail Perry MBA CFRE
GET ALL MY POWERPOINTS HERE
Plus a Free Workbook:
Skyrocket Your Fundraising with a Major Gifts Program
gailperry.com/resources-
AFP-San-Antonio/
How Much Money Might
Be Out There For Your
Organization?
Discussion
Giving USA
#NPDSA16 @gailperrync
6
Giving Trends Through 2015
Are We Losing or Gaining Donors?
. #1 Fundraising Strategy - Donor Retention
#NPDSA16 @gailperrync
Donor Loyalty = Donor Retention !
Your Fundraising Program is a Leaky Bucket! Roger Craver, “Retention Fundraising”
Donor renewals
are more important than
donor acquisition.
Donor renewals
are more important than gaining
new donors(!)
10
11
12
13
In our surveys, less than 45% of fundraisers
knew their current donor retention rate.
Do you know your retention rate?
. #1 Strategy - Donor Retention
What The North Carolina Symphony Does to
Build Donor Loyalty
@jenlove @agentsofgood
Benefit Type Giving Levels
Tangible Intangible Event $100 + $250 + $1,000 + $2,500 + $5,000 + $7,500 + $10,000 + $15,000 + $25,000 +
Open Rehearsal Pass 1 x
Patron Appreciation Concert - Raleigh 1 x
Single Ticket Discount 1 x
Summerfest Patron Appreciation Concert x
Listing in program book 1 x
New Bern donor room 1 x
VIP parking: Wilmmington 1 x
Two tickets to Summerfest concert of choice 1 x
Private event with Symphony musicians 1 x
Donor Rooms & Parking: Raleigh/Chapel Hill 1 x
Donor concierge by staff 1 x
Private onstage recital 1 x
Post concert reception 1 x
Two tickets to concert of choice 1 x
Priority seating for subscription renewals 1 x
Event with Music Director 1 x
Post-concert dinner with CEO 1 x
Invite to Chairman's Circle Trip 1 x
Concert naming rights 1 x
Create a System of Engaging Donor Benefits
Strategy: Say thank you creatively! NC Symphony musician making thank you calls to donors.
What happens when donors receive quick thank you phone calls?
Donors received a thank you phone
call from a board members within 24
hours of receiving the gift.
The next time they were solicited, they
gave 39% more than the other
donors who did not receive a call.
Penelope Burk
Thank you for making a difference with your contribution!
As a new donor to the North Carolina Symphony we are grateful for
your support of <$_____>.
As a volunteer I appreciate your choice to make a gift that sustains
this outstanding orchestra in its work to educate our state’s children
and perform concerts which are unmatched in quality anywhere in
the state.
I hope your gift will begin a long and satisfying journey of annual
support with the North Carolina Symphony, one which I have
enjoyed enormously. Our staff stands ready to serve you and
answer your questions at (919) 733-2750.
Best regards, Person’s name, Trustee North Carolina Symphony
T #2 Strategy for Fundraising Appeals –
Give The Donor the
Credit
for YOUR Work
Say “you” more than “we.”
@gailperrync #AFPSA16
Remove YOUR ORGANIZATION as the intermediary
Between your DONOR and the IMPACT of her gift.
Don’t say. “Your gift will help our organization serve
xxxx people.. . . .”
Instead say:
Your gift will help serve xxxx people.
Give the Donor Credit for YOUR Work:
How to Create a Donor-Centered
Thank You
@gailperrync #AFPSA16
#3 Strategy Focus On Major Gifts
Create your Prospect List.
Commit to #XX Major
Gift Visits a Month
Your next major donor is probably a female boomer or older lady.
28
The “profit” in fundraising is in the
major gifts area.
Fundraising EVENT
50%
ANNUAL FUND 25-30%
MAJOR GIFT OR CAPITAL CAMPAIGN
5-10%
#3 Strategy -Major Gifts
@gailperrync #AFPSA16
#3 Strategy - Major Gifts
Create Your Prospect List
High $$ Low Likelihood
High $$ High Likelihood
Low $$ Low Likelihood
Low $$ High Likelihood
DOLLARS
LIKELIHOOD
#3 Strategy -Major Gifts
@gailperrync #AFPSA16
Boomers Now Source of Most
Gifts Giving is my
form of self-expression!
I am passionate about my causes!
@gailperrync #AFPSA16
Average age of donor on file = 67
Average age of a new donor = 63
-Tom Ahern
Use Bigger Fonts! 14 point minimum (and get rid of the hard-to-read GRAY)
@gailperrync #AFPSA16
64% of all charitable gifts in the US are
made by women. -Huffington Post 2014
#3 Strategy - Major Gifts
@gailperrync #AFPSA16
#3 Strategy - Major Gifts
Monthly Major Gifts
Strategy Session
1.Review Prospect List.
2.Evaluate where you stand.
3. Create next steps.
4. Assign clear responsibility.
http://www.gailperry.com/2010/11/ how-to-sabotage-or-save-your-major-gift-
program/
37
Fired-Up Fundraising
Planned Giving
Messaging Whiz
Claire Meyerhoff
. #4 Strategy - Planned Giving
Ask Engaging Questions
About Their Will
@gailperrync #AFPSA16
38
Ask Engaging Questions:
Is General Hospital in your will?
Instead of “Telling” your Donor: Remember General Hospital in your will.
You're engaging your donor with a question and triggering a more lively thought process. "Is it in my will? Really? Do I have a will?" People put the hospital in their will? " By begging a question, you're guiding the reader towards some kind of answer, and maybe the answer will be…."Yes.”
- Claire Meyerhoff
. #4 Strategy - Planned Giving
39
• Newsletter
• Annual report
• Appeal mailings
• Your Facebook page
• On a postcard mailed to top planned giving
prospects
• Consider making it into an ad and buying ad
space in a local paper or special-interest
publication.
. #4 Strategy - Planned Giving
Put Engaging Questions about
Bequests everywhere:
@gailperrync #AFPSA16
. #4 Strategy - Planned Giving
The Wealth Transfer is Happening!
• 35% of donors said they were willing to give
planned gifts or seriously consider it.
• Only less than 10% of people actually
assign a bequest in their wills.
http://sumac.com/ ~Penelope Burk
@gailperrync #AFPSA16
41
Stale Fresh
. #4 Strategy - Planned Giving
Increase the $$ from your
CURRENT donors by
3 or 4 times!
#5 Strategy: Monthly Giving
@gailperrync #AFPSA16
#5 Strategy : Monthly Giving
http://www.gailperry.com/2013/06/18-tips-to-create-a-wildly-successful-monthly-giving-program/
#6 Social Media Strategy
Crowdfunding!
@gailperrync #AFPSA16
Source: kimba.com
Source: kimba.com
#6 Crowdfunding
• New major donors!
• Raises money
• Grows awareness
• Gains new emails and social media
followers.
@gailperrync #AFPSA16
49
1. Identify donors and
followers who are
heavy social media
users.
2. Enlist them to be
special online
Ambassadors.
#6 Social Media Strategy: Crowdfunding
50
3. Invite them to promote
you online for special
projects.
4. Build a toolkit for them
with images they can
use and guides to peer
fundraising.
#6 Social Media Strategy: Crowdfunding
51
#6 Social Media Strategy
#6 Social Media Strategy
Master the 5 word ask!
53
# 7 Strategy for Fundraising Events
# 7 Strategy for Fundraising Events
A well-designed
“Fund a Need.”
# 7 Strategy for Fundraising Events
“Fund a Need.”
- Auctioneer skills
- Right message
- Single item or cause - Make the bids public
Simplify Your
Donation Form
In 2013, approx. 74% of online shopping carts were abandoned by shoppers. Read more: http://www.businessinsider.com/heres-how-retailers-can-reduce-shopping-cart-abandonment-and-recoup-billions-of-dollars-in-lost-sales-2014-4#ixzz3dEMkNJ8I
#8 Strategy for Website & Donation Page
Add
http://npengage.com/nonprofit-fundraising/boost-donor-acquisition-online-fundraising/
#8 Strategy for Website & Donation Page
Add Emotion to Your Donation Form
60
#9 Strategy for Your Board and CEO
Teach them how to open the door without
being pushy.
Why Do You Care About Your
Organization?
Ask your donor their
advice about your business plan.
Throw out your presentation! Ask for advice instead.
#10 Strategy for Transformational Gifts .
@gailperrync #AFPSA16
It’s in YOUR Hands!
top related