fired-up fundraising: turn your - amazon s3 › presentations_workshops_wgail › 2016... ·...
TRANSCRIPT
Fired-Up Fundraising: Turn Your
Board’s Passion into Action!
Gail Perry MBA CFRE
www. firedupfundraising.com [email protected]
TWITTER: @gailperrync #NPDSA16
Who Am I?
Gail Perry MBA CFRE
30 years (yikes!)
Blogger, coach, consultant
Duke, UNC-Chapel Hill fundraising
Author “Fired-Up Fundraising: Turn Board Passion
into Action”
AFP Fundraiser of the Year – Triangle Chapter
International speaker and workshop leader
#firedupFR
@gailperrync
Would You Like to Be An Ambassador?
Fundraising? “YETCH!”
Ambassador?
“What fun!”
@gailperrync
GET ALL MY POWERPOINTS HERE
Plus a Free Workbook:
Skyrocket Your Fundraising with a Major Gifts Program
http://www.gailperry.com/resources-afp-jacksonville/
Is This Your Board?
Is This Your Board?
Is This Your Board?
Is This Your Board?
6
Is This Your Board? Do You Have A Bored Board?
Is This Your Board?
Is This Your Board?
Is This Your
Board?
We All Want a Happy
Fired-Up Board!
The Mingle Exercise:
An Amazingly Powerful Tool
• Easy, low pressure
practice talking about
why they care.
• Build enthusiasm by simply
talking to each other.
Ask Board Bembers
Why They Care!
Why Do You Care About
Your Organization?
1. “Find a partner.
2. “Introduce yourself.
3. “Tell them why you care
about our organization.
4. “Listen to them tell you.
5. “You only have 30 seconds
each.
6. “When I call out, find
another partner.
How to Set Up the Mingle Exercise
Why Do I Care?
@gailperrync
As you go around talking to people,
be aware of five things:
1. Track what you are saying
and how it changes.
2. How are you impacted by
what you hear?
3. Is it easy or difficult?
4. Is it fun or miserable?
5. Observe the energy in the
room!
@gailperrync
Four Parts to the Elevator Speech
Part 1: What You Say
The “Why”
not the
“What.”
Four Parts to the Elevator Speech-
What did you hear that
really resonated?
Spread the Idea Virus
Sneeze Wherever You Go!
This is how you turn your board members into
“sneezers,”
spreading the BUZZ wherever they go.
How You Are Being
How You Are
Being
Matters Most
Part 2 of the Elevator Speech:
How You Are Being
• Energetic
• Enthusiastic
• Authentic
• Honest
• Personal
If you are all about money,
where will your energy be?
@gailperrync #NPDSA16
The Dark Side of Fundraising When you are all about money
Good Fundraising is NEVER about
MONEY
Good Fundraising is
NEVER
about
MONEY
Did Somebody Say the “F-Word?”
Did Somebody Say
the “F-Word?”
The Myth of Board Members and
Fundraising
23
Board Members’ Myths
about Fundraising
Fundraising
= Begging?
Do You Think Fundraising =
Rejection?
27
Fundraising = Cold Calls?
Part 3 of the Elevator Speech:
Turn It Into A Conversation
28
Why are you interested in our cause?
Your Donor Expects to do the
Talking
29
I love being listened to!
Can You Create Five Reasons
WHY Someone Should Give to
Your Cause?
• Being boring!
• Talking too much!
The Fundraiser’s Kiss of Death
Advice Visits:
If you want money ask for advice;
if you want advice, ask for money.
• Can I pick your brain?
• What do you think?
• I’d love your opinion.
Power Questions:
Asking for Advice
• Tell me what you think about. . .
• Please give me your guidance on . . .
• Can we brainstorm this idea?
• What should we do?
• How could we pull this off?
• Who should be involved?
Power Questions:
About Our Organization and Project
• What is your opinion of our organization?
• What do you think about our project?
• Do you think it’s a good idea?
• 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?
Steps in the Fundraising Adventure
THANK THANK
THANK AGAIN
CULTIVATE AND
INVOLVE
ASK FOR
SUPPORT
IDENTIFY
PROSPECTS
Many Roles for Board Members TIME AND ENERGY INVOLVED
in each step of the cycle
Part 4 of the Elevator Speech:
Request for Followup
“What kind of followup requests can you make?”
How Can You Followup?
1. Take them on site?
2. Meet staff? Meet
kids?
3. Lunch to discuss?
4. Advice visit coffee?
5. A meeting or event?
6. Something specific
to your friend’s
personal interest?
Your Elevator Speech: How to Open the Door Without Being Pushy
Part One: What you say
-why you think this is important
Part Two: How you say it
-cheerful, expansive, enthusiastic
Part Three: Create a conversation -ask “what are your impressions?” or
-ask for advice
Part Four: Create a follow-up next step
A Deep Discussion
40
A Deeper Discussion
Discussion: What Are We Really
Raising Money For?
Fire Up Your Board
Where Does The Money Go?
• A panel discussion or
interview format.
• Why does it cost so
much?
Fire Up Your Board 10 Terrific Questions to Discuss with Your Board
1. Why do we even need private
contributions anyway?
2. Why does it cost so much?
3. Where exactly does the money go?
4. Why does it take so much staff to do this
work?
5. How many kids are we helping in this
program?
Fire Up Your Board 10 Terrific Questions to Discuss with Your Board
1. About how much does it cost per person
helped?
2. What else do we really need?
3. How many people are we missing?
4. Can you tell me a story of someone
whose life was changed?
5. What would we do if we had an
additional $100k?
Wouldn’t It Be Wonderful If . . .
5 Easy Fundraising Jobs:
VIP Prospect List
Who are the 10 most
important people
who could catapult
your organization’s
financial future?
5 Easy Fundraising Jobs:
Advice Visits
• If you want
money, ask for
advice.
• If you want advice, ask for money.
5 Easy Fundraising Jobs:
Host Small Socials
1. Board member hosts
2. Free to invitees
3. No ask “It’s easy to get intimidated if you are asking someone for help. But inviting somebody to be part of something that you are proud of is easier.”
~Diane Paces-Wiles, former board member
5 Easy Fundraising Jobs:
Host Sizzling Tours
• Board members
invite their FRIENDS
• Board member
welcomes
• Call the next day:
– “What were your
impressions?”
5 Easy Fundraising Jobs
Thank You Calls to Donors
Will Directly Impact the Bottom Line
• 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.
• After 14 months, those called were giving 42% more.
~Donor Centered Fundraising, Penelope Burk
GET ALL MY POWERPOINTS HERE
Plus a Free Workbook:
Skyrocket Your Fundraising with a Major Gifts Program
http://www.gailperry.com/resources-afp-jacksonville/
Many More Resources at FiredupFundraising.com
• Top 10 Things to Understand About How Fundraising Really Works Today
• 5 Clues Your Fundraising is Headed Downhill
• Fundraising is not about Money (Shocker!)
• Why Board Members Love Advice Visits
• Does Your Organization Really Support Fundraising? Take This Simple Quiz
• Easy Elevator Speech Exercise for Your Board
• Listen Your Way to the (Major) Gift
• 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
• 20 EASY Ways Board Members Can Cultivate Donors
• 10 Easy Ways Board Members Can Raise Money
• 12 Ways to Liven Up Your Board Meetings —and Your Board
Gail Perry MBA CFRE twitter: @gailperrync
54
Try These Ideas and This Is
What You Will Get! “It was such a thrill to see the body language and faces of our
board members change from reservation, reluctance, and
uncertainty to smiles, laughs and excitement.”
— Abby Johnston,
Director of Development, Saint Mary’s School, NC