How Board Members Can

Help You Go Over Goal This

Year-End!

Gail Perry, MBA | CFRE

FiredUpFundraising.com

GP@GailPerry.com

@GailPerryNC

Who Am I?

• 30 years

• Blogger, coach, consultant

• Duke University and UNC-Chapel Hill

fundraising

• Author “Fired-Up Fundraising: Turn Board

Passion into Action”

• Raised hundreds of millions

• Top 30 Fundraising Experts in America

• International speaker and workshop

leader

How Board

Members Can

Help Your

Nonprofit Go Over Goal!

Our Agenda

1. Year-end strategies for right now.

2. Attitude adjustment!

3. What’s at stake?

4. Board Member’s Guide to Fundraising.

5. 10+ jobs for board members to help

you catapult over goal.

III. Profiling Your Major Donor

Best Year-End Strategy: Focus on Donor Renewals

You have

• less than 2% chance of gift from new

donor,

• 20-40% chance from lapsed donor,

• 60-70% from an active donor.

~Fundraising Guru

Roger Craver

Make Your Own Enthusiastic

Commitment. Attitude Adjustment for Board

Members

Your Year-End Fundraising is

NOT About the Money!

Photo courtesy of Interfaith Prison Ministry for Women

If you are all about money, where will your energy be?

Board Members Think Fundraising

is “Cold Calls”

Donors Strangers

13

Fundraising Cold Calls

What Is Our Job as Board Members?

If we don’t cheerfully share our message, who will?

What Is Our Job as Board Members?

Board Members are stewards of

your organization.

A Deep Discussion

17

How Much Money Is On The

Table Right Now?

Help Them See What’s at Stake

What’s

at

stake?

http://www1.networkforgood.org/digitalgivingindex

A great

opportunity at

the end of the

year.

What to

expect at

the end of

December!

http://www1.networkforgood.org/digitalgivingindex

Our Course Objectives

• Help you introduce your board members to their fundraising roles

• Explore ways they can assist in fundraising

• Learn best practices about 21st century fundraising

• Coach you to get the most out of your board members

• Coach you in effective governance practices

• Enable and support board teams to take on specific fundraising roles

It Takes a Full Organizational Commitment

10 Rules for Success Every

Board Member Should Know Video education series

gailperry.com/boardguide

Discount Code: BOARDMEMBER30

The Beauty of Setting Target

Benchmarks • Educate your leaders about what’s important

• “What gets measured gets done”

• Gives your leaders a way to judge effectiveness of

fundraising

Help board members

understand how

fundraising works today –

gain their support, buy-in

and help gailperry.com/boardguide

Discount Code: BOARDMEMBER30

Your Board Members Will Learn

How they can help in major gifts.

How to build a culture of philanthropy.

Why they need a fundraising strategy.

Their fundraising roles and responsibilities

Easy ways they can help without having to

solicit their friends.

How to help build donor loyalty.

Why they should make their own gift.

Gailperry.com/boardguide

Discount code BOARDMEMBER30

gailperry.com/boardguide

Discount Code:

BOARDMEMBER30

Specific jobs for board

members this YEAR-END

Make Your Own Enthusiastic

Commitment.

1. Make Your Own Enthusiastic Commitment!

© Gail Perry, 2014

Encourage the Other Board Members to Make Their

Generous Gifts “

III. Profiling Your Major Donor

Summary -- Personal Giving

A. Make your own generous gift.

B. Encourage all board members to

give generously.

III. Profiling Your Major Donor

2. Phone Calls

© Gail Perry, 2014

A. Phone Calls - Renewals “We’re hoping you’ll hop on the bandwagon again!”

“The kids need you this year!”

“Hope you can join us again this year!

“Our year-end campaign is focusing on xxxx and I thought you

might want to join us again!

© Gail Perry, 2014

B. Phone Calls: No-Ask Thankathon

Sample No-Ask Thankathon Script

“Just Calling To Say

Thank You!

“I’d love to hear why you chose to

give.

“What inspired your gift?

III. Profiling Your Major Donor

Summary -- Phone Calls

A. Donor Renewals

B. No –Ask Thankathon .

III. Profiling Your Major Donor

3. Mailings and Emails

A. Very personalized renewal

letters or emails to those who’ve

not renewed yet.

B. Follow-up letters or emails

after the first appeal letter:

• Boosts overall response 15-25%

• Brief

• Reply card

• “We haven’t heard from you

yet!

Plan Plenty of

Reminders

People Are Busy

Multiple Asks Are

OK!

III. Profiling Your Major Donor

Summary – Mailings and Emails

A. Donor Renewals –

B. Follow-up Letters

C. Send letters and emails to

your friends.

III. Profiling Your Major Donor

4. Personal Visits With Donors

“Face to face and phone will

always do much better than

online and mail fundraising.”

A. Visit Last Year’s Major Donors –

Ask Them to Renew.

B. Drop off a holiday card or gift.

III. Profiling Your Major Donor

Summary – Personal Visits

A. Major Donor Renewals –

very personalized

B. Drop Off Holiday Card or

Gift

III. Profiling Your Major Donor

5. Social Media

Make your own generous gift.

Encourage all board members to give

generously.

46

Share

posts and

ask your

friends to

help!

III. Profiling Your Major Donor

Summary – Social Media

A Share posts about your

organization.

B. Ask your friends to help.

C. Ask friends to be social media

ambassadors.

D. Let everybody know the goal.

III. Profiling Your Major Donor

6. Host an Event.

Volunteer to Help

Fundraising.

Invite

supporters

and friends

for a

volunteer

experience.

(ask at the

end)

A. Holiday gathering in honor of your

cause. (soft ask)

B. Gathering for everyone who has not

yet renewed their gift. (specific ask

to renew)

C. Volunteer experience.

Summary - Events.

Cheerfully check

in with your

corporate and

foundation

contacts. (with something

specific that may

interest them)

Check in with government

officials. (something specific)

Board Members Guide To

Fundraising:

10 Rules For Success Every Board

Member Must Know

Gailperry.com/boardguide

Discount code BOARDMEMBER30