how to build your major gifts pipeline to create a stronger ......how to create your mid-level donor...

How to Build Your Major Gifts Pipeline to Create a Stronger Prospect Pool and Make More

Asks! Presented by: Vanessa Chase

Slide + Bonus Materials:

http://bit.ly/midleveldonors

Vanessa Chase

Fundraising and Communications Strategist

www.TheStorytellingNonprofit.com

Over $10 million raised

But there was a problem. . .

300 New Major Gifts Prospects!!

25% Increase in Revenue!!

Let’s Get to Know Each Other!

Our Agenda Today! •  The biggest challenges of growing a major gifts

program •  What a mid-level donor portfolio is and why it is

the best way to grow your fundraising program •  How to set up your mid-level donor portfolio -

including segmentation and data management •  Tips for successful donor prospecting •  How to begin more intentional engagement with

the mid-level donor segment •  How to build relationships with mid-level donors •  Ideas for moves management and upgrading gift

levels

What Is a Mid-Level Donor? Program?

It’s Whatever You Define It To Be!

The Challenges

Who is going to manage the mid-level donors?

Keeping the segment manageable

Moves Management

Your donors might be startled!

What’s been the biggest challenge for your non-profit ?

The Benefits

Your BEST Major Gift Prospects Are Already in Your Database!

Higher Return on Investment

It’s Not About Making Asks!

How to Create Your Mid-Level Donor Program

Slides and Bonus Material: http://bit.ly/midleveldonors

How to Create Your Mid-Level Donor Program - Step #1

Find Your Segment

Define your threshold


Find Your Bottom


Total amount of gift given between (top) and (bottom) Year = 2013, Jan 1 to Dec 31 Does not have a solicitor Is not deceased


Organize Your Data

How to Create Your Mid-Level Donor Program - Step #1 and #2

Action Items •  Build your query and run it •  Decide if the volume is

manageable •  If not, adjust your bottom number

until it works for your organization •  Decided on a way to “tag” the

segment


Setting up the Infrastructure


Setting up the Infrastructure

Moves Management


Process Documentation


Developing Your Approach


How many touch points did they receive in

the last year?


Webinar Bonus: Mid-Level Donor Plan Template

Bonus Materials: http://bit.ly/midleveldonors


Implementing Your Approach


Webinar Bonus: Phone Call Scripts

Bonus Materials: http://bit.ly/midleveldonors


•  Are they increasing their giving without

further prompting •  Are they married? Do they have kids? •  How long have they been giving •  How have they reacted to you connecting

with them? •  What are their philanthropic goals?

How to Create Your Mid-Level Donor Program - Step #6 Upgrading Your Prospects



Have a conversation about their giving: •  You’ve been giving for a long time and we’re so

appreciative of your partnership. Have you been satisfied with how your gifts have been used?

•  Have there been any projects that have really resonated with you? Or perhaps a certain part of our work?

•  Have you ever considered making a more significant gift?


If they say yes. . . •  What’s prevented you from making that gift? •  What are your philanthropic goals? •  How can I help you realize them?


If they say no . . .

•  “Part of my job is ensuring that our donors feel like they are having a great philanthropic experience with our organization, so I was just asking to see if there was some way that we could better meet your needs.”

•  “We have a couple of really great projects coming up and we’re looking for a few key philanthropic partners to help us gift them off the ground. As someone who has been a donor for a number of years, I thought that something like this could be an opportunity you might want to consider.”

How to Create Your Mid-Level Donor Program - Recap

•  How to create your mid-level donor segment •  Ideas for managing the data and the program •  Building an engagement plan •  How to break the ice and build better relationships •  Ideas for cultivation and upgrading

Final Thoughts

Focus on getting to know your donors and taking good care of them.

What’s your #1 takeaway from today’s webinar?

Thank you for joining us today!

Questions after the webinar?

Email: [email protected]

Twitter: @vanessaechase

Slides and Bonus Materials: http://bit.ly/midleveldonors

how to build your major gifts pipeline to create a stronger ......how to create your mid-level donor...

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