[Major Gift Webinar] Analyze This: How Major Gift Donor Meetings Work

ANALYZE THIS: HOW MAJOR GIFT DONOR

MEETINGS WORKPresented by

Peter J Heller

March 17, 2016

Peter J Hellerpeter@peterjheller.com

MAJOR GIFT DEFINITIONS From Individual Donors

Dollar Amount Varies

20% Donors = 80% Support

Exist with/without Capital Campaign

1. Get Organized

3 Easy Steps to Asking for Major Gifts from Individuals

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

1. Get Organized 2. Schedule Your Meetings

3 Easy Steps to Asking for Major Gifts from Individuals

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

1. Get Organized 2. Schedule Your Meetings3. Meet and Ask for the Gift!

3 Easy Steps to Asking for Major Gifts from Individuals

…and repeat

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

3 Concepts to Understand

Step 3:  Meet and Ask for the Gift “Deep Dive”

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

1. Not all major gift donor meetings have the same purpose.

3 Concepts to Understand

Step 3:  Meet and Ask for the Gift “Deep Dive”

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

1. Not all major gift donor meetings have the same purpose.

2. Calibrate the Stage in your donor relationship

3 Concepts to Understand

Step 3:  Meet and Ask for the Gift “Deep Dive”

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

1. Not all major gift donor meetings have the same purpose.

2. Calibrate the Stage in your donor relationship3. Match your meeting to the Stage

3 Concepts to Understand

Step 3:  Meet and Ask for the Gift “Deep Dive”

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

QUALIFY

CULTIVATE

SOLICIT

CLOSE

STEWARD

DROP, DEFER, RE-SOLICIT

Stages of Donor Engagement

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

Meeting #1

Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

1. Establish a rapport with the potential donor

Meeting #1

Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

1. Establish a rapport with the potential donor2. Learn about their interests and ideas – LISTEN!

Meeting #1

Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

1. Establish a rapport with the potential donor2. Learn about their interests and ideas - LISTEN3. Describe the exciting work being done at your

organization

Meeting #1

Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

1. Establish a rapport with the potential donor2. Learn about their interests and ideas - LISTEN3. Describe the exciting work being done at your

organization 4. Explain that in the future you would like to

discuss possible support

Meeting #1

Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

1. Establish a rapport with the potential donor2. Learn about their interests and ideas - LISTEN3. Describe the exciting work being done at your

organization 4. Explain that in the future you would like to discuss

possible support 5. Ask for another meeting to continue to talk

Meeting #1

Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

Meeting #2

Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

1. Check in on what’s new with the potential donor

Meeting #2

Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

1. Check in on what’s new with the potential donor 2. Give an update on your organization

Meeting #2

Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

1. Check in on what’s new with the potential donor 2. Give an update on your organization 3. Make your ask

Meeting #2

Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

1. Check in on what’s new with the potential donor 2. Give an update on your organization 3. Make your ask 4. Establish the next step

-- A written proposal, a phone call, meeting with spouse/partner, etc.

Meeting #2

Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

Meeting #3

Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

1. Discuss your proposal

Meeting #3

Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

1. Discuss your proposal2. The donor says yes.

Meeting #3

Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

Get our Free Tools for Major Gift Fundraising!Go to: peterjheller.com/freetoolsPeter HellerFundraising Consulting Major Gift Programs, Campaigns, Feasibility Studies, Training peter@peterjheller.com

www.peterjheller.com

Your Questions

ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK