Secrets of Long-Term Sustainable Fundraising

how to develop donors who stick with you for the long run!

North Penn Nonprofit Academy

October 18-19, 2010

1

#5 Give Them Social Time Why Do You Care About Your

Organization?

18

1.What you say2.How you say it3.Get a reaction•Request for followup

The Elevator Speech

“Gail, I am putting some of your ideas into action….

At our last Trustee meeting, I asked, “What legacy do you want to leave from serving on this board?”

Well, you would have thought I had opened the flood gates. One man told us about his cousin in hospice . . . and how we helped his family through that terrible time.

This turned out to be the best meeting we've had so far on with this group in the last 3 years!

This is a wonderful and satisfying change for the better.”

Laurie Taylor, Lower Cape Fear Hospice Foundation

Great Results!

16

SNEEZE (the viral message)wherever you go!

A Deep Discussion

18

A Deep Discussion

#2 What are we raising money for?

8

How Nonprofits Present Their Case

9

Don’t Muddle Your Case

10

Fundraising’s

Dirty Little Secret:

Donor

ATTRITION

39

After their gift,

do your donors fall into

the “Donor Abyss?”

12

What Do Today’s Donors Want?

• Local causes

• Clear Results

• Low FR Costs

• Don’t ask too often

21

A Word

About

Nonprofit BOARDS

14

Mention the “F Word”

8

Most Board Members’

Definition of Fundraising

9

10

They Think Fundraising = Cold Calls

Board Members Think Fundraising = Rejection

11

Is This Your Board?

15

Is This Your Board?

Is This Your Board?

23

Is This Your Board?

Is This Your Board?Is This Your Board?Is This Your Board?

25

Is This Your Board?Boring Meetings = A Bored Board

High Level People

Doing Low Level Work?

27

A Board Member Deserves

a TERRIFIC Experience!

Mission Moments: Give Board Members a Direct Personal Experience

Fundraising is a Cycle

THANK THANK THANK AGAIN

CULTIVATE AND INVOLVE

ASK FOR SUPPORT

IDENTIFY PROSPECTS

31

Time and Energy Spent in Each Part of the Fundraising Cycle

32

33

6 HAPPY PRINCIPLES

of Fired Up Fundraising

KEEP YOUR DONORS!

34

A Revolutionary Idea

We’d rather have

FRIENDS than

donors!

35

When the Going Gets

Tough, Where Will Your

Friends Be?

37

38

1. Make FRIENDS First

Friends are more important to your cause than donors.

Create a VIP Friends List

Who are the 10 most important

people who could catapult your organization?

2. Change the world with your energy!

3. Inspire with VISION

“Wouldn’t it be wonderful if . . .

43

4. Spread Optimism and AbundanceAround

5. Ask for ADVICE

• If you want money,

ask for advice.

• If you want advice,

ask for money.

Advice Visits

“I've been having a great time contacting various business leaders asking for their coaching/opinion on making the Grand Canyon Chapter of the Red Cross a success.

I briefly outline the reasons I serve on the board, what the Red Cross does in our community, and ask what successful practices they have seen on other charitable boards.

The response is great. They are interested in the Red Cross and want to have on-going dialogue! It's about relationships...... Thanks again, Gail

Karen Mildenhall, Chair-Elect Phoenix Red Cross

6. Invite FEEDBACK

“What are YOURimpressions?”

47

Thank You Calls to Donors

• The next solicitation, those called gave 39% more.

• After 14 months, those called were giving 42% more.

Donor Centered Fundraising,

Penelope Burk

• One out of 10 gifts, board members made thank you calls 24 hours after receiving the gift.

40

Successful Fundraising in a Tough Economy

“Persistence is key especially when budgets are tight”

-NC Congressman Bob Etheridge upon giving one of my clients a check for $1 million

Your Resources October 25 Webinar: Secrets to “Managing Up” – How to Gently Lead your Board To Do What You

Need Them To Do

CALL TO ACTION!

Sign up for Gail’s NEWSLETTER

www.gailperry.com

LinkedIn, Facebook and Twitter

50