The Donor’s Check ListThe Donor’s Check ListFor Continuing SupportFor Continuing Support

Donors Have ChoicesDonors Have Choices

1. GuideStar places the number of non-profits at 1.8 million – that’s up 115% since 1996.

2. According to the USPS (03/09) 199.4 billion pieces of mail were delivered in FY 07 – over half was direct mail.

3. It’s the economy, stupid!

Is It Spiritual?Is It Spiritual?

April 13, 2009

Is It Spiritual?Is It Spiritual?

1. Church attendance growth rates jumped 50% during periods of recessions – “Praying for Recession” 2008 Texas State University. (NY Times 12/14/08)

2. Nearly two in three pastors (62%) report more people from outside their church asking for help, and nearly a third (31%) see more such requests from church members, according to LifeWay Research. (USA Today 3/29/09)

3. Eighty-two percent (82%) believe that Jesus Christ was the son of God who came to Earth and died for our sins. (Rasmussen Reports 3/08)

4. GivingUSA reports 2007 giving with nearly 35% of all donations (3x the largest) to religion. And 75% of all giving comes from individuals. (NPTimes 7/1/08)

Is It Spiritual?Is It Spiritual?

1. Being Spiritual Must Be Honest

• Remember the “Seven sons of Sceva”? Acts 19

2. Being Spiritual Should Not Be Manipulative

• Don’t Threaten People with Eternal Damnation or the False Hope of a Blessing

3. Being Spiritual Need Not Be Evangelistic

• What is the purpose of Direct Mail? Education? Evangelism or Fundraising?

Is It Personal?Is It Personal?

1. Cancer Survivors Generally support Cancer Causes!

2. So What About the Mission?

• Issues include poverty, homelessness, addictions, mental illness, low self-esteem, alcoholism, etc.

3. Using Personality to make it Personal

• Tell a Story

• Use Strong Photos

• Write Like You Talk

• Be “First-Person” in Writing

Is It Necessary?Is It Necessary?

1. Donor Confidence is on the rise…according to Campbell Rinker Research. (DonorSpeak e-Letter 05/09)

2. The same study reported a sharp increase of arts donors who said they will give less in 2009 compared to 2008.

3. The Decreasing Discretionary Income = gross income – taxes & essentials – or about 15% of household income. (Bureau of Labor)

4. Create Urgency!

Is It Trustworthy?Is It Trustworthy?

For U.S. charities, a crisis of trustScandals, accountability problems combine to undermine public support…msnbc.com

Is It Trustworthy?Is It Trustworthy?

1. Be Open & Honest.

2. Have an Employee Manual & Conflict of Interest Policy.

3. Conduct Annual Audits and Make Them Available.

4. Put Your Mission Financials Online.

• What Percent of Funds Go To Program?

5. Be a “Certified” AGRM Member Mission.

6. Invite Donors on Tours.

7. Have a Strong Volunteer Program.

8. What About the Watchdogs – EFCA, AFP, GuideStar, Charity Navigators, Wall Watchers, Be Wise (BBB), etc?

Is It Trustworthy?Is It Trustworthy?

1. Prospect Trust / The 1st Gift Hurdle

• Public Image, Reputation, Financials, Associations…

2. Donor Trust / Continued Giving

• Acknowledge, Recognize, Thank, How Was Money Used, Why Continued Gifts Are Needed, Tone, Other Ways to Help

3. Donor Confidence Index

• Has not wavered during the economic challenge (Campbell Rinker Research)

Is It Valuable?Is It Valuable?

1. (WIIFM) What’s In It For Me?

• Donors Still Want Something for Their Money

• Premiums and Trinkets

2. The Bargain Hunters

• Thanksgiving Dinner for $$$

3. Doing the Most Good

4. Double The Benefits

• Matching/Challenge Gift Opportunities