league of women voters presenter: kim klein klein and roth consulting kim@kleinandroth.com kim klein...

League of Women Voters

Presenter: Kim KleinKlein and Roth Consultingkim@kleinandroth.com

Kim Klein is a fundraiser and trainer . She is the author of Reliable Fundraising in Unreliable

Times,and the classic Fundraising for Social Change, (now in its 6th edition). Kim has provided training and consultation in all 50 United States, 5 Canadian provinces and 21 other countries.

She is a member of the Building Movement Project and lives in Berkeley, CA

Focus on one question: What does the organization want back for the time and $ they are spending?

Money New Donors Happy donors Legacy donors Advocates Volunteers Visibility

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TOTAL GIVING:  $316.23 billion  Individuals:   $228.93      73% Bequests:          23.41        7% Foundations     45.74      14% Corporations    18.15        6%

Source: Giving USA

Most people: 70% of adults give away $$ Give to 5-10 organizations each year, most

of which are fairly similar Equal numbers of men and women 60% of all money given away comes from

families with incomes of $90,000 or less # 1 reason people make a donation:

someone asked them #1 reason people keep giving: someone

thanked them

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Invite the first gift: (mail, on-line, special events, thank yous)

Invite the donor to give over and over: mail, phone, e-alerts, signature events, personal notes on letters, thank you notes

Invite the donor to give thoughtfully: (personal calls, visits,

personal asking)

Invite a legacy gift (bequest): information repeated over time in various ways.

Goal: money and people Apprpropriate strategies Volunteers Strong “back office” support

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One Thing Will Never Change:

Personal face to face Asking will always be the most successful

strategy

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Nothing takes the place of face to face asking

1. Success is askingFundraising is a volume

business

Tip: Create a visual, such as a thermometer, which shows

# of asks completed

2. Be OK with NOPeople say no. “No” has nothing to do with

you. People say no because: They have too much else on their minds They have given already to someone else They don’t have the money

“I’ll get back to you.” “I have to ask my partner/spouse.” “I haven’t had time to look at your

information”“Send me something in the mail” “I’ll look at your website and give on-line”“I’m giving to so many other things right

now.” “Yes, I’ll send something” (which never

happens.)

3. Believe in your cause What you believe in must

be bigger than what you are afraid of.

Pick an image of your work and lead with that.

4. Ask some people. Don’t ask everyone.In general, don’t ask people who:• you know will give only so that they can

ask you for their cause,• owe you a favor,• you don’t like,• really don’t want to

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Go from this:“Please, please, please…”

To this: “I think you would be interested….”

Use a combination of letter/e-mail, phone call and face to face to face meeting

People have a lot going on in their lives, and they put down your letter or they delete your e-mail.

Not responding is does not mean “no.”

Have ready: Opening sentence Message for VM Most exciting thing

about the project Where are you toward

the goal? How much do you

want?

Stop and THINK: Who is this donor? What are you

interrupting? Are you prepared to

hear yes? No? Questions?

Have ready: Stories Statistics, including

comparisons Philosophical reasons

why this is important Responses to common

objections and questions

Budget and fundraising success so far

Keep in mind: The donor/s agreed to

see you They already like your

organization Appreciate what they

have done already, and reassure them it is enough

Invite them to stretch and do more

Prepare for Objections:

“ That’s a good question”

“ I have had that same feeling”

“ What would you advise us to do differently?”

“ Would you be willing to give when...?”

“How shall we leave this today?

PRACTICE PRACTICE PRACTICE

Dear Friend, It’s December again, and if you’re like me, you are

wishing you had started your holiday shopping earlier. Buying presents for friends at this time of year can be fun, but if you’re short on time or ideas, it can be nerve-wracking. Some friends are particularly hard to give gifts to because they don’t seem to need or want anything. Should I get them another CD? Another book? Another piece of pottery?

This year I have decided to give many people on my holiday list a glimpse into Oceans Forever. I serve on the board and donate money and time to this group because I am convinced that the work we are doing is making a difference. I know my friends want to make a difference also, so I am giving Oceans Forever a gift in their name.

Do you want to join me? Simply send us a donation in the name of a friend, family member, or co-worker. We will send them a lovely card telling them about your gift.

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The minimum gift is $15, but you can give any amount above that. I have given what I would have spent on a present for each of my friends. You can give as many or as few gifts as you wish.

A donation to Oceans Forever in the name of a friend is perfect for someone who:

• knows how important oceans are; • appreciates an effective organization; • is interested in what you are up to these days. I hope you will join me in giving your friends a healthy

ocean. Just go online or use the enclosed form by December 15 so that we can let your friends know of your gift.

Best wishes for the holiday season,Mary Goodboardmember

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This is a great idea! Save time and oceans too! I’d like to give $___ (minimum $15) for each of the following people:

1. Name______________________________________________________ Address ___________________________________________________ Message: (up to 20 words)__________________________________

2. Name____________________________________________________ Address__________________________________________________ Message: _______________________________________________

3. Name_____________________________________________________ Address___________________________________________________ Message:__________________________________________________

Total enclosed: $__________Use additional sheets as needed or go on-line to www.oceans\gifts (Name, Address, etc. Payment options)

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Create a script for people to use. Most of the time you will be leaving a message.

MESSAGE“Hello, this is Daryl Dogood. I’m a volunteer

with Friends of the Friendless. I’m calling to follow up on a letter we sent recently asking you to renew your support for our work. You have helped us in the past and we could use your help again.

Please take a moment to review the letter or go to our website: www.Friendsof.org for a description of what we have done and what we are planning. Thanks for your part in all of it—we look forward to hearing from you.”

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“This is Wanda Volunteer from Friends of the Friendless. Do you have a moment to talk right now?

(If yes), “I’m following up on a letter we sent recently. I know everyone is swamped with appeals, but I wonder if you remember it?”

(If yes,) “Do you have any questions or comments about our work—including criticisms or suggestions?

(If yes, then discuss. If no,) “Can you help us again this year with a gift of $___?”

Use this as a chance to verify address and phone number. If the person says they would rather not be phoned in the future, make a note of that in your record, and in their thank you note.

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If you reach someone, send a thank you note: “thanks for taking the time to talk with me this evening. We all so appreciate your pledge of $50. I’ve enclose an envelope in case you can’t find the one we sent.”

OR: “Thanks for taking the time to talk with me this evening. I appreciate your willingness to think about making a year end gift. And, once again, thanks for your past support.”

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Each phone volunteer should have a spreadsheet with columns as follows:

Donor: Last Gift: Summary of Giving: Phoned: Summary of Call:

NameAddressPhone: Donor: Last Gift: Summary of Giving: Phoned: Summary of

Call:

NameAddressPhone:

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As many as 90% of on-line donations are made in December and as many as 90% of those are made Dec 30-31!

Create an e-appeal to be sent to all donors you have e-mail addresses for.

Send on Dec 22, Dec 27 and Dec 30. Suppress names of respondents.

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Segment into those who need: a personalized holiday card a special invitation to your Open House to be called and thanked or asked visited and thanked or asked

Form a committee of three-four people (at least two board members) and assign yourselves the task of taking care of three major donors a week from now through Dec. 30

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Call your current donors and thank them.• Write a brief message which the caller can

memorize to leave on voice mail• Prepare a few FAQs and talking points for when

the caller reaches a real person

People are very pleased with these calls, and it will show up in increased renewal rates next year.

Perfect strategy for the shy board member

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“Hello, this is Vincent Volunteer calling from the Affordable Housing Coalition. I’m calling to thank you for your support over this past year and wish you happy holidays. We had many accomplishments this year, but two stand out:

--Passing a rent control ordinance that was supported by both renters and progressive landlords

--Creating a loan fund with zero interest and 12 months to pay to enable poor families to put down deposits on apartments and homes. We’ve made 200 loans since April.

Your donations helped make all this possible. Thank you again.”

Volunteers need to practice saying this slowly and clearly. www.kleinandroth.com

People for Everything Good Needs: Cash donations Coffee Urn for Community Meetings Sturdy Bookshelves, any size Ergonomic office chairs Toys for Children’s Area New fax machinePlease contact Meryl at 433-221-1112 or write:

info@goodgroup.org

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If I found out about your organization from --your website, --your e-newsletter--a friend--a special event--dropping by your office

Would I know that you raise money from people like me?

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Ideally this includes the board, but does not need to only be board members.

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Keep your spirits up by: Making your own gift first Keeping current on stories that make you proud of your organization Remembering that if you ask enough

people, you will raise your money.

Magazine and e-newsletterGrassroots Fundraising Journalwww.grassrootsfundraising.orgBooks by Kim KleinReliable Fundraising in Unreliable TimesFundraising for Social Change Other recommended books: Working Across Generations by Robby Rodriquez,

Frances Kunreuther and Helen KimAccidental Fundraiser by Stephanie Roth and Mimi

HoOrder from www.josseybass.com or your local bookstore