courting major donors jacque schultz sr. director, aspca equine fund
DESCRIPTION
Who Are Your Major Donors? Analyze last year’s donations: How many donors? What was the median size of the gifts you received? How often did they give? Identify the top 20% of donors & gift sizeTRANSCRIPT
Courting Major Donors
Jacque SchultzSr. Director, ASPCA Equine Fund
Twenty percent of your donors
will provideEighty percent
of your donor revenue
Who Are Your Major Donors?Analyze last year’s donations:• How many donors?• What was the median size of the gifts you received?•How often did they give?•Identify the top 20% of donors & gift size
Past Donors Are Your Best Bet for Future Giving…
…As Long as You Do 2 Things
1. Thank them properly
2. Tell them how their money has been spent
Courting Is a Process•Identify targets & timeline
•Determine a common link
•Research targets
•Let the courting begin...
Courting a Major Donor1. Invite them to a
major event2. Next, a meet & greet3. The Call: Answers &
Advice4. Private Tour?
Volunteer Opportunity?
5. The ASK
The ASK1. Small talk
2. Brief review of why support is necessary
3. Ask for the amount
4. Wait for a response
5. Respond accordingly
Yes, No or Maybe…an exercise
1. Break into groups of 4 and then pair up.2. Determine who will be the common link and who will
be the ED, divvy up parts & practice what you’ll say.3. Re-join & determine which team will make the ask
and who will be the donor prospect. 4th person serves as observer to provide feedback.
4. Make the ask.5. Determine next steps.6. Report out to room.
Becoming Engaged• Letter of Intent
•Thanks
•Promotion of Gift
•Report
•The Next Ask