how board members can help you go over goal this year-end! · best year-end strategy: focus on...
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How Board Members Can
Help You Go Over Goal This
Year-End!
Gail Perry, MBA | CFRE
FiredUpFundraising.com
@GailPerryNC
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Who Am I?
• 30 years
• Blogger, coach, consultant
• Duke University and UNC-Chapel Hill
fundraising
• Author “Fired-Up Fundraising: Turn Board
Passion into Action”
• Raised hundreds of millions
• Top 30 Fundraising Experts in America
• International speaker and workshop
leader
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How Board
Members Can
Help Your
Nonprofit Go Over Goal!
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Our Agenda
1. Year-end strategies for right now.
2. Attitude adjustment!
3. What’s at stake?
4. Board Member’s Guide to Fundraising.
5. 10+ jobs for board members to help
you catapult over goal.
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III. Profiling Your Major Donor
Best Year-End Strategy: Focus on Donor Renewals
You have
• less than 2% chance of gift from new
donor,
• 20-40% chance from lapsed donor,
• 60-70% from an active donor.
~Fundraising Guru
Roger Craver
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Make Your Own Enthusiastic
Commitment. Attitude Adjustment for Board
Members
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Your Year-End Fundraising is
NOT About the Money!
Photo courtesy of Interfaith Prison Ministry for Women
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If you are all about money, where will your energy be?
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Board Members Think Fundraising
is “Cold Calls”
Donors Strangers
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13
Fundraising Cold Calls
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What Is Our Job as Board Members?
If we don’t cheerfully share our message, who will?
What Is Our Job as Board Members?
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Board Members are stewards of
your organization.
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A Deep Discussion
17
How Much Money Is On The
Table Right Now?
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Help Them See What’s at Stake
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What’s
at
stake?
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http://www1.networkforgood.org/digitalgivingindex
A great
opportunity at
the end of the
year.
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What to
expect at
the end of
December!
http://www1.networkforgood.org/digitalgivingindex
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Our Course Objectives
• Help you introduce your board members to their fundraising roles
• Explore ways they can assist in fundraising
• Learn best practices about 21st century fundraising
• Coach you to get the most out of your board members
• Coach you in effective governance practices
• Enable and support board teams to take on specific fundraising roles
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It Takes a Full Organizational Commitment
10 Rules for Success Every
Board Member Should Know Video education series
gailperry.com/boardguide
Discount Code: BOARDMEMBER30
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The Beauty of Setting Target
Benchmarks • Educate your leaders about what’s important
• “What gets measured gets done”
• Gives your leaders a way to judge effectiveness of
fundraising
Help board members
understand how
fundraising works today –
gain their support, buy-in
and help gailperry.com/boardguide
Discount Code: BOARDMEMBER30
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Your Board Members Will Learn
How they can help in major gifts.
How to build a culture of philanthropy.
Why they need a fundraising strategy.
Their fundraising roles and responsibilities
Easy ways they can help without having to
solicit their friends.
How to help build donor loyalty.
Why they should make their own gift.
Gailperry.com/boardguide
Discount code BOARDMEMBER30
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gailperry.com/boardguide
Discount Code:
BOARDMEMBER30
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Specific jobs for board
members this YEAR-END
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Make Your Own Enthusiastic
Commitment.
1. Make Your Own Enthusiastic Commitment!
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© Gail Perry, 2014
Encourage the Other Board Members to Make Their
Generous Gifts “
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III. Profiling Your Major Donor
Summary -- Personal Giving
A. Make your own generous gift.
B. Encourage all board members to
give generously.
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III. Profiling Your Major Donor
2. Phone Calls
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© Gail Perry, 2014
A. Phone Calls - Renewals “We’re hoping you’ll hop on the bandwagon again!”
“The kids need you this year!”
“Hope you can join us again this year!
“Our year-end campaign is focusing on xxxx and I thought you
might want to join us again!
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© Gail Perry, 2014
B. Phone Calls: No-Ask Thankathon
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Sample No-Ask Thankathon Script
“Just Calling To Say
Thank You!
“I’d love to hear why you chose to
give.
“What inspired your gift?
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III. Profiling Your Major Donor
Summary -- Phone Calls
A. Donor Renewals
B. No –Ask Thankathon .
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III. Profiling Your Major Donor
3. Mailings and Emails
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A. Very personalized renewal
letters or emails to those who’ve
not renewed yet.
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B. Follow-up letters or emails
after the first appeal letter:
• Boosts overall response 15-25%
• Brief
• Reply card
• “We haven’t heard from you
yet!
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Plan Plenty of
Reminders
People Are Busy
Multiple Asks Are
OK!
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III. Profiling Your Major Donor
Summary – Mailings and Emails
A. Donor Renewals –
B. Follow-up Letters
C. Send letters and emails to
your friends.
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III. Profiling Your Major Donor
4. Personal Visits With Donors
“Face to face and phone will
always do much better than
online and mail fundraising.”
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A. Visit Last Year’s Major Donors –
Ask Them to Renew.
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B. Drop off a holiday card or gift.
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III. Profiling Your Major Donor
Summary – Personal Visits
A. Major Donor Renewals –
very personalized
B. Drop Off Holiday Card or
Gift
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III. Profiling Your Major Donor
5. Social Media
Make your own generous gift.
Encourage all board members to give
generously.
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46
Share
posts and
ask your
friends to
help!
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III. Profiling Your Major Donor
Summary – Social Media
A Share posts about your
organization.
B. Ask your friends to help.
C. Ask friends to be social media
ambassadors.
D. Let everybody know the goal.
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III. Profiling Your Major Donor
6. Host an Event.
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Volunteer to Help
Fundraising.
Invite
supporters
and friends
for a
volunteer
experience.
(ask at the
end)
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A. Holiday gathering in honor of your
cause. (soft ask)
B. Gathering for everyone who has not
yet renewed their gift. (specific ask
to renew)
C. Volunteer experience.
Summary - Events.
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Cheerfully check
in with your
corporate and
foundation
contacts. (with something
specific that may
interest them)
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Check in with government
officials. (something specific)
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Board Members Guide To
Fundraising:
10 Rules For Success Every Board
Member Must Know
Gailperry.com/boardguide
Discount code BOARDMEMBER30
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