This is our soapbox

This is our opinionated soapbox on philanthropy, fundraising, the charitable sector and the world. For more information, visit GoalBusters.net or call 888.883.2690.

Thursday, July 30, 2009

Answers to Fundraising's Persistent Questions

.
We recently conducted a webinar on How to Create a Yearlong Fundraising Plan, hosted by Stevenson, Inc. We got some good questions during the session, so we thought we'd share two of them, and our answers.

*****

Q: Do you have any strategies for donor acquisition during these tougher times?

Focus on donor participation, and not necessarily on size of gift. Right now we have a lot of people who are scaling back on their contributions, but are no less committed to the causes they believe in. Economic conditions may have led them to reduce their overall charitable giving budget, so if they could give $100 to a single charity last year, they may only be able to give $50 this year. They already feel sad about that—you don’t need to rub it in! Help them feel like whatever amount they can give is important.

If you have suggested dollar amounts on your solicitations, you may want to add a lower end suggested amount and drop one of your higher end levelsa

I would not, however, add premiums at this time, and if you are using premiums (tote bags, decals, etc.) I would scale back. Donors want to know that you are using their money for the cause, not for premiums. Anything that seems like waste will be a turnoff for potential donors.

Q: You have 10 minutes to introduce your organization to a business. How do you do that and once you do that, when do you make the ask? Do you leave and make a second visit or do you make the ask right there after the presentation?


First of all, if you said you were coming to provide them with information, you should not ask unless they tell you to. No one likes being ambushed. If you said you were coming to ask for their support, then yes, you can ask for their support after the presentation.

Before your presentation, you should already know basic information about the business—who is their target market, what other causes do they support, what kinds of connections do they have to your organization? Don’t use your valuable presentation time asking basic questions or giving them information they already know.

If you have ten minutes, focus on people and results. If possible, find a way to get them to ask questions. Adults are generally more engaged if they are an active part of the learning process and if they are provided with practical solutions to problems.

Pick a story: you could talk about a student who benefited from a scholarship, or a person who received lifesaving care, or an artist that provided an inspiring performance…whatever the human face is for your organization, talk about it. Your potential donors generally don’t need to know process, details on history—you just need to make them feel good about the organization.

Find a way to draw them into the story—questions like “what would you do if you were in such and such situation?” Of course, make sure that your organization solves that problem!

Ask for feedback to make sure you’re not talking at them. If they seem disengaged, ask what kinds of information they would like to have. Be ready to end the meeting early if necessary—they will appreciate you not wasting their time.

If they seem really excited about the program, go ahead and ask them if this is the kind of project they would like to support. Again, if you said this was just going to be informational, do NOT whip out a prepared proposal. But be ready to follow up with a proposal immediately after the meeting if they want one.

Connect with GoalBusters: LinkedIn - Alice Ferris / LinkedIn - Jim Anderson / Facebook / Twitter / YouTube / Myspace

Labels

Alice Ferris (96) Jim Anderson (71) AFP (40) ACFRE (38) GoalBusters Consulting (30) goalbusters (30) CFRE (28) fundraising (28) Training (23) nonprofit (22) 100 days of gratitude (21) Association of Fundraising Professionals (18) 100 days (17) AFP Conference (16) Presentations (16) 2009 (15) 2014 (15) Social Media (15) gratitude (15) 2010 (14) AFPNAZ (14) 2013 (13) philanthropy (13) 2012 (11) Workshop (11) 2011 (10) travel (10) How To (9) arizona (8) thank you (8) 2008 (7) Facebook (7) Flagstaff (7) KAWC (7) Marketing (7) Video (7) Volunteer (7) YouTube (7) FAQ (6) Food (6) Public Radio (6) Storytelling (6) Tips (6) 2017 (5) LinkedIn (5) Making the Ask (5) NFCB (5) Planning (5) Social Networking (5) Webinar (5) restaurants (5) rural fundraising (5) 2016 (4) Air Travel (4) Chinese New Year (4) Christmas (4) Donor (4) KGHR (4) KUYI (4) Major Gifts (4) Native American (4) Planned Giving (4) Pledge Drive (4) Public Broadcasting (4) Public Television (4) SlideShare (4) Special Events (4) Stevenson (4) Video Production (4) board development (4) ethics (4) stewardship (4) 2015 (3) Arizona PBS (3) Baltimore (3) Brand (3) Capital Campaign (3) Chinese (3) Community (3) Conference (3) Development Staff (3) Donor Acquisition (3) Economy (3) Elf (3) Elves (3) Goals (3) HEEF (3) Haiku Deck (3) Health Care (3) Holiday (3) Hopi (3) Jimisms (3) KAWC Colorado River Public Media (3) Lowell Observatory (3) Manifesto (3) Mission (3) North Country HealthCare (3) PBS (3) Passion (3) Photography (3) Promotion (3) Research (3) Small Shops (3) Wisconsin (3) Year-End Giving (3) customer service (3) phoenix (3) prescott (3) resolutions (3) yuma (3) 2007 (2) AFP TechKnow (2) Accreditation (2) Advancing Philanthropy (2) Alice's Restaurants (2) Books (2) Business Strategy (2) CFRE International (2) Canada (2) Chronicle of Philanthropy (2) Coaches (2) Commentary (2) Communication (2) Congress (2) Dancing (2) Dr. John H. Caskey III (2) Elta Foster (2) Foodspotting (2) Fundraising Campaign (2) Funny (2) Guiding Principles (2) Honor (2) Hopi Education Endowment Fund (2) Humor (2) Immigrant (2) Jib Jab (2) KAET (2) NAU (2) New Orleans (2) Partners (2) Plan (2) Press Release (2) Profile (2) Prospecting (2) Relationships (2) Respect (2) Resume (2) Reviews (2) Sanders (2) Schultz Fire (2) Singing (2) Strategic Planning (2) TechKnow (2) Trust (2) Twitter (2) VIP (2) Values (2) Velvet Rope (2) Visionary (2) Vora Finacial (2) accountability (2) anniversary (2) appreciation (2) award (2) change (2) checklist (2) code of ethics (2) crisis communication (2) cultivation (2) culture of philanthropy (2) development (2) development cycle (2) diversity (2) education (2) goal setting (2) habits (2) introspection (2) jobs (2) lapsed donors (2) las vegas (2) lessons (2) new year (2) san diego (2) tripit (2) washington DC (2) 30 day plan (1) 50th Anniversary (1) 60 minutes (1) AFP Foundation Canada (1) AFP Meeting (1) AFPeeps (1) ALD (1) AWC (1) African American (1) Alexis de Tocqueville (1) Alpha Lambda Delta (1) Andrew Philips (1) Animoto (1) Anna LaBenz (1) Annagreta Jacobson (1) Apps (1) Arizona Daily Sun (1) Arizona University (1) Arizona Western College (1) Ask the Experts (1) Bequests (1) Bill Ferris (1) Blink (1) Bloomerang (1) Boot Camp (1) Boudros (1) Branding (1) Broadway (1) CAN-SPAM (1) CN Tower EdgeWalk (1) CPB (1) Career Change (1) Case (1) Center on Philanthropy (1) Certified Fund Raising Executive (1) Charity Channel (1) Cheerleaders (1) Children (1) Chris Adams (1) Church (1) City Council (1) Cleveland (1) Cold Call (1) Colorado (1) Commission (1) Community Service (1) Compensation (1) Cook (1) Corporate Giving (1) Credential (1) Credentialing (1) Dan Coughlin (1) Data (1) Dating Game (1) Dave Ferris (1) Dave Tinker (1) Desert (1) Dharmesh Vora (1) Discovery Channel Telescope (1) Donald Sutherland (1) Douglas Adams (1) Dr. Carl Myers (1) Dr. William J. Rugg (1) Ed Renzi (1) Efficiency (1) Elevator Speech (1) Entrepreneur Magazine (1) FM (1) FTC (1) Family (1) Fan Pages (1) Farm (1) Fast Food Nation (1) Feasibility Study (1) Feedback (1) Flagstaff Community Partnership (1) Flood (1) Flowers (1) Foundations (1) Frances McAllister (1) Free (1) Fundraising Effectiveness Project (1) Gallup Q12 (1) Ginny Z. Berson (1) Girl Scouts (1) Giving USA (1) Goldilocks Proposals (1) Granite Mountain Hotshots (1) Grant Writing (1) Grants (1) Grants Step by Step (1) Hash House A Go Go (1) Hawaii (1) Healthcare (1) Hey Eleanor (1) Hiring (1) Hispanic (1) Hopi Foundation (1) Hospital (1) House of Philanthropy (1) Houston (1) IAIA (1) IHQ (1) Identity (1) Immigration (1) In Kind (1) Indiana University (1) JC Patrick (1) JLB Project (1) January (1) Jetpack America (1) Jim Collins (1) Jimmy LaRose (1) KUAT (1) Kaleidoscope (1) Karla Williams (1) Ken Lain (1) KonMari (1) Kristin Taliaferro (1) KristinCoach (1) Latino (1) Lawrence Welk (1) Le Pavillon (1) Legacy (1) Living Social (1) Lodging (1) Los Angeles (1) Lotus of Siam (1) MIP (1) Mabel's on Main (1) Madison (1) Makeover Series (1) Malcolm Brett (1) Malcolm Gladwell (1) Margo Hudson (1) Marshall Rosenberg (1) Mary W. Black (1) Maslow's Hierarchy of Needs (1) McDonalds (1) Meeting Facilitation (1) Methodist (1) Mexican (1) Michael Nilsen (1) Middle East (1) Montessori in the Park (1) Mr Rogers (1) MySpace (1) NAFB (1) NANOE (1) NPR (1) NSU (1) NaNope (1) Nan Bain (1) Navajo (1) Nepal (1) New York (1) News (1) Nietzche (1) Nonviolent Communication (1) Northern Arizona University (1) Organizational Readiness (1) Orlando (1) PMDMC (1) PRPD (1) Pacifica (1) Parade (1) Partners in Recognition (1) Paul Helford (1) Philanthropist (1) Pittsburgh (1) Plenary Speaker (1) Politics (1) Porgy and Bess (1) Prezi (1) Proposal (1) Publications (1) Quentin Lee (1) Questions (1) Racial Profiling (1) Raku (1) Review (1) Rick Swanson (1) River City Grill (1) Riverwalk (1) Robbe Healey (1) Robert Kiyosaki (1) Ronald McDonald House (1) Rose Marie Ferris (1) SB1070 (1) SEO (1) SWOT (1) San Antonio (1) Scottsdale (1) Service (1) Serving Your Community (1) Shared History (1) Soroptimists (1) Speaker (1) Sponsors (1) Sponsorship (1) Spring (1) Stephen Hawking (1) Stereotypes (1) Steve Ferris (1) Strategic Thinking (1) Super Size me (1) Sweets Raku (1) Taco Trucks (1) Target Marketing (1) Team (1) Teamwork (1) Television (1) Teri Sanders (1) Texas (1) Thanksgiving (1) Tim Burcham (1) Timothy Sandoval (1) Toolkit (1) Toronto (1) Tough (1) Tough Economy (1) Train (1) Tucson (1) Tweets (1) United President's Club (1) Vernon Kahe (1) WBAI (1) Watters Garden Center (1) Whitney Anderson (1) WikiHow (1) Wills (1) Wisconsin Public Television (1) Women's March on Washington (1) Woodford Reserve (1) Yarnell (1) Yarnell Fire (1) Year in review (1) Year of the Sheep (1) Yellow Pages (1) administration (1) adventures (1) assessment (1) beliefs (1) birthday (1) board of governors (1) board service (1) breaking up (1) brochures (1) budget cuts (1) business practices (1) career satisfaction (1) cats (1) cliques (1) community radio (1) crisis (1) difficult people (1) dinner parties (1) diverse communities (1) donor focused (1) donor pyramid (1) election 2016 (1) end of relationship (1) essay (1) federal funding (1) firefighters (1) for profit (1) high school (1) hotels (1) inspiration (1) jetpack (1) job seeking (1) keynote (1) lemons (1) live your dream (1) loss (1) memory (1) mentoring (1) millennials (1) monthly giving (1) motivation (1) multicultural (1) nomination (1) oklahoma city (1) organizational culture (1) outstanding professional (1) peoria (1) personal (1) potlucks (1) receptions (1) recognition (1) red flags (1) remembrance (1) sales (1) san francisco (1) scholarships (1) science (1) setbacks (1) star thrower (1) starfish (1) sustaining members (1) tempe (1) thirtysomething (1) three cups of tea (1) to do (1) transformational (1) volunteers (1) wildland fire (1) winslow (1)