Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad
Thanks for attending! We’ll get started in approximately 10 minutes. @fundraiserchad
Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad
Thanks for attending! We’ll get started in approximately 8 minutes. @fundraiserchad
Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad
Thanks for attending! We’ll get started in approximately 6 minutes. @fundraiserchad
Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad
Thanks for attending! We’ll get started in approximately 5 minutes. @fundraiserchad
Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad
Thanks for attending! We’ll get started in approximately 3 minutes. @fundraiserchad
Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad
Thanks for attending! We’ll get started in approximately 2 minutes. @fundraiserchad
Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad
Thanks for attending! STAND BY, HERE WE GO… @fundraiserchad
Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad
the donor pyramid Credit: Campbell & Company
the asking cycle Credit: GoalBusters Consulting (Alice Ferris, CFRE, ACFRE)
Who is this guy? And why does he think he knows what he’s talking about?
career fundraiser
#prod oduct uctiv ivit ityn yner erd
Raising funds for causes you care about shouldn’t mean working 60+ hours per week, forever.
Where to Find Potential Donors to Support Your Cause sponsored by @fundraiserchad
AGENDA: 1. Introductions 2. Who Are We Looking For? 3. Seven Places to Find Them 4. Where Not to Look 5. The Next 50 Plan: A Plan for Identifying & Prioritizing Your Next 50 Prospects 6. Q&A @fundraiserchad
SLIDES + RESOURCES productivefund uctivefundraising.c raising.com/res om/resource ources RECORDING @fundraiserchad
Who Are We Looking For? @fundraiserchad
FLUFFY
DON’T CHASE FUNDRAISING UNICORNS
So who should you chase? Err, with whom should you seek to build a relationship?
Image Credit: imarketsmart.com
characteristics of high net worth individuals $1M+ assets & $200k Less than 50% have a • • annual income (earned or strategy or budget for their investment) philanthropy 1.4% of US population • Most frequent reason for • stopping support = too Make 72% of all gifts to frequent solicitations • charity from individuals (without communication of impact) 50% are also volunteers • Preferred form of • (and those that do introduction to a charity = volunteer give 56% more small, exclusive event in the than those who don't) home of someone they trust Source: Insights on Wealth & Worth , US Trust, 2016
Seven Places to Find Them @fundraiserchad
location #1 from your database
Top Factors for Identifying a Good Major Gift Prospect • Donor-Nonprofit • Research Connections – High net worth (wealth screening) – Past donations (RFM) – Support of related • Recency of giving charities • Frequency of giving • $100,000 = 32x • Monetary amount • $5,000 = 5x – Volunteerism – Political giving • Multiple capacities • $2,500 = 14x • Leadership levels • $500 = 5x – Former service – Property ownership recipients • Alumni • $2M+ = 17x • Grateful patients • $1M+ = 4x • $750k+ = 2x record everything & become a query master Credit: DonorSearch
CAPACITY SCREENING productivefund uctivefundraising.c raising.com/res om/resource ources
work affiliations • Business Owners • Senior Level Employees • Employers of Board Members productivefund uctivefundraising.c raising.com/res om/resource ources
location #2 from your bookkeeper
vendor list Review a list of payables - Sorted largest to smallest - From the last 12 months - Who isn’t currently a donor? - Who should be a bigger donor?
location #3 from current donors
Donor Profile • Attribute 1 • Attribute 2 • Attribute 3
pr pros ospe pect ct br brains insto torming ing • Who were the last 5 people you’ve gone out to dinner with? • Who do you send holiday cards to? • Who do you exercise with? • Where do you go to have ___ done?
productive uctivefund fundraising.com/resource raising.com/resources
location #4 from grant research
3 options … 3 price points
productivefund uctivefundraising.c raising.com/res om/resource ources
location #5 from other nonprofits
Who seems to support every other nonprofit in town, but doesn’t support you (yet)? [especially within your focus area]
alright stop, COLLABORATE, and listen …
location #6 from customers
sell something • Something fun / different / edgy (but still mission focused) • Designed to attract customers that care about what you care about • Goal is NOT to make $$$ (just cover your costs & make it an easy “YES!”) • Goal = put your organization on their radar & capture contact info
location #7 from special events
What should be the primary purpose of a fundraising event?
And And w wha hat t ty type e of of do donor nor?
Image Credit: imarketsmart.com
The primary purpose of fundraising events should be to find new individual donors.
Hi, my name is Jane.
rel elen entl tles ess s co cont ntact ct inf nfo ca capt ptur ure (p (pre-ev even ent) t) • Online forms with required fields (name, address & email) • Ticket purchase form • Table / foursome registration form • Email follow up forms (jotform.com)
rel elen entl tles ess s co cont ntact ct inf nfo ca capt ptur ure (a (at t th the e ev even ent) t) • Auction bidder pre-registration • Sign in sheet • “We mail a formal receipt for tax purposes & send auction item redemption instructions via email.”
7 places to find prospective donors 1. Database (current donors) 2. Vendor lists 3. Donor referrals 4. Grant research 5. Supporters of other nonprofits 6. Customer lists 7. Event attendees
Where Not to Look @fundraiserchad
wh wher ere e no not t to to lo look ok • Acquisition Lists • Social Media Ads • Facebook Fundraisers • Billboards / Print Advertising
Thanks to our sponsor … productivefund uctivefundraising.c raising.com/res om/resource ources @fundraiserchad
The Next 50 Plan A Plan for Identifying & Prioritizing Your Next 50 Prospects @fundraiserchad
The Next 50 Plan 1. Brainstorm / Find 2. Identify Connections 3. Prioritize / Rate 4. Set Goals / Act
7 places to find prospective donors 1. Database (current donors) 2. Vendor lists 3. Donor referrals 4. Grant research 5. Supporters of other nonprofits 6. Customer lists 7. Event attendees
7 places x 7 ideas from each 49 prospective donors
“Who do we/you know that knows someone at ______________?” • Board • Full Staff • Volunteers
ASSIGN SIMPLE RATINGS
L = linkage (1 to 5) A = ability (1 to 5) I = interest (1 to 5)
monthly / weekly goals contact log what gets measured gets managed time blocked to make it happen
The Next 50 Plan Template KNOWN WN LINKAGE ABILITY INTEREST LAI CONTACT SOURCE NAME CONNECTIONS (1-5) (1-5) (1-5) RATING DATE NOTES 1 Database 0 2 Database 0 3 Database 0 4 Database 0 5 Database 0 6 Database 0 7 Database 0 8 Vendor 0 9 Vendor 0 10 Vendor 0 11 Vendor 0 12 Vendor 0 productivefund uctivefundraising.c raising.com/res om/resource ources 13 Vendor 0 14 Vendor 0 15 Referral 0 16 Referral 0 17 Referral 0 18 Referral 0 19 Referral 0 20 Referral 0 21 Referral 0 22 Grant Research 0 23 Grant Research 0 Grant Research 0 24 25 Grant Research 0 26 Grant Research 0 27 Grant Research 0 28 Grant Research 0 29 Nonprofit Supporter 0
fundraising coaching board training productivity coaching online fundraising certificate capital campaign support keynotes & workshops (in person & virtual)
further learning
11/23 @ 1pm (eastern)
One last shout out to… @fundraiserchad
questi ques tion ons @fundraiserchad
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