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Your Special Event is Over –

NOW WHAT?

Roselle M. Ungar, CFRE, Development Division CoordinatorFrieda Rosenberg, Development Division Vice-CoordinatorKaren Everett & Kathy Hershfield, Major Gifts ChairsDavid Pasternack, Chief Development Officer

Presidents Training

PhiladelphiaPA

July 12, 2015

2+What we want to cover today:

Cause vs. Organization Turning Donors into

Contributors –Identify the right people to ask

How can we unleash the very best “major gift ASK skills” from ourselves and our leadership to raise the most Money?

3+Laws of Fundraising

Must buy in before they cash in

Sell values of your cause – not your organization

Donors = 1 time gift of $$ or an item

Contributors = Share their generosity with your cause

What people give first & what they give last are not the same

Do not keep doing what you always have been doing

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5+5 Stages of Development

Legacy/ Planned Gift

Special Contributor

Major Contributor

Regular Contributor

1st Time Donor

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Relationships and Major Giving

Fundraising is not

about money.

It is about relationships.

Why do we forget this?

8+ Building the Relationship:Key Principles

Meet Needs, not Have Needs - they invest in results

A gift TO Hadassah– is THROUGH Hadassah to …

Pride not apology - Opportunity not obligation

Social investment

9+SIX Steps to Success

Step 1: Reconnaissance

Step 2: Qualify Your Prospect

Step 3: Warm-Up

Step 4: Opportunity

Step 5: The ASK

Step 6: Follow-up

10+Step 1: Reconnaissance

What do you know about your prospect?

What can you find out online? Where can you start?

Local Networking

Hearsay: Local Word of Mouth

11+7 Reconnaissance Questions

1. Who asks?

2. Who is asked?

3. When?

4. Where?

5. Values?

6. Project?

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“Who are the people

who can catapult

Hadassah’s future?”

13+Step 2: Qualify Your Prospect

The RULE OF 3 that drives Qualified Prospect success is:

IdentifyPrioritizeStrategize

+ Prospect RatingCRITERIA Ask yourself this Question …

Common InterestDoes the prospect exhibit interest in the kinds of objectives Hadassah and this capital campaign addresses?

Financial Ability Can the prospect afford to make a major gift ($5,000 and up)?

Commitment to Philanthropy Any history of the prospect giving to other causes?

Commitment toHadassah

Has the prospect exhibited any past commitment to Hadassah? Ex: $$$, involvement, etc.

Linkages toHadassah

Has the prospect personally or does the prospect have friends and/or family who could be a client of Hadassah?

Time WindowIs the time right for the prospect to make a major gift? Ex: inheritance, sale of certain assets, divorce

PersonalityHow can the individual’s personality affect their interest in making a gift? Is the individual driven by a strong ego? Are they caring? Personality traits will influence the likelihood of giving.

Past Solicitation Success Has the prospect contributed to Hadassah in the past? When & How much?

Common Politics/PhilosophyDo the political/philosophical beliefs of this individual coincide with the mission & goals of Hadassah?

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16+Step 3: Warm-Up

Get inside your prospects head

Warm up the prospect

Create conversation by asking for advice

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The Advice Visit

If you want money, ask for advice.

If you want advice, then ask for

money.Gail Perry

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The Advice Visit

The 4 Golden Words That Will Open Your Prospects Heart to your organization:

“What are your impressions? . . . .

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The Advice Visit

A "nice" way to introduce prospects to your organization.

A soft-sell way that is "low pressure but high intention”

A personal one-on-one meeting is a wonderful way to share your passion and introduce a person to your organization.

It's an "Advice Visit" because that is truly what we are after—advice.

This visit is emphatically not about money.

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The Advice Visit

Suggested follow-up questions to ask your prospect:What do you think about the project?What about the need in the community?

What interests you personally about the challenges we are addressing?

Who else would be interested in hearing about this?

21+Step 4: Opportunity

“We have an opportunity to ……”

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Donor’s Philanthropic

Goals &Interests

Donor’s Personal / Financial

Motivations& Needs

Hadassah’sProjects

InitiativesNeeds

Step 5: The Ask

Customized ask for each prospect

Join Hadassah’s needs, prospect’s philanthropic goals & interests, and prospect’s financial motivations & needs

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23+XYZ Ask

X – MoneyY – Purpose

Z – Impact

We are hoping you will consider

a gift in the amount of X

to accomplish Y

and make Z or so that Z…………

+Getting the Appointment(Advice and Solicitation)

Call the Prospect:

“May I speak to (prospect’s name)?”

“This is (your name).”

“Do you have a minute?”

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+Getting the Appointment(Advice Visit)

“I am honored to serve on the National Board of Hadassah. We are in the final phase of completing the Sarah Wetsman Davidson Hospital Tower in Jerusalem.”

“I would like to set up a time for you to personally hear about our vision and ask you your thoughts about this important project.”

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+Getting the Appointment(Advice Visit)

If your prospect raises the question: "Is this meeting going to be about money?”

You should respond with a light touch: “Don't worry, you won't need to bring your checkbook. Your perspective and guidance at this critical time will be beneficial to us as we move forward with this important project.”

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+Getting the Appointment(Solicitation Visit)

If your prospect states: “I know all about this project, just send me my pledge card.”

You should respond with a light touch: “I made a promise to myself that I would personally meet with you. This exciting project is too important to not give you the opportunity to hear about in person. I will not take a lot of your time.”

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Have your appointment book with you

Pre-select at least 2 potential dates and times

Once the appointment is set, send an email or personal note confirming the date and time

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Getting the Appointment (Advice and Solicitation)

+ What to Do When a Major Gift Prospect is Identified

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Contact your local Major Gift Officer

Strategize who knows them best

Who can open the door/breakdown any barriers?

Utilize Blackbaud research information to identify areas of interest and potential ask amount

30+Campaigns

Completion of Sara Wetsman Davidson Hospital Tower $ __________

HMO Research Campaign Budgetary Stem Cell New Brochure Information on www.hadassah.org later this

year

+More Tools to Consider Utilizing

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Doctor Events

Other National Speakers

Parlor Meetings

“Cocktails and Conversation” Events

One-on-one meetings with Major Gift Officers and the Donor

+ Let’s review our currentprospects and potential new prospects

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+Next Steps

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+Final Thoughts

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It takes money to bring in money

It takes a village

It takes 5-7 “touch points” to bring in that big gift; doesn’t need to be one person

“Insanity is doing the same thing over and over and expecting different results” – Albert Einstein

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