How fundraiser training can inspire your F2F and phone ... Introduction We AIM to: •Share with...

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Transcript of How fundraiser training can inspire your F2F and phone ... Introduction We AIM to: •Share with...

  • Individual Giving

    BANGIN’ BEATS OR THE SOUND OF SILENCE? How fundraiser training can inspire your F2F and phone teams… or send them off to sleep!

    Adam Watson Director, Fundraising Partners

    Paul Tavatgis Director, Whipbird Consulting

    Jenny Kearney Marketing Manager – Acquisition, Cancer Council NSW

    Mark Anscombe Face-to-Face Manager, WWF Australia

  • Introduction

    We AIM to: • Share with you the reasons why great training

    is vital

    • Give you practical tips that you can take away and use with your face to face and telefundraising teams

    • Warn you of the potential pitfalls

    • Keep you entertained for the best part of an hour

  • Compass rumpus

  • Compass rumpus

    If you have trained

    F2F teams before?

    Go West!

  • If you have trained

    F2F teams before?

    Go West!

    If you have never

    trained a F2F team

    before?

    Go East!

    Compass rumpus

  • West:

    Agree the 3 weirdest,

    worst or funniest

    things that have

    happened during a

    session

    East

    What are the 3 things

    that you would be

    most worried about

    happening in a

    session?

    Compass rumpus

  • Engage the

    public

    Inspire

    new

    donors

    Answer

    donor

    questions

    Respond to

    donor

    objections

    Negotiate

    donation

    amounts

    Comply

    with PFRA

    Standard

    Comply

    with FIA

    Code

    Comply

    with State

    laws

    Keep stock

    of their

    materials

    Comply

    with mall

    permits

    Handle

    complaints

    Support and

    train

    colleagues

    Get to and

    from

    locations

    Record donor data

    Comply

    with local

    laws

    Make

    sure they

    stay safe

  • Inspire

    new

    donors

  • Good Training

    Inspired Fundraisers

    Inspired Donor

    High Retention

    Poor training

    Apathetic fundraisers

    Disconnected

    donor High

    Attrition

  • • The needs of the audience

    • Can they use it in their pitch. If not why bother?

    • Practicalities

    • Room layout - Display - temperature - short sessions

    • Absolute basics

    • death by PowerPoint - You know it but you still do it

    • Interactivity - You know you should but

  • Marine Turtles

    What Do You

    Already Know?

  • Marine Turtles

  • Marine Turtles

  • Do more research

    Grow your product knowledge

    You will close more sales

    &…

    It might just be fun…

  • Marine Turtles

  • Marine Turtles

  • I do not care how much you know until I know

    how much you care

  • • I need a clear proposition

    • I need case studies and personal stories

    • I need a guest speaker

    • I need a couple of pertinent stats and a

    few killer lines/hooks

    • I need an experience

  • If you’ve not trained your teams and they don’t perform, it’s your fault.

    If you have trained your team and they still don’t perform, it’s their fault.

  • If you tell me I’m great I will listen a little harder

  • If you fail you might hear the sound of silence echo around the room

  • • Same day, different charities

    • Quality of available data

    • Donor interest

    • Fundraiser engagement

  • • Make your training memorable

    • Make data available

    • Tailored experience

    • Demonstrate impact, connect to cause

  • • Low opt ins = low number of asks

    • Easily remembered and correctly

    repeated

    • Give them a reason

    • Not a second ask

  • 1. Great training means great donors

    2. Training is everyone’s job

    3. Keep it interactive and relevant

    4. Show them you care

    5. If you didn’t tell them you cannot expect them to get it right

  • Questions?

    Adam Watson Fundraising Partners

    Paul Tavatgis Whipbird Consulting

    Jenny Kearney Cancer Council NSW

    Mark Anscombe WWF Australia