SSC Ppt 20100809
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Transcript of SSC Ppt 20100809
![Page 1: SSC Ppt 20100809](https://reader035.fdocuments.net/reader035/viewer/2022062523/58a386091a28ab9c7e8b518d/html5/thumbnails/1.jpg)
Fundraising 101
prepared for
Sustainable Sanctuary Coalition
by Richard M. Potter
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Hierarchy of Giving in USA
Foundations: about 10%
Corporations: about 10%
Bequests: about 5%
Individuals: about 75%
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We should ask Bill & Melinda!
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Hierarchy of Solicitation
80/20 rule applies
80% of dollars come from 20% of donors
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The
Donor
Pyramid
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Hierarchy of Solicitation
Resist the “average” fundraising approach
“If we could just get 125 people to give $100, we’d reach our goal!”
Think long term, not just to end of year
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Identify the prospect pool
Churches (& individuals)
Corporations & Foundations (& individuals)
Individuals
Who else to they know?
Never presume omniscience!
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Determine “ask” level
Hint: this is always easier if you first decide how much
YOU will give!
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Housekeeping
Who will manage your Master Database?
Establish post-solicitation procedures
Tracking pledges & reminders
Where to send checks?
Thank you letters (acknowledgments)
Remember to think long term.
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Making the Appointment
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Reserve time to make calls
Determine how many calls you will make
Clear your desk
Have supplies ready
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The Goal
Make the appointment
Don’t try to close the deal
Be brief and to the point
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The Phone Call
Identify yourself and Sustainable Sanctuary Coalition
Explain 2 for 1 match & deadline
Why is this important?
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The Phone Call
“Would you be available to meet for coffee this week, or would next week be better?”
Open-ended, directive questions
Determine date, time, location
Record details to take with you
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Making the Ask
Be prepared
Determine how much you will give
It’s always easier to ask someone else to give to a cause that you already support.
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Making the Ask
Be prepared
Know your case for support
People want to know the projected outcome. How will the world be a better
place if I give to this project?
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Making the Ask
Be prepared
Communicate a sense of urgency
Every dollar we raise by 11/30 will be matched 2 for 1 up to $25,000, for a total
of $37,500. This will fund our entire program for the 2011 calendar year.
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Making the Ask
Be prepared
Ask for a specific amount
Would you consider a gift
in the range of $1000?
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Making the Ask
Wait for a response
Take a sip of your beverage
Learn to love the awkward silence
Give them time to consider the request
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Making the Ask
Deferred decision
Leave a pledge card
Should I get back with you next week,
or would the following week be better?
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Making the Ask
If you get a “yes”
Say “Thank you!”
Complete pledge form
Ask if they want to write the check now
Offer to send a reminder
Say “Thanks again!”
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Making the Ask
If you get a “no”
“Thank you for your time.”
Remember, “No” does not mean “No, never”
(Think long term)
Offer to provide future communications
Say “Thanks again!”
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After the appointment
Record notes for follow up
Follow established procedures for checks, pledges, and reminders
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Don’t hesitate to ask for help!
Richard M. Potter writing & communications
3630 N Walnut St, Kansas City MO 64116
phone (816) 456-5312
email [email protected]