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Show and Tell: Successful Camp Visits for Donors and Prospects

Show and Tell: Successful Camp Visits for Donors and Prospects. April 27 th , 2010. Natasha Dresner Mentor GIJP. A) Grab Tab – Click double-arrows to open/close Control Panel. Click square to toggle Viewer Window between full screen/window mode. Click mic icon to mute/unmute your audio

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Show and Tell: Successful Camp Visits for Donors and Prospects

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  1. Show and Tell: Successful Camp Visits for Donors and Prospects April 27th, 2010 Natasha Dresner Mentor GIJP

  2. A) Grab Tab – Click double-arrows to open/close Control Panel. Click square to toggle Viewer Window between full screen/window mode. Click mic icon to mute/unmute your audio B) Audio Pane – Select audio format. Click Audio Setup to verify Speakers & Microphone. C) Questions Pane – Attendees can submit questions and review answers. D) Type your question and click Send to submit it to the organizer. A  B  C  D 

  3. Who are the visits for? • Major donors • Major Prospects • Groups • Individuals

  4. Why are visits important? • Cultivation • Solicitation/Ask • Stewardship

  5. Roles and Responsibilities

  6. Roles and Responsibilities • Organizing • Development professional • E.D./Camp Director • Fundraising committee/tour team • Participating and following up • Team of lay & professional leaders • Supporting • Board (Advisory Council) • Other: staff, volunteers, counselors, campers, parents, alumni

  7. Process • Three Phases: • Before • During • After

  8. “Before” Phase – Where do we start? • Fundraising plan • List of people to be invited • Personalized Strategy

  9. “Before” Phase – Strategy • Donor/prospect history and profile • Visit goals • Who should invite & to what exactly? • What should the visit look like? • Roles of “tour guides” • Next steps See GIJP Tour Worksheet

  10. “Before” Phase - Invitation • Personalize • Reason you’re inviting them • Specific event • Invite the significant other and the family • Make them feel special/elite • Make it easy and attractive • Send early and follow-up See sample Invitation Letters and Phone Follow-up

  11. “Before” Phase – Telling Your Story • Tell it well and incorporate it into your tour • Mission and Vision • Develop your own story • Help others develop theirs (collect stories in general) • Script and Tour Presentations • Case for support and Elevator speech See What’s Your Story? Natasha’s conference handout; 10 Rules of Storytelling; Create Your Story worksheet

  12. “Before” Phase – Telling Your Story “Numbers numb, jargon jars, and nobody ever marched on Washington because of a pie chart. If you want to connect with your audience, tell them a story.”

  13. “Before” Phase – Camp Package • Facts sheet • Camp Brochure • Case for Support • Tchotchkes • Other info specific to the tour/visit

  14. “Before” Phase – Practice Makes Perfect • Do a test run • Practice your steps, but be ready to follow their lead • Put things in writing

  15. “During” Phase – Tour/Visit • Arrive early • Stick to the script • Build in flexibility • Ask them questions • Listen • Thank Them See sample Tour Agendas

  16. “After” Phase – Don’t Forget: • Track the results/next steps • Thank and follow-up • Evaluate • Steward See sample Thank you and Follow-up Letter

  17. Tips for Successful Visits: • Plan early • Know your donor/prospect • Know your case and goals • Know your story/motivations/commitments • Be authentic – be yourself, only better • Listen • Humor • Conclude the visit with a “commitment”

  18. Who Did We Invite? • Prospective donors • Past donors • Current cultivations • Groups Amy Glazer Camp Ramah in the Berkshires

  19. Suggestions • Have firm schedule • Arrange for some time with children/grandchildren • Don’t do ask unless you have met several times before… better for cultivation • Always have a follow-up plan • Have “thank you for visiting gift” • Take photo to send later Amy Glazer Camp Ramah in the Berkshires

  20. Other Ideas for this Summer • Special Shabbot • Invite to “signature” camp events • Include in camp programming Amy Glazer Camp Ramah in the Berkshires

  21. Case Study: • Tour Setup • Make them feel at home • Personalize the experience • Roles • Staff training - stories • Lessons Learned • Follow-up is key Corey Cutler URJ Eisner & Crane Lake

  22. Questions?

  23. Conclusion & Resources • JUST DO IT! • Please find all materials from this session (including a recording of the presentation) on our Webinar page at http://webinar.gijptech.org • Natasha’s supporting article at http://blog.gijptech.org

  24. Pyramids & Pipelines: Building Annual Giving Programs that Last May 25th, 2010 – 1 PM EDT Dan Kirsch Mentor GIJP Julia Riseman Mentor GIJP

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