Christine Graham firstname.lastname@example.org t The Why and How of Giving and Raising Money
Critical Ideas • How does money get raised? • Why do people give? • How do donors vary? • How to find and interest donors? • How do you feel about giving? • How will your attitudes affect your work?
Study your gift chart • The Basics • Levels of giving • Upward movement • Ratios • Balance $$$$$$ Major Donors: 40-60% $$$ Transition donors: 20-35% $ Grassroots and Community donors 10-20 %
Why Does Anyone Give….any amount • In thanks • To support the mission • To build community • To feel good • Because they can… • other reasons?
Why do these people give? Higher Donors Lower Donors To repay To help someone needy To keep a community resource To feel part of a cause • To change the world • To affect policy • To achieve major goals • Psychic ‘return on investment’ • To acknowledge good, efficient business practice
1. Identify your prospect • Understand why people will give to you • Where are those people? • Get their names, info, connections • Prioritize: top, middle, bottom prospects • Focus on the top
2. Cultivate and Engage • Provide info • Educate • Offer hands-on experiences • Focus on their likely interests • Make it personal • Find the right social avenues
3. Ask for the gift • Not too early, not too late • Ask wisely, not too little, not too much! • Be personal • LISTEN • Respond non-defensively • Be specific • Think on your feet
4. Acknowledge and Engage • THANK! • Draw your donor into the organization • Ask for advice • Ask for help • Ask for time • Ask for introductions • Treat your donors like insiders • Always make it personal
Building Relationships • Knowing the donor…not just the biographical data, but what makes him tick • Being sincerely interested • Understanding what will interest him • Finding interest points • Asking questions • If you don’t like people this isn’t for you!
What methods can you use? • People • Paper • Phones • Parties • Proposals • Paperless • Planned Gifts • Which methods work for which donors?
Some Good Skills • Think Creatively • Listen • Open your mind to new ideas…and not just your own! • Take criticism thoughtfully • Stick to values, not habits • Try to understand
Look at the Life of your Organization • Consider the Life Cycle Pyramid: Planned giving Endowment Capital campaigns Special projects Annual giving and memberships
Thanks for your participation! • I welcome your questions, so do be in touch: • Christine Graham • email@example.com • www.cpgfundraising.com • 802-862-0327 • You are welcome to use my materials, but please request permission and acknowledge the source!