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Making Visits

ENDOWMENT BUILDING. Making Visits. PREPARED FOR (ORGANIZATION’S NAME HERE). Month Year. Objectives.  Discuss the work done to date  Revisit the constituent wheel  Understand the solicitation process  Role-play p ractice sessions  Create a calendar for visits. In your workbook.

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Making Visits

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  1. ENDOWMENT BUILDING Making Visits PREPARED FOR (ORGANIZATION’S NAME HERE) Month Year

  2. Objectives Discussthe work done to date Revisit the constituent wheel Understandthe solicitation process  Role-play practicesessions Createa calendar for visits

  3. In your workbook Leadership team material Resources for donor engagement Sample “leave behind” material Tracking tools

  4. What we’ve done so far Learnedabout endowments Established a campaign goal Developed our story Prepared a campaign timeline • Sources of gifts • Legal requirements • - Permanent • - Prudent investment • - Investment maintenance • Endow Iowa • Planned giving(and legacy societies)

  5. What we’ve done so far Learned about endowments Established a campaign goal Developed our story Prepared a campaign timeline We identified the needfor your endowment… And you set a goal of: $XXX,000

  6. What we’ve done so far Learned about endowments Established a campaign goal Developed our story Prepared a campaign timeline • We identified: • What you do • Your impact • Your funding story • An invitation to join

  7. Identifying your donors Who are your constituents? What connects them to your organization? Who are the best prospects? Who makes contact?

  8. Connecting with your donors Common values Linkage to mission Board connections

  9. One important question Have you given or pledged? 100 percent giving onthe part of the board of directors is critical to the success of this campaign.

  10. Making contact Step one: write a letter Step two: follow up with a phone call Step three: make a visit date

  11. Making contact: letter Reconnect Introduce your organization Alert recipient that you will be callingto schedule a visit

  12. Making contact: phone call Call the donor prospect a few days after sending the letter Preparation and practice are key

  13. Making contact: visits What we will focus on: • Look at your organization from the donor’s point of view • Discuss the four-step solicitation process • Preview the materials that you will have for your meeting • Role play a visit/solicitation witheach other

  14. Framing the visit Pre-visit questions 1. What do people need to know and believe in order to get involved with our nonprofit organization? 2. What are the barriers to people getting involved with our organization? 3. Once people decide to get involved, what action do we want them to take? 4. What will be different as a result of peoplegetting involved?

  15. Donor solicitation sequence Four steps 1. Opening remarks 2. Share your organization’s story 3. Introduce and discuss endowments 4. Ask for support

  16. Solicitation: step one Opening remarks (5 minutes) Thank person for meeting Staff introductions Find commonalities PURPOSE find commonalities that you or your organizationshare with the prospective donor

  17. Solicitation: step two Share yourorganization’s story (10 minutes) What you do Your impact Funding story Specifics about your endowment

  18. Solicitation: step three Introduce anddiscuss endowments (15 minutes) Bring subject of endowment into conversation Ask questions; learn about theprospect’s interest in endowments

  19. Solicitation: step four Ask for support (10 minutes) Ask: “What questions do you have?” Ask for support of the endowment campaign Response will be yes, no or maybe Thank the person for his or her time TIP If the answer is maybe, don’t leave without scheduling a date to follow up.

  20. Supporting materials Donor Flyer Pledge Form Donor Tracking Tool Donor FAQs

  21. Donor flyer, pledge form and FAQs Donor flyer: a one-page overview of your campaign Pledge form: help donors put their commitment in writing Donor FAQs: brush up on the answers to commonly asked questions

  22. Assigning calls Workbook: Donor Tracking Tool

  23. Making visits: role play After role play, provide feedback to the rest of your group.

  24. Fishbowl exercise • What worked well • What did not work well • How the askers handled objections • Use of the story

  25. Practice, practice, practice Make sure you are wellprepared to make donor visits.

  26. Session recap What we’ve done so far Steps of making contact Solicitation sequence Supporting materials Role play, exercises, practice Assign calls

  27. ENDOWMENT BUILDING Making Visits Thank you.

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