5 reasons to ask · 2.ask how they are doing 3.ask questions, and listen carefully 4.share an...

8/13/20

Amy Eisenstein www.amyeisenstein.com 1

How to Engage Donors and Raise Funds During the Covid-19 Crisis

Amy Eisenstein, ACFRE

AmyEisenstein.com

CapitalCampaignToolkit.com

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5 Reasons to Ask

1. You won’t raise money if you don’t ask

2. Some people have MORE money now

3. People are desperate to help

4. You are being negligent if you don’t ask

5. Your nonprofit needs funding

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How are you doing (with fundraising)?

1. Great! Better than expected.

2. Good. On track and on schedule.

3. Surviving. Not bad, but not great.

4. Sinking! We’re at risk of closing.

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Case for Support

Who do you serve?

What has changed?

What do you need?

What’s the plan for the future?

Why now?

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Identify Prospective DonorsBoard, Staff, Clients

Current Donors - large and loyal

Donors and volunteers

Community Members

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How many donors did you ask for money last month?

1. Less than 10

2. 10 – 25

3. More than 25

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Preparing to Call

Relationships Strangers

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Strangers - Phone

1. Introduce yourself

2. Ask how they are doing

3. Ask questions, and listen carefully

4. Share an update about your org

5. Ask permission to ask

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Leaving MessagesHello, my name is ______ and I am calling from ________.

We’re calling all our supporters and are thankful to count you among them.

I am calling to see how you are doing during this time.

I’m sorry we weren’t able to connect, but I will reach out to you again soon. If you’d like to call me back, I can be reached on my cell at ________. I’m looking forward to speaking with you soon.

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Hello, this is _____ (include title) from ________ Org.

We’re calling our supporters and are thankful to count you among them. Do you have a few minutes to talk?

If now is not a good time, when would be?

I wanted to reach out to say hello and see how you and your family are doing during this time. I also wanted to thank you for your years of (or recent) support.

Impromptu Phone Calls

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Ask Open QuestionsüHow are you and your family doing?

üAre you able to work from home?

üWhy did you give in the first place

üWhy do you continue to give?

üWhat interests you most about our org?

üWhat changes have you observed?

üHave your philanthropic interests changed?

üHow might you like to help?

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Those You Know - Video

1. Send an email requesting time

2. Ask how they video chat

3. Schedule meeting

4. Prepare slides/visuals (minimal)

5. Create bullets

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More on Video Chat

1. Plan ahead and test if appropriate

2. Test your mic, volume, lighting, background

3. Plan for background noise (kids, pets, etc.)

4. Have a plan-B

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Transition to an Ask

Ask Permission to Ask

Would it be okay if I share some of our needs?

Are you interested in learning how you might help?

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Request

ü Major gifts

ü Monthly/recurring gifts

ü One-time gifts

ü In-kind items

ü Advice and feedback

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Keep Fundraising

Don’t make assumptions about what your donors

will/won’t and can/can’t do!

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Virtual Townhalls

1. Create opportunities for people to gather

2. Provide updates

3. Ask for advice and listen

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Virtual Events/Social

1. Don’t postpone events (switch to virtual

– or better yet, cancel them!)

2. Be creative and different

3. Try new things – time to experiment

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Major Gift Resourcesamyeisenstein.com

Capital Campaign ResourcesCapitalCampaignToolkit.com

Free Resources

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Questions?

AmyEisenstein.com

CapitalCampaignToolkit.com

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5 reasons to ask · 2.ask how they are doing 3.ask questions, and listen carefully 4.share an...

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