where to find potential donors to support your cause · 2020. 10. 27. · 7 places to find...

@fundraiserchad

Where to Find Potential Donors to Support Your Cause

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@fundraiserchad

@fundraiserchad

Where to Find Potential Donors to Support Your Cause

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We’ll get started in

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@fundraiserchad

@fundraiserchad

Where to Find Potential Donors to Support Your Cause

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@fundraiserchad

@fundraiserchad

Where to Find Potential Donors to Support Your Cause

sponsored by

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We’ll get started in

approximately 5 minutes.

@fundraiserchad

@fundraiserchad

Where to Find Potential Donors to Support Your Cause

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@fundraiserchad

@fundraiserchad

Where to Find Potential Donors to Support Your Cause

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approximately 2 minutes.

@fundraiserchad

@fundraiserchad

Where to Find Potential Donors to Support Your Cause

sponsored by

Thanks for attending!

STAND BY,

HERE WE GO…

@fundraiserchad

@fundraiserchad

Where to Find Potential Donors to Support Your Cause

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Credit: Campbell & Company

the donor pyramid

Credit: GoalBusters Consulting (Alice Ferris, CFRE, ACFRE)

the asking cycle

Who is this guy?

And why does he think he knows what he’s

talking about?

career fundraiser

#productivitynerd

Raising funds for causes you care about shouldn’t mean working 60+ hours per week, forever.

Where to Find Potential Donors to Support Your Cause

@fundraiserchad

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@fundraiserchad

AGENDA:

1. Introductions 2. Who Are We Looking For? 3. Seven Places to Find Them 4. Where Not to Look 5. The Next 50 Plan: A Plan for Identifying & Prioritizing Your Next 50 Prospects 6. Q&A

@fundraiserchad

SLIDES + RESOURCES

productivefundraising.com/resources

RECORDING

Who Are We Looking For?

@fundraiserchad

FLUFFY

DON’T CHASE FUNDRAISING

UNICORNS

So who should you chase?

Err, with whom

should you seek to build a relationship?

Image Credit: imarketsmart.com

characteristics of high net worth individuals

• $1M+ assets & $200k annual income (earned or investment)

• 1.4% of US population

• Make 72% of all gifts to charity from individuals

• 50% are also volunteers (and those that do volunteer give 56% more than those who don't)

• Less than 50% have a strategy or budget for their philanthropy

• Most frequent reason for stopping support = too frequent solicitations (without communication of impact)

• Preferred form of introduction to a charity = small, exclusive event in the home of someone they trust

Source: Insights on Wealth & Worth, US Trust, 2016

Seven Places to Find Them

@fundraiserchad

location #1 from your database

Top Factors for Identifying a Good Major Gift Prospect

• Donor-Nonprofit Connections – Past donations (RFM)

• Recency of giving • Frequency of giving • Monetary amount

– Volunteerism • Multiple capacities • Leadership levels

– Former service recipients • Alumni • Grateful patients

• Research – High net worth (wealth

screening) – Support of related

charities • $100,000 = 32x • $5,000 = 5x

– Political giving • $2,500 = 14x • $500 = 5x

– Property ownership • $2M+ = 17x • $1M+ = 4x • $750k+ = 2x

Credit: DonorSearch

record everything & become a query master

CAPACITY SCREENING

productivefundraising.com/resources

work affiliations • Business Owners

• Senior Level Employees

• Employers of Board Members

productivefundraising.com/resources

location #2 from your bookkeeper

vendor list

Review a list of payables - Sorted largest to smallest

- From the last 12 months

- Who isn’t currently a donor?

- Who should be a bigger donor?

location #3 from current donors

Donor Profile • Attribute 1 • Attribute 2 • Attribute 3

prospect brainstorming

• Who were the last 5 people you’ve gone out to dinner with?

• Who do you send holiday cards to?

• Who do you exercise with?

• Where do you go to have ___ done?

productivefundraising.com/resources

location #4 from grant research

3 options … 3 price points

productivefundraising.com/resources

location #5 from other nonprofits

Who seems to support every other nonprofit in

town, but doesn’t support you (yet)?

[especially within your focus area]

alright stop, COLLABORATE, and

listen …

location #6 from customers

sell something

• Something fun / different / edgy (but still mission focused)

• Designed to attract customers that care about what you care about

• Goal is NOT to make $$$ (just cover your costs & make it an easy “YES!”)

• Goal = put your organization on their radar & capture contact info

location #7 from special events

What should be the primary purpose of

a fundraising event?

And what type of donor?

Image Credit: imarketsmart.com

The primary purpose of fundraising events should be to find new

individual donors.

Hi, my name is Jane.

relentless contact info capture (pre-event)

• Online forms with required fields (name, address & email)

• Ticket purchase form

• Table / foursome registration form

• Email follow up forms (jotform.com)

relentless contact info capture (at the event)

• Auction bidder pre-registration

• Sign in sheet

• “We mail a formal receipt for tax purposes & send auction item redemption instructions via email.”

7 places to find prospective donors

1. Database (current donors) 2. Vendor lists 3. Donor referrals 4. Grant research 5. Supporters of other nonprofits 6. Customer lists 7. Event attendees

Where Not to Look

@fundraiserchad

where not to look

• Acquisition Lists

• Social Media Ads

• Facebook Fundraisers

• Billboards / Print Advertising

@fundraiserchad

Thanks to our sponsor …

productivefundraising.com/resources

The Next 50 Plan A Plan for Identifying &

Prioritizing Your Next 50 Prospects

@fundraiserchad

The Next 50 Plan

1. Brainstorm / Find

2. Identify Connections

3. Prioritize / Rate

4. Set Goals / Act

7 places to find prospective donors

1. Database (current donors) 2. Vendor lists 3. Donor referrals 4. Grant research 5. Supporters of other nonprofits 6. Customer lists 7. Event attendees

7 places x 7 ideas from each 49 prospective donors

“Who do we/you know that knows someone at

______________?”

• Board

• Full Staff

• Volunteers

ASSIGN SIMPLE RATINGS

L = linkage (1 to 5)

A = ability (1 to 5)

I = interest (1 to 5)

monthly / weekly goals

contact log what gets measured gets managed

time blocked to make it

happen

SOURCE NAME

KNOWN

CONNECTIONS

LINKAGE

(1-5)

ABILITY

(1-5)

INTEREST

(1-5)

LAI

RATING

CONTACT

DATE NOTES

1 Database 0

2 Database 0

3 Database 0

4 Database 0

5 Database 0

6 Database 0

7 Database 0

8 Vendor 0

9 Vendor 0

10 Vendor 0

11 Vendor 0

12 Vendor 0

13 Vendor 0

14 Vendor 0

15 Referral 0

16 Referral 0

17 Referral 0

18 Referral 0

19 Referral 0

20 Referral 0

21 Referral 0

22 Grant Research 0

23 Grant Research 0

24 Grant Research 0

25 Grant Research 0

26 Grant Research 0

27 Grant Research 0

28 Grant Research 0

29 Nonprofit Supporter 0

30 Nonprofit Supporter 0

31 Nonprofit Supporter 0

32 Nonprofit Supporter 0

33 Nonprofit Supporter 0

34 Nonprofit Supporter 0

35 Nonprofit Supporter 0

36 Past Customer 0

37 Past Customer 0

38 Past Customer 0

39 Past Customer 0

40 Past Customer 0

41 Past Customer 0

42 Past Customer 0

43 Event Attendee 0

44 Event Attendee 0

45 Event Attendee 0

46 Event Attendee 0

47 Event Attendee 0

48 Event Attendee 0

49 Event Attendee 0

50 (your choice) 0

The Next 50 Plan Template

productivefundraising.com/resources

fundraising coaching board training

productivity coaching online fundraising certificate

capital campaign support keynotes & workshops

(in person & virtual)

further learning

11/23 @ 1pm (eastern)

@fundraiserchad

One last shout out to…

@fundraiserchad

questions

@fundraiserchad

questions

productivefundraising.com/resources