practical advice and practice. where does $$$ come from?
TRANSCRIPT
Practical Advice and Practice
Getting Major Gifts
Where Does $$$ Come From?
Acquire Donors
Retain Donors
Upgrade Donors
The Final Gift(Bequest)
Donor Lifecycle
Steps in Major Gift Fundraising
THANK THANK THANK AGAIN
CULTIVATE AND INVOLVE
ASK FOR SUPPORT
IDENTIFY PROSPECTS
Major Gift Fundraising TIME AND ENERGY INVOLVED in each step of the cycle
Who is a Prospect?
AccessBeliefCapacity
How do we find this out?• Research tools• People who know them • Donor’s actions and words
Preparing for the Meeting
• Case for support
• Budget and fundraising goals and
progress
• Responses to common
objections/questions
• Donor fact sheets
• Mindset
Structuring the Meeting1. Build rapport
2. State your goals
3. Uncover needs and interests
4. Make a BRIEF presentation
5. Ask for a gift
6. Deal with any concerns or objections
7. Close the meeting
•Has given for 4
years in a row
•First gift was
$500, last three
were $1,000
• Has never met
with a
staff/board
member before
• Is a colleague of a
board member
• Gives $5,000 to the
Symphony
•Drives a modest car,
has two kids in
college
DONOR
PROSPECT
Goal: Secure a gift
Goal: Secure a next step,
determine future ask amount