relationship building: the essence of personal fundraising rich brown
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Relationship Building: The Essence of Personal Fundraising Rich Brown Adjunct Professor, New York University President, RB Consulting. Objectives Know how to think about relationship building Be able to build your personal brand Understand the Relationship Pyramid - PowerPoint PPT PresentationTRANSCRIPT
Relationship Building:The Essence of Personal
FundraisingRich Brown
Adjunct Professor, New York University
President, RB Consulting
Objectives
1. Know how to think about relationship building
2. Be able to build your personal brand3. Understand the Relationship Pyramid4. Know the six ways to make people like
you5. Be able to implement the four phases of
building relationships6. Know how to deliver the joy of
philanthropy
Fundraising is a People Business
1. Know how to think about relationship building
Two Influential Books
Volunteers
Prospects
Mid-Level Donors
Major Gift
Donors
Who are we building relationships with?
Donor Gift Officer Organization
The Gift Officer is the Primary Liaison
Attributes
Who You Are
SkillsWhat You Can
Do
Building Relationships is more about attributes than skills….but you need both
Attributes Personable Professional Honest Confident / Poised Trustworthy Polite Empathy Maturity Reliability Consistency Responsibility / Accountability
Skills Conversation Strategy Planning Communication Listening Problem-solving Motivate others Subject Matter Knowledge
Develop Your Attributes
Personable Professional Honest Confidence / Poise Trustworthy Polite Empathy Maturity Reliability Consistency Responsibility / Accountability
Look deep inside to find what drives you, what animates you, your values and principles, what makes you unique
2. Be able to build your personal brand
…. and you must be an interesting person !!!
… and you must enjoy people !!!
True personal connection
Involvement
Interest
Introduction
Relia
bility
Con
siste
ncy
Tru
st
Affectio
n
Esteem Competence Communication
Likeability
3. Be able to implement the Relationship Pyramid
Be interested
in the other person
A smile is worth a million dollars
A person’s name is the
sweetest sound
Encourage others to talk about themselves
Be a good
listener
Make the other
person feel important
4. Know the Six Ways to Make People Like You
Starting the
Relationship
Deepening the
Relationship
Translating the
Relationship into Gifts
Sustaining the
Relationship
5. Be Able to Implement the Four Phases of Building Relationships
Starting the
Relationship
Deepening the
Relationship
Translating the
Relationship into Gifts
Sustaining the
Relationship
Starting the Relationship on the right foot
Starting a relationship on the right foot
means preparing well for that first meeting
Be crystal clear on your objectives, audience, substance, time constraints
“Begin with the end in mind.” Stephen Covey
PREPARATION:
KNOW AS MUCH AS YOU CAN ABOUT THE OTHER PARTY
What is the person’s professional background?
Where did he or she go to school? Where does he or she live? Are there any current events affecting the
person’s industry or company? Does the person serve on other boards? Can you discover any hobbies? What is the gift history to your organization?
PREPARATION: BE PREPARED TO DISCUSS QUESTIONS ABOUT YOUR
ORGANIZATION
What is the organization’s history ? How big is your organization ? How is it structured ? What are the main sources of revenue ? What are the main expense lines ? What is your efficiency ? What are your programs ? Who comprises your leadership ? What is your vision for the next five years ? What is your organization’s place in the non-profit sector
Where to Meet
Prepare a Briefing . Background. Purpose. Talking Points. Gift History
Visualize the Meeting
Imagine the greetingKnow your ice breakersKnow your questionsKnow your segueRehearse your main pointsKnow your wrap-up
THE GREETING MAKE AN EMOTIONAL CONNECTION
Look the other person in the eye Lean forward Firm handshake Smile “How nice it is to meet you.”
Famous Greetings
Breaking the Ice
How long have you lived in Baltimore? This building looks brand new…. Did you have any trouble finding the (meeting place)? How did you get interested in our organization? Tell me about your business / professional life
25 tips in a flash
The Fine Art of Conversation
1. Talk about their kids, not yours2. Never give short answers3. Never correct the other person4. No matter how tired you are, never let it show....make each person
feel like they are your only meeting of the day5. Observe the other person’s body language / be conscious of yours6. Measure your opinions, but show you know something7. If speaking to more than one person, look at everyone8. Speak at a moderate pace9. Ask open-ended questions / elicit dialogue10. Don’t be afraid to talk politics, but keep strong opinions to yourself11. Smile; display enthusiasm; show life!12. Know your industry13. Speak in positive terms
The Fine Art of Conversation 25 tips n a flash
14. Be financially literate15. Eliminate jargon16. Spare them from talking excessively about yourself ...17. ... On the other hand reveal some things about yourself18. Stay focused on the person in front of you, not the person who
just walked in19. “That’s fascinating, tell me more” shows you are interested20. “I’m sorry, I don’t understand that,” shows you are paying
attention21. Taking out the notepad is okay, but don’t overdue it22. Be ready to discuss current events intelligently23. Now and then, it’s okay to show off that you read Dosteyevsky24. Refer to something you know interests the other person25. Remember why you are meeting in the first place
The Fine Art of Conversation 25 tips n a flash
Above all…..Make the Other Person Feel Important
Let’s take a deeper dive
Starting the
Relationship
Deepening the
Relationship
Translating the
Relationship into Gifts
Sustaining the
Relationship
Deepening a Relationship Give a tour Meet at his/her home or office Pick up the phone Write a note Provide meaningful volunteer
opportunities Invite to events Get to know family Meetings with CEO or board chair Accept invitations Face up to difficult conversations
Starting the
Relationship
Deepening the
Relationship
Translating the
Relationship into Gifts
Sustaining the
Relationship
Prospect’s interests
Identify gift opportunities
Meetings with key people
The Ask
Jan Feb Mar Apr May June Jul Aug Sep Oct Nov Dec
The Major Gift Process
Finding the right match
Donor’s Interests
Organization’s Programs
Starting the
Relationship
Deepening the
Relationship
Translating the
Relationship into Gifts
Sustaining the
Relationship
Sustaining a Relationship… Getting the Next Gift, and the one after, and the one after that.
Sustaining a Relationship
Have Systems in Place Develop Good Habits
Quarterly Update Send newsworthy stories Set-up a tickler system Personalized attention Make at least one touch every day with
someone Quadrant II
Objectives
1. Know how to think about relationship building
2. Be able to build your personal brand3. Understand the Relationship Pyramid4. Know the six ways to make people like
you5. Be able to implement the four phases of
building relationships6. Know how to deliver the joy of
philanthropy
Gain Perspective6. Know How to Deliver the Joy of Philanthropy