Individual Giving

BANGIN’ BEATS OR THE SOUND OF SILENCE? How fundraiser training can inspire your F2F and phone teams… or send them off to sleep!

Adam WatsonDirector, Fundraising Partners

Paul TavatgisDirector, Whipbird Consulting

Jenny KearneyMarketing Manager – Acquisition, Cancer Council NSW

Mark AnscombeFace-to-Face Manager, WWF Australia

Introduction

We AIM to:• Share with you the reasons why great training

is vital

• Give you practical tips that you can take away and use with your face to face and telefundraising teams

• Warn you of the potential pitfalls

• Keep you entertained for the best part of an hour

Compass rumpus

Compass rumpus

If you have trained

F2F teams before?

Go West!

If you have trained

F2F teams before?

Go West!

If you have never

trained a F2F team

before?

Go East!

Compass rumpus

West:

Agree the 3 weirdest,

worst or funniest

things that have

happened during a

session

East

What are the 3 things

that you would be

most worried about

happening in a

session?

Compass rumpus

Engage the

public

Inspire

new

donors

Answer

donor

questions

Respond to

donor

objections

Negotiate

donation

amounts

Comply

with PFRA

Standard

Comply

with FIA

Code

Comply

with State

laws

Keep stock

of their

materials

Comply

with mall

permits

Handle

complaints

Support and

train

colleagues

Get to and

from

locations

Record donor data

Comply

with local

laws

Make

sure they

stay safe

Inspire

new

donors

Good Training

Inspired Fundraisers

Inspired Donor

High Retention

Poor training

Apathetic fundraisers

Disconnected

donorHigh

Attrition

• The needs of the audience

• Can they use it in their pitch. If not why bother?

• Practicalities

• Room layout - Display - temperature -short sessions

• Absolute basics

• death by PowerPoint - You know it but you still do it

• Interactivity - You know you should but

Marine Turtles

What Do You

Already Know?

Marine Turtles

Marine Turtles

Do more research

Grow your product knowledge

You will close more sales

&…

It might just be fun…

Marine Turtles

Marine Turtles

I do not care how much you know until I know

how much you care

• I need a clear proposition

• I need case studies and personal stories

• I need a guest speaker

• I need a couple of pertinent stats and a

few killer lines/hooks

• I need an experience

If you’ve not trained your teams and they don’t perform, it’s your fault.

If you have trained your team and they still don’t perform, it’s their fault.

If you tell me I’m great I will listen a little harder

If you fail you might hear the sound of silence echo around the room

• Same day, different charities

• Quality of available data

• Donor interest

• Fundraiser engagement

• Make your training memorable

• Make data available

• Tailored experience

• Demonstrate impact, connect to cause

• Low opt ins = low number of asks

• Easily remembered and correctly

repeated

• Give them a reason

• Not a second ask

1. Great training means great donors

2. Training is everyone’s job

3. Keep it interactive and relevant

4. Show them you care

5. If you didn’t tell them you cannot expect them to get it right

Questions?

Adam WatsonFundraising Partners

Paul TavatgisWhipbird Consulting

Jenny KearneyCancer Council NSW

Mark AnscombeWWF Australia