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HiiiHiii

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Every organization wants to raise more and spend less to do it

Every organization can raise more by being more strategic

Most people in THIS room are already using reasonably effective techniques

‘F2F’ as it is known in the fundraising profession.

Most cost-effective and successful ways for charities to find new donors.

Fundraiser asking someone to make a regular/one time donation to charity.

Usually done on the street or by visiting residences/offices.

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Many well known charities and NGOs in the UK (European Market), India (Asian Countries) such as the Care, WWF, Red Cross, Oxfam, Plan India and Greenpeace etc.

For some charities it is a just one part of their income.

But for others, F2F fundraising represents the dominant form of voluntary income.

Some charities literally rely on donors recruited through F2F for their existence.

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Visiting people who know your organization or are connected with it in some way. Usually done at people’s homes or offices after fixing an appointment. (Telefacing)

Define the purpose of the visit.

– Thank and cement a relationship

– Get a large donation for a specific purpose

– Upgrade donor to give regularly

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Talking to people who may not know your organization and who have no known connection to it. Usually done either at commercial area, government offices, corporate and residential.

Cry Started in 2004 and raised 40 million INR.Fundraisers visit people's homes & offices and makes presentation; fill up the donation form.The fundraisers ask for a one-time/ regular contribution.FUNDreamz has 20 FR offices (profit centre) alomg with 300+ Dynamic fundraiser.

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Personal method of asking. ‘People give to people,’ remember?

Reaches out to thousands of people not known to your organization (Human Commercial)

Can get commitments for monthly/ regular donations

Can build your brand

Sustainable Income

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May disturb on people’s time and space. May disturb on people’s time and space.

Competition growing Competition growing

Impulse givers; may withdraw Impulse givers; may withdraw subscription soon.subscription soon.

Difficulties in recruiting, motivating and Difficulties in recruiting, motivating and retaining the fundraisers. (Recruit more retaining the fundraisers. (Recruit more people- 12 month recruitment)people- 12 month recruitment)

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System is the key in face to face fundraising…….. Fundraisers are not good…Only System is good…..

To get the success we need to follow the system.

5 STEP LOA GRASP

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1.1. Introduction Introduction

2.2. PresentationPresentation

3.3. Short StoryShort Story

4.4. CloseClose

5.5. RehashRehash

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INTRODUCTIONINTRODUCTION

- Who are you???- Who are you???

- Why are you here???- Why are you here???

Excitement, Enthusiasm, Excitement, Enthusiasm, Body Language,Body Language, Eye Contact Eye Contact SmileSmile

PresentationPresentation

From where you are??From where you are??

If Yes….Step- 3If Yes….Step- 3

If N0 – 30 secondIf N0 – 30 second

Short Story…!!!Short Story…!!!

a)a) GreedGreed

b)b) IndifferenceIndifference

c)c) Fear of lossFear of loss

d)d) Tone of voiceTone of voice

e)e) Sheep FactorSheep Factor

Close Close

- Direct- Direct

- Indirect (Assumption)- Indirect (Assumption)

Rehash - Double your cash

52 Cards 4 KingsTo sign up more

Donors, you will have to meet maximum number of people.

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G – Get along with right kind of people

R- Responsible

A- Attitude (Positive)

S- System

P-P- Profitable

1000-1500 Sq ft area (2 BHK-3 BHK)….. Peaceful area but not too expensive

8 work Station 1 Manager Cabin Visitor area for Interviewee Meeting Area for daily morning motivation session 6-8 lines phone connection/Internet 4 System Recruitment Database 2 Best trainers/ Territory experts 12-15 RME HR & Admin Executive Motivation/Competition Budget

With all above organisation can ensure the gross income of Rs. 8 lakh per month (costing 35-40%) within 3 month of the start, provided team follow

the basic ‘SYSTEM’.

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Salary could be between 8k to 25k PM (including fixed conveyance) for fundraisers, depend on their communication, experience & qualification.

Salary for Manager- 4lac-5 lac PA F2F Acquisition Target = Salary*5 times Manager’s Individual Target = Salary* 3 times Incentive for fundraiser- 5% on extra production Incentive for Manager- 1% on overall production

if monthly team target is achieved

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Give them targets, High and attainable (self Give them targets, High and attainable (self confidence)confidence)

Form a nice groupForm a nice group

Make them responsible (Trainer ship)Make them responsible (Trainer ship)

Make them feel for the cause for which they raise fundMake them feel for the cause for which they raise fund

Pride in their JobPride in their Job

Talk about success (Morning Meeting)Talk about success (Morning Meeting)

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What is a good “direct dialogue”? (Pitty Factor, Ice breaker, Indifference)

A direct dialogue is about building impulse & showing urgency to people to support the charity. No more, no less!

FGEs (Frequently getting excuse)

When asking someone for money DO HAVE the firm belief that this person will give. (Never prejudge)

Organisation’s Photo ID Card Presenter Leaflets Annual Report Donor Form & Brochure Tax Exemption Certificate Daily Call Record Sheet Note Book for Feedback

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Presentable Fairly Good

Communication Punctual Not too personal

with Donor Be Ethical Prepare your

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Not too personal with the Donor

Don’t Be Pushy Don’t Give False

Information/Promises

Don’t execute bad habbits near your territory

• Start giving before asking someone and feel the reality

• Its all about people- hire the best people in the organisation. Don’t hesitate to hire people better than yourself in that specific area. Colleagues who challenge and make you feel uncomfortable are your best friends and the ‘Yes Men’ are your worst enemies.

• Make friends at work and promote an honest and open working atmosphere. Ensure everyone has fun at work. People tend to give their best when they are enjoying their work.

• Don’t focus too much on exists (especially not too early in the game). Concentrate on building a solid base, the rest will take care of itself.

I believe in supporting directlyI believe in supporting directly Already Supporting (DONGO)Already Supporting (DONGO) NGOs are fraudNGOs are fraud Need to think about itNeed to think about it Not Interested (Do not have time)Not Interested (Do not have time) Government (Already paying tax)Government (Already paying tax) Need to discuss with wife/family/husbandNeed to discuss with wife/family/husband I will get back to you (Give me your no.)I will get back to you (Give me your no.) Leave the form, will send you through postLeave the form, will send you through post I want to support in a ‘BIG WAY’I want to support in a ‘BIG WAY’

Street Pitching Street Pitching 12% 12% Tin rattling Tin rattling 16% 16% Door-to-Door collection 28%Door-to-Door collection 28% Telephone call Telephone call 43% 43% Direct Mail Direct Mail 61% 61%

Survey by - 2004Survey by - 2004““People usually do not like the principle of People usually do not like the principle of

being asked for money…………but are often being asked for money…………but are often happy with it in practice.”happy with it in practice.”

1 fundraiser approaches averagely 50 people in a day, 1250 in a month and 15000 in a year (Human Commercial), which helps organisation to connect with common people to make strong organization.

One operation averagely has 25 fundraiser so number goes to 375 thousands per operation.

This would ensure that you get connected with the common people and build the strong brand value in the market.

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So far it worked everywhere (50,000 people So far it worked everywhere (50,000 people

in more than 30 countries)in more than 30 countries)

As long as you follow the basic Principles & As long as you follow the basic Principles &

SystemSystem

You can be as creative as you likeYou can be as creative as you like

It‘s a people thing – so motivation and It‘s a people thing – so motivation and

training is keytraining is key

Signing them up is just the first stepSigning them up is just the first step

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Happy Fundraising…!!!Happy Fundraising…!!!

FUNDreamz Corporate OfficeFUNDreamz Corporate OfficeDev MishraDev Mishra

G-13, Second FloorSector-06, NoidaUP- 201301, India

+91- 120- 4510888Website : www.fundreamz.com

Email : dev@fundreamz.com 

FUNDreamz Provides All Kind of Marketing/Fundraising Solutions to the

Development Sector