50 THINGS LEARNED IN 10,000 DAYS OF FUND-RAISING Chapters/FLG/50 Things I've... · Letter Greeting...
Transcript of 50 THINGS LEARNED IN 10,000 DAYS OF FUND-RAISING Chapters/FLG/50 Things I've... · Letter Greeting...
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50 THINGS LEARNED IN
10,000 DAYS
OF FUND-RAISING
Presented by
Jerry F. Smith, CFRE
President & CEO
J.F. Smith Group, Inc.
AFP of Greater Polk County
Lakeland FL
May 14, 2014
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1. I’ve learned that my best decisions
are made using my common sense.
Formula for Success
BP + CS x E = S
Basic Principles plus Common Sense
Times Effort
Equals SUCCESS!
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2012 Contributions: $316.23 billion by type of recipient organization
(in billions of dollars – all figures are rounded)
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3. I’ve learned the number
one reason people give is
because they believe in
the mission of the
organization.
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4. I’ve learned that volunteers
would rather do anything
than ask for money.
10/2 Rule
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5. I’ve learned the two most
important phrases to use
are, “Please consider” and
“Thank you.”
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Stewardship
5 “Touches” Per Year
Call
Letter
Greeting Card
Visit
Invitation
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6. I’ve learned that I can
talk the talk,
but I’m judged on the way I
walk the walk.
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7. I’ve learned dreams
can become a reality
only if action occurs.
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8. I’ve learned that boards are
focused on the cost and
NOT on the end result.
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9. I’ve learned that for every one
dollar given away by a
foundation – there are 100
organizations asking for that
one dollar.
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10. I’ve learned you
shouldn’t call a $100
meeting to solve a $10
problem.
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11. I’ve learned that
generous people
seldom have emotional
and mental problems.
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12. I’ve learned I can’t ask
someone to give
unless I’ve given
myself.
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13. I’ve learned I cannot
meet someone for the
first time and predict
their success in fund-
raising.
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Qualities of a Successful
Fund-Raiser
Believe in the mission of the
organization they represent
People and writing skills
Cross the “T”s and dot the “I”s
Strong work ethic
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15. I’ve learned I can tell a
lot about a person by
the watch and shoes
they are wearing.
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18. I’ve learned that
mistakes I have made
teach me more than
my accomplishments.
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19. I’ve learned that
nothing takes the
place of enthusiasm
and passion.
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20. I’ve learned that you
never ask a prospect,
“How’s business?”
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25. I’ve learned wanting it to
happen and making it
happen are two different
things.
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27. I’ve learned there is no
elevator to success.
You have to take the stairs.
Success
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28. I’ve learned that going the
extra mile puts you miles
ahead of the competition.
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29. I’ve learned that I will
never be too old to
learn new things.
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30. I’ve learned people do
not give to “needs”
only to opportunities.
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31. I’ve learned there is
never a perfect time to
start a campaign.
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32. I’ve learned if you want a
prospect to consider a
larger gift, then you must
get them involved.
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33. I’ve learned that
campaigns succeed
with leadership gifts.
90/10
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35. I’ve learned there are
no short cuts in the
business of fund-raising.
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37. I’ve learned before you ask a
donor to consider a gift, you
have to determine their TAPP.
-The right TIME for the solicitation.
-The right ASK AMOUNT.
-The right PROJECT.
-The right PERSON to make the ask.
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38. I’ve learned that the
written proposal you
present is judged
50% on appearance and
50% on content.
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Proposal Checklist
Cover Letter
Introduction
The Opportunity
Project Budget
The Invitation
Appendix
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39. I’ve learned that small
talk is the most
important step in a
solicitation.
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Five Steps in a
Solicitation
1. Small talk
2. Purpose of visit
3. Tell the story
4. Ask ($)
5. Follow-up
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40. I have learned to use IPAT*
when a prospect says, “No.”
Is it the Institution?
Is it the Project?
Is it the Amount?
Is it the Timing?
*Source: Jerry Panas
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41. I’ve learned that after
five follow-up calls…it
means we have asked
for too much money.
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42. I’ve learned that
corporate solicitation
must be a win-win
proposition.
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45. I’ve learned you don’t
establish a campaign
goal based on needs,
but rather on
what you can raise.
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46. I’ve learned if you
like yourself,
then you will probably like
most people you meet.
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47. I’ve learned that it’s alright
to get discouraged; just
don’t let it last longer than
10 minutes.
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49. I’ve learned the person
asking the questions is
in charge of the
conversation.
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50. …..AND FINALLY, I’ve
learned that I have
been blessed to have
been in this business for
over 10,000 days.
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THANK YOU!
QUESTIONS?
If you would like a copy of Jerry’s Book, SUCCCESS In Fund-Raising Is Spelled With
3 C’s: Contact, Cultivate, Close please email Jerry at [email protected]
For more information on Jerry F. Smith’s speaking engagements or for information
regarding booking Jerry for a training session for YOUR organization, please contact
Susan Crowe at [email protected]