FUNDRAISING 101“Fundraising is the gentle art of

teaching others the joy of giving.”-Hank Rosso

What do you want to get out of this

session?

Do you ever feel this way?

Agenda

Setting Goals Building Your Case for Support Where Do We Raise those Funds? Fundraising Roles Making the Ask Question and Answers Take Aways for Greatest Impact

Why Do People Give?

Who do you give to? Why?

Who do you not give to Why not?

Have you stopped giving to anyone? Why?

Who Gives the Money?

Which Type of Fundrsaising Has the Best Response Rate?

Face-to-Face Fundraising: 65% Telephone Fundraising: 35% Direct Mail Renewal: 20% Direct Mail Acquisition: 1-1 ½ % Grant Proposal Writing: 10-50% Events: Can’t always measure # of

Contacts Internet Fundraising/Social Media:

Can’t measure # of Contacts

Making a Plan“We don’t exist to raise money but we won’t exist if we

don’t’ raise money” A. Carmichael

Get input from you board, staff and volunteers and designate a fundraising committee.

Identify your organizations assets and determine how fundraising relates to your mission

Assess your fundraising history. Create a realistic monetary goal. Create realistic activity goals. Forecast. Outline your strategy to meet your goals. Create a timeline for your plan’s completion. Put it all together in your plan.

What Gets Measured Gets Done

When it’s all said and done, measure your outcomes!

Building Your Case for Support

Key Elements of a Good Case Statement

A Case Statement is the Reason for Our Existence!!!

A good Case Statement Should Include: A Summary of the Organization The Mission description or statement A Brief, relevant history A Compelling Reason for our existence A Project description A Project benefits Endorsements from the community Giving opportunities and forms of giving and donor

recognition**See detailed handout on building a case statement

Where Do We Raise Funds?

Individuals Churches Foundations Corporations Events Social Media/Online

The One Common Denominator

RELATIONSHIPS

Donors don’t give to institutions. They invest in ideas and people in whom they believe.

-G.T. Smith

No matter the source, it always comes down to asking People

People make the decisions at corporations. People make the decisions at foundations. Direct mail goes to people. Events are attended by people. People make the decisions in churches. Social Media is made up of………you got

it……..people!!!

We Need To Build Strong Relationships With People!!!

Who are our fundraisers?

Staff Volunteers Board Donors

Why is Asking so Scary?

How many of us in this room are

offended or angered when asked to

support an amazing organization or a worthy cause?

So why are we afraid to ask amazing people for help when we know we have

an amazing organization made up of other amazing people doing amazing

things for more amazing people in amazing ways that is having an amazing

impact in our amazing community?

5 Questions to Answer in Your Ask…..

Why are you asking them to give?

What is the impact of their gift? Why now? Why should they give? How much am I asking for?

Now What?

What’s the worst that could happen?

Now that you’ve made your ask…………..

Don’t do anything!!!!!!!! Don’t talk yourself out of a gift Be confident in your ask Shut-up and enjoy the silence Stay quiet and listen Answer their questions succinctly Don’t assume a question is a “NO” Let them be the first to talk after the ask Be patient, they may need to think it over, discuss

it with family, check with their board, pray about it Realize a “No” is rarely a “No Not Ever” But when you get the “YES”…………………

Say THANK YOU!!!!!

Say it quick Say it often Be personal and sincere Give the donor the credit Show (don’t tell) your donor where their

investment went Repeat and again ALL YEAR LONG!!!!

Questions?

If you only take 4 things away from this session………

Make a plan and stick to it Remember, what gets measured gets done!!!

Get out and build relationships No matter the giving source, it always comes

down to relationships with individuals Don’t be afraid, make the ask

You’re NOT begging for money, you’re providing them an opportunity to invest in a worthy cause where their return on investment are changed lives!!!

I’m here as a resource, use me!!!