Blue strike the magic of thank you calls - may 27, 2014
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Transcript of Blue strike the magic of thank you calls - may 27, 2014
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
THE MAGIC OF THANK YOU CALLS
Join the webinar online. http://fuze.me/23906979
Enter the meeting number: 23906979
To join from a phone: +1-201-479-4595
Participants will be muted during the presentation to maintain good sound quality. If you have a comment or question, please raise your flag and you will be unmuted.
Thanks and welcome to the webinar!
The Magic of Thank You Calls
BLUE STRIKE
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
WELCOME
At Blue Strike, we look at fundraising through the lens of advocacy organizations and other groups engaged in civic action, public interest law, policy-oriented work, and similar activities.
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
INSPIRING SUPPORT FOR CIVIC ENGAGEMENT
BLUE STRIKE
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
“I’m going to be in Atlanta next month. Are there donors I can meet with while I’m there?”
“My college roommate just sold her successful company. How should we connect with her?”
HOW WOULD YOU LIKE IT IF YOUR BOARD MEMBER SAID . . .
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
“Maybe I should write thank you notes to the some of our donors. Can you send me a few of their addresses?”
“My brother might be interested in giving. Would you send him a letter from me?”
OR THIS . . .
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
YOU CAN HELP GET THEM THERE
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
In the first part of the webinar, we will focus on how to initiate and operationalize a thank you call program.
Then we will discuss a case study of one organization and review additional resources.
We will wrap up by 2:00 PM .
WEBINAR AGENDA
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
Personal thank you calls from board members to individual donors can help build meaningful relationships with donors and also engage your board in outreach on behalf of your organization.
THANK YOU AND OUTREACH
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
The first step in getting the program off the ground is to have at least one board member willing to take the plunge by making a first round of initial calls.
ASK YOUR BOARD FOR HELP
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
Recruit a “champion,” someone on the board -- perhaps your board chair or other well-regarded member -- to make these initial calls. Decide on a time, preferably a weekday evening or a weekend afternoon. Set aside one hour.
FIND ONE OR TWO CHAMPIONS
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
Pull together a list of 15 to 20 names of donors who have recently given. Provide those names to your board member along with just a few other key pieces of information: location, most recent gift amount and date; date of first gift and cumulative giving.
PROVIDE AN ORIENTATION AND A CALL LIST
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
ID: 1002003Kelly MillerChicago; member since 2009Most recent: $250 Mar. 7, 2014Cumulative: $825(312) 555-1212
SAMPLE CONTACT ITEM
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
133569
Elmer Hersche lA lmond, WI ; new memberMost recent : $500 on Dec . 22 , [email protected](607) 555-1212
1446855Jane PearsonSanta Barbara , CA; member s ince 1983Most recent : $1 ,000 Dec . 2013Cumulat ive : $13 ,[email protected](415) 555-1212
11114031Rober t CainAt lanta , GA; member s ince 2007Most recent : $1 ,000 Dec . 2013rca in@xxx .com(421) 555-1212
11813201Anisha GuptaChever ly, MD; member s ince 1988Most recent : $325 on 12 /28 /2013 Cumulat ive : $1 ,125agxx@xxx .com(410) 555 -1212
1077784Kathy Ta lent , MDTAKOMA PARK, MD; member s ince 1998Most recent : $250 on 12 /4 /2013Cumulat ive : $1 ,775kxxxxxxx@xxx .edu(301) 555 -1212
1177700Edward Is leeFair fax , VA; member s ince 2011Most recent : $200 on 12 /5 /2013 7 :56 :11 AMCumulat ive : $1 ,000exxxx@xxx .com(703) 555 -1212
SAMPLE CALL LIST
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
Rather than simply handing off the list and asking your board member to make the calls, you are going to assist in placing those calls.
CONFERENCE CALL
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
Using a three-way conference call, you and your board member will contact the donor together.
CONFERENCE CALL
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
Call your board member first and review the call list.“We are going to call Kelly Miller first. She gave $250 on March 7 of this year. She lives in Chicago and has been a donor for five years.”
CHECK IN BEFORE PLACING CALL
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
“Ms. Miller, this is Mary Dillon Kerwin from Advocates in Action, I have on the line with me our board chair who is making calls today to thank our supporters. If you have just a minute, may I conference her in?”
PLACE THE CALL
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
GETTING SIGN UPS
The most effective time to enlist more volunteers for making calls is during a board meeting. Mark your day-timer with blocks of available time and send it around the room during the meeting to have them pencil in a time they are available.
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
13 board members
27 call sessions
362 calls
ACTUAL YEAR END PROGRAM
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
1. direct contact-positive conversation;
2. direct contact-busy; 3. direct contact-do not call; 4. left message; 5. email only; or 6. no contact
CODING CALL OUTCOMES
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
No. of calls Call outcome Percent
174 voice mail message left 48.07%
105 no contact 29.01%
44 direct contact-positive conversation 12.15%
9 direct contact-busy 2.49%
9 direct contact-no calls please 2.49%
21 emails only 5.80%
362 Total
ACTUAL CALL RESULTS
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
48.07%
29.01%
12.15%
2.49%
2.49%
5.80%
voice mail message leftno contactdirect contact-pos-itive conversationdirect contact-busydirect contact-no calls pleaseemails only
DIRECT CONTACT = 12.5 PERCENT
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
After making lots of these calls, board members reach a comfort level:
Talking to semi-strangers on the phone
Using the phone to cultivate donors
Working with you!
THE COMFORT ZONE
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
“I’m going to be in Atlanta next month. Are there people I can meet with while I’m there?”
“There’s a college roommate of mine who just sold her company. How should we connect with her?”
THIS IS WHAT STARTS TO HAPPEN
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
“Maybe I should write notes to the people we didn’t reach. Can you send me their addresses?”
“My brother might be interested in giving. Can you send him a letter from me?”
AND THIS . . .
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
“When are we going back to major donor x? I had a good conversation with her last time.”
“Did so-and-so give yet this year? Because I could call him if he hasn’t.”
AND THIS . . .
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
Cohesive board committed to fundraising and outreach and knowledgeable about programs.
Long-term commitment to the program.
Organization membership dedicated to mission.
SUCCESS INDICATORS
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
Take into consideration location, tenure, and professional occupation.
Provide script and opportunity to practice.
Offer new board members a chance to listen in.
WHEN ASSIGNING CALLS
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
Take into consideration location, tenure, and professional occupation.
Provide script and opportunity to practice.
Offer new board members a chance to listen in.
WHEN ASSIGNING CALLS
MORE INFO
ADDITIONAL RESOURCES
Blue Strike Webinar: The Magic ofThank You Calls May 27, 2014 bluestrike.org
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
Engaging Your Board in Fundraising, A Staff ’s Guide by Kathy Hedge https://www.boardsource.org/eweb/blf-2013/sessions.htm#FUNDRAISING BoardSource $24.00
Urban Institute Special Report Engaging Board Members in Fundraising, Sept. 2012http://www.urban.org/UploadedPDF/412673-The-Nonprofi t-Research-Collaborative-Special-Report.pdf
Seven Tips for Making Better Donor Thank You Calls April 2012 blog Lori L. Jacobwith http://www.askingmatters.com/blog/seven-tips-for-making-better-donor-thank-you-calls/
RESOURCES
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
4 Elements of a Great Thank You Call, Philanthropy for All blog by Vanessa Chasehttp://pfa-blog.com/home/4-elements-of-a-great-thank-you-phone-call/
The Incredible Power The Phone: 3 Case Studies by Sumac blog http://sumac.com/the-incredible-power-the-phone-3-nonprofi t-case-studies-and-a-400-increase-in-donations/
RESOURCES
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
Charity Watchdogs: Managing Your Organization's Profi le and RankingTuesday, June 24, 2014 at 01:15 PM Better Business Bureau, Guidestar, Charity Navigator. Learn where the “watchdogs” get their info and how to improve your profi le and ranking.
Five Simple Ways to Upgrade Your DonorsTuesday, July 29, 2014 at 01:15 PMTake your individual giving program to the next level with fi ve tried and true, low cost methods.
BLUE STRIKE WEBINARS
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
Benchmark Studies: Which ones are most relevant for advocacy groups?Tuesday, August 26, 2014 at 01:15 PM It seems like everyone is benchmarking. Which ones should you use to gauge your organization's performance?
Year End Boot CampTuesday, September 30, 2014 at 01:15 PM On average, organizations receive 40 percent of their donations in December. Make sure you are primed to take advantage of this important time of year.
BLUE STRIKE WEBINARS
Blue Strike Webinar: The Magic of Thank You Calls May 27, 2014 bluestrike.org
Raising Money for Advocacy: How it's diff erentTuesday, October 28, 2014 at 01:15 PM Inspiring support for issues and causes requires its own area of expertise. What set of skills do you need? What are the unique challenges and opportunities we face?
Board Engagement for Year EndTuesday, November 25, 2014 at 01:15 PM Tried and true methods for enlisting your board’s help during this crucial period of the year.
BLUE STRIKE WEBINARS
Blue Strike Webinar: bluestrike.org
Thank you for participating today!
From Mary Dillon Kerwin President of Blue Strike
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