Fundraising - Campaigns
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Transcript of Fundraising - Campaigns
START AND RUN YOUR
FIRST $100,000 CAMPAIGN
Sandy Rees, CFRE
6-Figure Campaign
Structured way to raise $100,000 or more for
a specific purpose.
The 80/20 Rule
Major Givers make up 20% of your donor
base and provide 80% of your funding
A Major Gift
Is defined by you ($500, $5,000, $50,000, etc.)
Is a “stop and think” kind of gift
Brings transformation for your organization
Is a joy for the Giver
Step 1 - Define the need
What are you raising money for?
How much will it cost?
When do you need it?
Are you ready to undertake this kind of
fundraising campaign?
Step 2 - Agree on the amount
Step 3 - Develop the case
Why would someone give?
Why your organization?
Why now?
Why this amount?
Step 4 – Recruit Leadership
Who can help you to guarantee the success of
this campaign?
Who is it that key donors can’t say “no” to?
Step 5 – Develop the plan
Goal
Start/end dates
Reason for raising money
Leadership
Other notes
Step 6 – Create the Gift Table
No. of
gifts needed
Amount of each gift
Total at this level
Cumulative Total
# prospects
needed at this level
1 $15,000 $15,000 $15,000 3
2 $10,000 $20,000 $35,000 6
4 $5,000 $20,000 $55,000 12
8 $2,500 $20,000 $75,000 24
10 $1,000 $10,000 $85,000 48
20 $500 $10,000 $95,000 60
Many Below $500 $5,000 $100,000 50+
45+ donors
200+ prospects
Step 7 – Identify Prospects
Linkage Interest Ability Donor
Step 8 - Cultivate
Get to know the donor before you Ask
Don’t get married on the first date
Create and use a plan
Cultivation plan
Donor name: Betty Jo Smith Donor record number: 3345
Date Activity Notes
6-20-13 Called Betty Jo Thanked her for her past support. She mentioned that her
parents struggled through the Depression and she can’t
bear the thought of anyone going hungry. I invited her for
a tour of our food bank so she can see first-hand what her
donation is making possible. She’s coming July 10.
6-28-13 Facility tour Need to find out what her ‘hot button’ is about the
organization. Need to find out her favorite program.
Mid July Lunch Want to arrange lunch with her and our Program Director
to talk more about her favorite program.
2 or 3 days
later
Call Follow up call to see what she thought. Start to prepare
an Ask from that conversation.
Mid August Personal visit in
her home
Present an Ask proposal. Amount and project will depend
on her favorite program and how passionate she is about
it.
Step 9 – Ask for the Gift
Listen for “gift noises”
Ask for support for the RIGHT thing
Ask for the RIGHT amount
The Ask Conversation
1. Warm up
2. Transition
3. Information – Relationship building
4. Transition
5. ASK
6. Negotiate and answer questions
Step 10 – Thank the Donor
Warm, prompt, sincere Thank You letter
Thank again in meaningful ways
Step 11 – Follow Up
Keep the donor posted about the project
Share success stories
Take them on a tour if possible
Celebrate!
Celebrate the success!
Let your donors know
Let the community know
My gift to you
Get a free 20-minute strategy session!
www.TalkWithSandy.com
Sandy Rees, CFRE
www.GetFullyFunded.com
www.Facebook.com/GetFullyFunded
Stay Connected!