It Just Takes One: Closing the Gift

Introduction

Should You Be Here?

• Personally Invested• Thinks BGC does good work• Thinks that BGC makes a difference• Wants BGC to reach more kids

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• Know anyone who…– Wants to make a difference– Cares about kids– Wants the world to be a better place– Likes a good “return” on their

investments

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• Know anyone who…– Can invest $3 a day in a fantastic

opportunity

Fantastic Volunteers

• Care about kids• Know that BGC makes a difference• Invest their financial resources• Know at least one person who can invest $3

or more per day

Campaign Principles

Effective Fundraising

1. Personal face-to-face solicitation is most efficient and effective form of fundraising

2. 100% Board participation is essential3. Each prospect should be asked to consider

giving a specific amount4. Volunteers are effective if properly trained,

supported, and thanked

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5. Challenge gifts are effective6. The “case for support” must be presented

clearly and concisely7. Donor recognition and stewardship are

important parts of the fundraising process8. Individual donors are the greatest source of

funds

Ineffective Fundraising

1. Rely on events, direct mail, word of mouth, and marketing

2. Your case is you “need” money3. No specific goals to either donors or Club4. “HOPE” without action5. STAFF will do everything

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6. “People are going to do what they are going to do” regardless of how they are solicited

7. Excuses: “bad economy” or geography (“we are in a rural area”)

Importance of Personal Solicitation

Results?

• 500,000 saw a TV ad• 100,000 heard a radio ad• 50,000 saw a newspaper ad• 25,000 got a letter in the mail• Each of us asked 5 people to invest $3 a day

($1,000/yr) in the BGC

Greatest Reason

They are not asked by someone they trust.

Campaigns Fail

• Not for a lack of money• Not for a lack of people willing to give• But for a lack of people who care enough

about the mission of the campaign to ask others to do what they have already done… Give!

Presenting Opportunities

Obstacles to Asking

• Don’t like to “beg”• Fear

Begging vs. Asking

• “We need $” vs. “Your $ will produce results”

• “We need to pay our bills” vs. “You can help change the life of a child”

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• “You don’t think you can give anything, do you?” vs. “I know you will want to give all you can to help our kids”

• “We need anything you can spare” vs. “I’ve personally invested $10,000 for this year and I would like you to consider doing the same”

Begging vs. Philanthropy

Begging• Asks for what they

can spare• Presents a hopeless

or helpless cause• Creates no

expectation of ROI• Focuses on Club’s

needs

Philanthropy• Asks for a specific

considered amount• Presents a solution to a

problem• Expects a ROI• Helps the donor satisfy

a need

Twelve Easy Steps

1. Make Your Own Gift

• It is too hard to ask someone else to do something you are not willing to do

• It shows you are committed

• It will make you a much better solicitor

2. Think About the Kids

• Don’t think about the “money”

• Think about the kids, their future, and the impact they have on our community

3. Choose “Good Prospects”

• You know you can get a meeting

• You know they have a connection to the Club

• You will feel comfortable asking to do what you have done

• Take a little advice from Ben Franklin…

4. Call to Meet in Person

5. Prepare for Meeting

• Assemble Your Materials– Case Brochure– Letter with “ask amount”– Pledge Card

• Review the Case• 2nd person• Outline presentation• Let staff know

6. Talk about the Kids

• In other words, know the case and present it

• Remember, the ROI we get from dollars spent at BGC

7. Share Your Commitment

• Tell the prospective investor about why you choose to invest in the Club this year

8. “Consider”

• “Will you consider giving $____ to support the BGC of ____ this year?”

• “Will you consider joining me in giving $_____ to the BGC of ___ this year?

• “Will you consider becoming a member of the Jeremiah Milbank Society?”

9. Be Quiet

10. Answer Questions

11. Follow Up

• Schedule a “next step”

• Take “next step”

• Get signed pledge card

• Report to Club staff

• Your job is not done until the pledge card is signed and delivered to Club

12. Express Gratitude

• Personal • Club

Practice

• “Actually, I am not interested in supporting the Club”

• “That’s too much money”

• “I cannot give you an answer until I speak with my spouse”

Thank You