[Major Gift Webinar] Analyze This: How Major Gift Donor Meetings Work
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Transcript of [Major Gift Webinar] Analyze This: How Major Gift Donor Meetings Work
ANALYZE THIS: HOW MAJOR GIFT DONOR
MEETINGS WORKPresented by
Peter J Heller
March 17, 2016
Peter J [email protected]
MAJOR GIFT DEFINITIONS From Individual Donors
Dollar Amount Varies
20% Donors = 80% Support
Exist with/without Capital Campaign
1. Get Organized
3 Easy Steps to Asking for Major Gifts from Individuals
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
1. Get Organized 2. Schedule Your Meetings
3 Easy Steps to Asking for Major Gifts from Individuals
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
1. Get Organized 2. Schedule Your Meetings3. Meet and Ask for the Gift!
3 Easy Steps to Asking for Major Gifts from Individuals
…and repeat
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
3 Concepts to Understand
Step 3: Meet and Ask for the Gift “Deep Dive”
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
1. Not all major gift donor meetings have the same purpose.
3 Concepts to Understand
Step 3: Meet and Ask for the Gift “Deep Dive”
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
1. Not all major gift donor meetings have the same purpose.
2. Calibrate the Stage in your donor relationship
3 Concepts to Understand
Step 3: Meet and Ask for the Gift “Deep Dive”
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
1. Not all major gift donor meetings have the same purpose.
2. Calibrate the Stage in your donor relationship3. Match your meeting to the Stage
3 Concepts to Understand
Step 3: Meet and Ask for the Gift “Deep Dive”
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
QUALIFY
CULTIVATE
SOLICIT
CLOSE
STEWARD
DROP, DEFER, RE-SOLICIT
Stages of Donor Engagement
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
Meeting #1
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
1. Establish a rapport with the potential donor
Meeting #1
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
1. Establish a rapport with the potential donor2. Learn about their interests and ideas – LISTEN!
Meeting #1
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
1. Establish a rapport with the potential donor2. Learn about their interests and ideas - LISTEN3. Describe the exciting work being done at your
organization
Meeting #1
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
1. Establish a rapport with the potential donor2. Learn about their interests and ideas - LISTEN3. Describe the exciting work being done at your
organization 4. Explain that in the future you would like to
discuss possible support
Meeting #1
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
1. Establish a rapport with the potential donor2. Learn about their interests and ideas - LISTEN3. Describe the exciting work being done at your
organization 4. Explain that in the future you would like to discuss
possible support 5. Ask for another meeting to continue to talk
Meeting #1
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
Meeting #2
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
1. Check in on what’s new with the potential donor
Meeting #2
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
1. Check in on what’s new with the potential donor 2. Give an update on your organization
Meeting #2
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
1. Check in on what’s new with the potential donor 2. Give an update on your organization 3. Make your ask
Meeting #2
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
1. Check in on what’s new with the potential donor 2. Give an update on your organization 3. Make your ask 4. Establish the next step
-- A written proposal, a phone call, meeting with spouse/partner, etc.
Meeting #2
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
Meeting #3
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
1. Discuss your proposal
Meeting #3
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
1. Discuss your proposal2. The donor says yes.
Meeting #3
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
Get our Free Tools for Major Gift Fundraising!Go to: peterjheller.com/freetoolsPeter HellerFundraising Consulting Major Gift Programs, Campaigns, Feasibility Studies, Training [email protected]
www.peterjheller.com
Your Questions
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK