NCDC - Major Gifts in a Small Shop
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Transcript of NCDC - Major Gifts in a Small Shop
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Major Gifts in a Small ShopTechniques for getting large gifts
with few resources
Marc A. Pitman, The Fundraising Coach
2010 National Catholic Development Conference
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Who am I? Chosen for Seth Godin’s
BullMarket Guide as a person “will shake things up”
Creator of the Extreme Fundraising Ezine (http://fundraisingcoach.com)
Author of Ask Without Fear! and Creating Donor Evangelists
Pastored a Vineyard church plant
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Today’s Goals The “Get R.E.A.L.”
approach to neutralizing fear and making the ask
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Today’s Goals The “Get R.E.A.L.”
approach to neutralizing fear and making the ask
Stories of fundraising in the Bible
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Today’s Goals The “Get R.E.A.L.”
approach to neutralizing fear and making the ask
Stories of fundraising in the Bible
3 incredibly effective steps for crafting your message
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Time Saving Tip #1
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Where should you spend your time?
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Fundraising…a privilege
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But first a word from our Sponsor…
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Moses :: Exodus 25, 35, & 36
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Hezekiah :: 2 Chronicles 31
Hezekiah’s
Tunnel
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Jesus :: Matthew 6
Dan Haggerty’s Smiling Jesus
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Time Saving Tip #2
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Let's Get R.E.A.L.!
1. Research
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Let's Get R.E.A.L.!
1. Research
2. Engage
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Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
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Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
4. Love/Like/Live
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ResearchAbout your goals:
Case statement
Gift table
Naming Opps
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Time Saving Tip #3
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www.GiftRangeCalculator.com
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ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
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ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
Be realistic
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ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
Be realistic
Avoid Paralysis By Analysis
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EngageFundraising is like dating
Get to know them– What got them involved in
the nonprofit? What impressed them most?
– What fascinates them– Office/pictures/trophies
Let them get to know about what makes your organization unique
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Multiple ToolsFace-to-face
– ALWAYS the best– This is what brings in the
money
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Multiple ToolsPhone
– be natural
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Multiple Tools
E-mail– can work VERY effectively– see my e-course
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Multiple Tools
E-mail– can work VERY effectively– see my e-course
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Multiple Tools (cont)
Mail– “This made me think of you”
notes
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Multiple Tools (cont)
Web– Where's the banana?
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Ask#1 Reason people
don't give?
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Ask
Find a connection and put the plug into the outlet!
Make It Easy
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Different Strokes for Different Folks:Dominant
Inspiring
Steady
Calculating
Therefore, speak to the head & the heart
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Make It Easy Phraseology
– Make Your Own Gift First!– "I can appreciate that"
Props– Renderings– Gift Charts
Options: Arrows in your quiver– monthly giving options– Maybe: good, better, best
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Tangibilitize your askHeifer.org gives all sorts of gift
ranges represented by different animals:
a $500 gift is symbolized as a gift of a heifer,
$120 a gift of a pig, $60 a trio of rabbits, $20 a gift of chickens. A $5000 gift is “a gift of an ark”!
The prices in this catalog represent the complete livestock gift of a quality animal, technical assistance and training. Each purchase is symbolic and represents a contribution to the entire mission of Heifer International. Donations will be used where needed most to help struggling people.
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Handling Objections What are common ones?
Don't have the money– when might you?– when may I come back?
Giving elsewhere– best objection– "how could we get in your
top 10 giving priorities?“
Not interested– Are they comatose? *grin*
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Love/Like/LiveLove/Like the person
anyway—they're more important than the gift– This business is ALL
about relationships
Live with their response!– You don't always have to
like the response but keep on loving the person
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7 Frequent Fundraising Myths1. The Mickey D’s Mistake
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2. Cheez-It Treatment
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Another Time Saving Tip
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Rule of 3’sWho’s Your Jennifer?
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Rule of 3’sWho’s Your Jennifer?
1. Three Attributes
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Rule of 3’sWho’s Your Jennifer?
1. Three Attributes
2. Three Channels
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Rule of 3’sWho’s Your Jennifer?
1. Three Attributes
2. Three Channels
3. Three Times/Month for Three Months
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You Can Do It!BEE YOURSELFMake your gift first!Don't feel guilty that
you're afraidHave courage (it's not
courage without fear)Keep it simpleHave fun! You’re
helping create disciples!
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Website with free blog and entire “Fundraising in the Bible” article
Tool shop including Ask Without Fear!
Give me your card for a free copy of $100,000 Guide to Email Solicitation e-course