Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle©...
Transcript of Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle©...
![Page 1: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/1.jpg)
Taking Donor Visits to the Next Level
A Sure Path to Joyful, Generous and Inspired Yeses
![Page 2: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/2.jpg)
Generous, Inspired, Joyous, Giving
2
![Page 3: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/3.jpg)
Agenda
1. Foundation
2. Getting tough appointments
3. Planning a visit for maximum results
4. Strategic Questioning and Listening
5. Stewardship and the Wow Factor
5. Ending with a yes to a next step
3
![Page 4: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/4.jpg)
It’s All About Relationships, Engagement…
4
…and Being Strategic
![Page 5: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/5.jpg)
5
Approach Matters
![Page 6: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/6.jpg)
Building Transformational Donor Relationships
6
![Page 8: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/8.jpg)
Trusted Versus Trustworthy
8
![Page 9: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/9.jpg)
9
The Tarnside Curve of Involvement *Developed by Patrick Boggen, Tarnside Consulting, UK
GIV
ING
INVOLVEMENT
Awareness Interest
Engagement
Commitment
Ownership
Taking Personal
Responsibility
![Page 10: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/10.jpg)
Factors* *Bank of America, University of Indiana 2009, High net work donors w/$200K+ income and $1,000,000 in liquid assets
• Attending religious services
• Volunteering
• Using professional expertise
• Engaging children in philanthropy
• $111,137 – $76,112
• $124,267 – $35,127
• $158,194
• $243,935 – 3x as much as those
who did not
10
![Page 11: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/11.jpg)
High Tough Long Term
High Touch Short Term
Lower Touch Short Term
Suite of Engagement Opportunities
11
![Page 12: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/12.jpg)
Securing “Yeses”
Mission, Values, Organization
Vision and Leadership
Philanthropy
Purpose, Impact
Scope,
Timing
12
![Page 13: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/13.jpg)
Your Goal
13
![Page 14: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/14.jpg)
Types of Visits
• Qualifying
• Discovery
• Engagement (developing and advancing relationship)
• Stewardship (connecting with impact, advancing relationship)
• Recruitment
• Solicitation
14
![Page 15: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/15.jpg)
Preparing for the Visit
• What goals do you set?
• What else do you do?
15
![Page 16: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/16.jpg)
Getting Tough Appointments
16
![Page 17: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/17.jpg)
Asking Strategic Questions
17
![Page 18: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/18.jpg)
Messages that “Stick”* * Made to Stick by Chip Heath & Dan Heath
• Simple
• Unexpected
• Concrete
• Credible
• Emotional
• Stories
18
![Page 19: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/19.jpg)
Types of Questions* *Neil Rackham Spin Selling
• Open/Closed
• Direct/ Indirect/ Leading
• New information
• Clarification/Confirmation
• Attitude
• Values
• Implications
• Commitment
19
![Page 20: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/20.jpg)
Strategic Questions Structure
• Start broad
• Frame questions
• It’s a conversation
• Avoid classic traps
20
![Page 21: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/21.jpg)
The Donor Puzzle©
• “Right” purpose
• “Right” amount
• “Right” solicitors
• “Right” time
• “Right” participants
• “Right” place
• “Right” materials
21
![Page 22: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/22.jpg)
Donor Puzzle©
• Ratings
• Motivation, values and interests
• Where on Tarnside Curve
• Knowledge, impressions of your organization
• Philanthropic decision makers and process
• Natural partners
• Issues
• Involvement and contribution preferences
• Stewardship preferences
22
![Page 23: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/23.jpg)
World View • Meet basic needs
• Save or transform one life
• Strengthen the community
• Have a greater societal impact
• Save the world
23
![Page 24: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/24.jpg)
Listening for Intent
24
• Most of us listen to respond rather than listen to understand* – *Peter Drucker
![Page 25: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/25.jpg)
The Importance of PROBING and UNPACKING!
• Listen carefully
• Ask follow-up questions
• Go deeper until you understand INTENT
25
![Page 26: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/26.jpg)
Active Listening
26
![Page 27: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/27.jpg)
Listening Styles or Preferences* *Listen Up by Kitty Watkins and Larry Baker
• People oriented
• Action oriented
• Content oriented
• Time oriented
• Multiple preferences
27
![Page 28: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/28.jpg)
28
Stewardship
Surprise
Personal
Connect the Dots
Impact!!!!
Accountability S
![Page 29: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/29.jpg)
“WOW” Experiences
29
![Page 30: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/30.jpg)
End Every Visit with a “Yes”
30
![Page 31: Taking Donor Visits to the Next Level - AFP Dallas€¦ · 24/10/2012 · Donor Puzzle© •Ratings •Motivation, values and interests •Where on Tarnside Curve •Knowledge, impressions](https://reader035.fdocuments.in/reader035/viewer/2022070918/5fb861a3f25f9169e832b8a8/html5/thumbnails/31.jpg)
• Find us on
• Visit us:
– www.theosbornegroup.com for free podcasts, videos and tools
• Contact us:
– [email protected] 914-428-7777
• Follow us
– Twitter @kareneosborne, @bobosborne17, @neeshar, @yolanda_rahman
This presentation is the copyrighted property of The Osborne Group, Inc. (TOG) It cannot be used, copied, sold or given away without written permission from TOG
31