Questions Your Donors Want to Ask You

https://youtu.be/kHfWH9o7zNE

Fundraising for getting blockbuster results
Fundraising for getting blockbuster results

Just finished reading a book "11 Questions Every Donor Asks & The Answers All Donors Crave" by Harvey McKinnon and some say it's a book all fundraisers should read! So I read it and thought I'd blog about it today!

So what do you think your donors first question is when they hear your voice on the phone? McKinnon says its "Why Me" and he also says you better have a good answer!

You will have a good answer if you've done your homework and know your donor because you will understand their motivations, interests and reasoning. You will approach with an opportunity that you feel will be a good fit and know they will feel great about being able to make a difference for something that is important to them.

Of-course, if its a first time donor, you have your homework cut out for you! You've got some information gathering "getting to know you" sessions ahead!

I did a Facebook Live video/conversaton regarding this book that I will include with this blog if you have interest. It covers the basics of McKinnons book. I think the important aspect here to always remember is that your donors love to give to causes that have real meaning to them, that have a heart connection with, and you are simply the conduit for that connection! So love them, love your cause, love telling them the story and never ever be afraid to ask them for help because you know it's going to make them feel so good to help!

If you need some good fundraising tips, download my FREE 10 Amazing Fundraising Tips!

See You Soon! Enjoy the sunny days! Joy

DONOR LOVE MEANS UNDERSTANDING YOUR DONORS

[vs]http://www.youtube.com/watch?v=kHfWH9o7zNE[/vs]
Harvey McKinnon wrote a good book, “The 11 Questions Every Donor Asks” and its a great read an interesting discussion for all fundraisers!

CULTIVATE OR PARTNER WITH YOUR BIG SPENDERS?

https://youtu.be/WIs2eBELk9E

Fundraising for getting blockbuster results
Fundraising for getting blockbuster results

Hey, I’ve been in Development 20 years now and constantly I hear and study the words “stewardship” and “cultivation”! If interview someone for a development position and they don’t immediately smile with relief when responding to these 2 magic words, I immediately sense they’re likely not right for this department. And, of-course, everyone wants to “cultivate” the Big Spender!

Last week a great friend of mine and a true “Big Spender” ( super philanthropist) gave a huge birthday bash in PDX! I mean huge!

SHOWTIME! A big band, singer, show girls and great musical numbers and hilarious roast made the program a smash! #1 hit for me was “Hey Big Spender,” performed by 15 Executive Directors from non-profits that my friend supports! Everyone cheered, laughed, enjoying the hilarious musical moment!

By morning my thoughts are consumed by how and why these partnerships formed. Why are they working so well for both my friend and the non-profits? They both certainly seem to get a lot out from the mutual relationship and that’s always why good relationships work, right?

Every development officer in PDX worth their salary has called my friend, trying to “cultivate” a fundraising relationship. If they are successful, then the “stewarding” sets in! Makes me wonder, who gets through and why! What is the winning formula?

So I asked my friend, how about Skypeing an interview with me about your non-profit partners, what do you look for in a non-profit for them to get to partner status? He said OK!

Preparing for this interview I went to Youtube and viewed Philanthropy thought leaders that have interviewed in this area and one sophisticated philanthropist, a lady, really resonated with me, hence the “Cultivation if for Potatoes” title!

She said, “I have a pet peeve and it’s cultivation! Do Not Cultivate Me, I am Not a Potato!”

She went on to say that she did not want any ‘tchotchkes,’ spend her donation on projects, projects that solve the problems you are working on together.

I’m excited to interview my big spender friend and find out just what it takes to get him interested in a non-profit partnership.

Can you imagine all the calls he gets every day from development peeps in Oregon? How does he decide? How do other big non-profit spenders and philanthropists make their decisions? He does not have a foundation or board and can decide to big spend on the spur of the moment! This can make a fundraiser giddy with delight, don’t you think?

Okay, I will be back to blog some answers soon so stay tuned, check back, and would love to hear your thoughts on cultivation, big spenders, tchotchkes, or anything else!

 

Sounding Off on Fundraising Events!

here’s a link to it if you have interestblog post link image 1220 x 627

So I have a question for you right now about your fundraising event and goals!

How far do you push your guests to spend, spend, spend and how much noise can you take to do that?

This is an issue I have personally wrestled with for the last 5 years as we were taking an annual fundraising event from $80,000 to $200,000!

After thinking this to death in my mind every year and sometimes arguing with the professional auction advisers over my decisions, here’s my final thought, at least this year! 🙂

# 1. Hire the best sound person or company you can find in your area and discuss your concerns about noise levels in the event location. Ask them if they have ever done sound in this venue and what can you do to make the sound surround sound versus blast off sound. Use 4 point or 6 point speakers in the room and find out if you can lower sound of each individual speaker on the fly at the event! You may need to make emergency adjustments!

#2. timeline your event! Is it 4 hours, 5 to 9? If so, make a decision how to divide up the “selling with the mic” time! Current thought seems to be to, via the mic, talk up and through the Silent Auction and coming possibilities in Live Auction for the first 2 hours with barely a let-up! In my opinion, this is wrong and disrespectful to your guests! Give them enjoyment time, let them visit with their friends, hosts, let them visit with one another! Let them share their stories of why they love your mission! Let them enjoy “light” and “quiet” music in background if you like that idea (I do) because favorite tunes in the background make peeps feel comfortable and happy.

#3. At 7PM, unleash a dynamite program, loud, fun, zany, uplifting, great videos and stories and get that support! Plan for months to make this 2 hour program extremely compelling, two-hours that positions all the passion you and your staff can muster for your mission! Save up your best stories all year and tell those stories via video or personal visits from those your mission has helped, etc etc etc! Just make it really really good with you very best efforts.

You will start at 7PM with everyone relaxed and ready for a good time! Some may leave early, but you won’t lose a mass folks that have napkins stuck in their ears! And I’m not kidding as I hosted a table of 10 at my favorite event and 5 of the 10 had to leave because of the noise level, it was so uncomfortable and it had been constant for 2 hours by the time the program started. As the table host, I was embarrassed and convinced that I had been right for advocating for more relaxed Silent Auction and pre-event announcements. SAVE ALL THAT JAZZ for last 2 hours, with well located speakers and a sound crew who will work with you!

I did my first Facebook Live this weekend on Sounding Off Hey, I would love to hear from you! Sound off! It’s Joy, sounding off and signing off for now!
here’s a link to it if you have interest

The What & Why of Blockbuster Fundraising

2016 has been a busy year of putting together all the pieces of Blockbuster Fundraising, getting ready to get the training modules on line!

So what is the What and the Why of Blockbuster Fundraising! Why are we doing this and why do I want to do this? What is the purpose of this endeavor?

Having been a very successful fundraiser now for 20 years and coming into very stressful situations and painful moments at certain nonprofits, I learned how much it means and how to keep a cherished nonprofit alive and well in the community.

To be able to raise money when a nonprofit faces dire and urgent circumstances is an art that takes experience and the best of best practices! When it is a cause you truly passionately believe in, there isn’t any finer feeling in the world than to be able to keep those doors open and make wonderful things happen for those who need them to happen.

It is much nicer for a fundraiser or development director to enter a situation that isn’t so dire, but one where you can put together a fabulous plan to take the nonprofit to new heights and beyond their goals!

And fundraising has never been more exciting with greater possibilities! Nothing compares to the last few years, the dramatic changes in fundraising and development due to the internet and social media; it’s a wonderfully, exciting and creative time to be a fundraiser.

Watching Shark Tank inspired us, wanting to make our fundraising skills ‘scaleable’! Don’t you love it? Why scaleable??? Easy, because every single day hundreds of worthy wonderful caring causes come to my mailbox, arrive on my Facebook newsfeed and get tweeted to me, they all desperately need help!

But like everybody else in the world you can’t be everywhere and you can’t donate to every good cause so what can I do to make a difference in the world?

Ah-ha! I can share my fundraising knowledge, excitement, and passion with any fundraiser in the world who is trying to figure out right now how they’re going to find the money to keep their cause alive and well.

So what difference will Blockbuster Fundraising make and what is the real value of my knowledge to other fundraisers? In a nutshell, nonprofits will be able to get instant quality affordable fundraising help the moment they need it without having to hire expensive consultants or make a new hire.

How can we help? Blockbuster Fundraising is made up of only best practices, tested, current and proven best practices. Blockbuster can help nonprofits right now in 2016 raise the dollars they need to meet their goals. Blockbuster is creative and forward thinking, using all new technologies to benefit our clients. We love developing Development Relationships for development department through social media and have learned how to make it truly add to the nonprofit bottom line.

Development and fundraising is so important to every nonprofit organization in the entire world. Nonprofits struggle to find qualified development & fundraising people. Add to that that most of the U.S. non-profit organizations (currently 1.5 million US nonprofits with budgets of $1 million or less) often don’t have the budget/money to hire or even really train their fundraisers. And they flounder and so does the budget.

As of now, studies show there are less than 80,000 Development officers in the US non-profit arena, making it a field that has tremendous potential along with the great need. Because of the limited or non-existent training budget dollars in the nonprofits of this size, turnover, disappointment, and people leaving the field are rampant!

Blockbuster Fundraising is introducing in May of 2016 a tangible digital, video training product to enable nonprofits to experience success and immediately bring dollars and supporters to their mission. These are nonprofits with meaningful causes so close to the heart, and all extremely worthy, and many so in the need of help.

Blockbuster Fundraising can help nonprofits achieve their goals achievable and become sustainable.

Blockbuster Fundraising will give people the chance to truly change the world because that’s what nonprofits to do, they change the world! But to do the good that makes the changes, they’ve got to raise the money!

The goal at Blockbuster Fundraising is help worthy nonprofits with their development program, offering an affordable, immediate and proven successful training program that will get them to their goals and beyond. YOur goal is our goal! We can help make a big difference in the world by helping the worthy causes that need more dollars to stay the course!

Take care and talk to you soon. How to Achieve Successful Fundraising Plans will be the next blog subject. And when I’m not trying to figure out how to help you get more supporters and dollars in the door, I head outdoors with the WestieFore, below! Thank you for your valued time.

joy and westies on greenway

It’s a Perfect Time to Call Home!

With less than 25 days until year end, what do you think is the very best use of your fundraising time? Easy!!! Get on the phone and call home, your donor’s home that is!

Perhaps you need to put some numbers to this ‘calling home’ so consider these numbers: 1 out of every four of your donors would give you more if you gave them a call. Get out paper and pencil and let’s really look at this. If you make time to call 500 of your donors and all of those 500 gave you just $25 more, that adds $12,000 to your year end goal! Makes you want to get on the phone right now, doesn’t it? And we’re not talking your major donors and we’re not talking a major ask. just a warm hello, a thank you with a short sweet story that shows the, what their support has accomplished and holiday best wishes! And, if you are lucky enough to have thousands of donors, you can get some help from your board or volunteers.

Now let’s take a look at your lapsed list that still has not responded to your 2015 lapsed mailing. the experts say that if you give those lapsed donors a call, 19% would say yes to a donation request. 50% won’t answer, 27% will say no and 19% will say yes. Thiis is according to Simon Scrive of TotalFundraising at changefundraising.com

So yo have an annual fundraising event? Let’s call them and ask for a year end donation. Simon says that 25% will say no and 8% will say yes (67% you can’t reach). This is beginning to sound really productive, don’t you think? And really fun, too. You get better and better with each call, get to know your donors better, get really interesting feedback and feel really productive. You can also talk about the dates of your event in 2016 and what fun you’re going to have! Bragging about this great event can have huge impact on building attendance and support.

Now here is the best statistic of all! If you call your NEW Donors, you will boost their retention by 30%!! Is that wild or what? And we all know how hard it is to get new donors to stick around! Check out this Slideshare: http://www.slideshare.net/smaclaughlin/50-fascinating-nonprofit-statistics. You will be calling those New Donors as soon as you finish reading this fundraising blog.

Let’s talk about the call. You need to have an outline that asks questions that lead to “Yes.”
Introduce yourself and your position at organization. Ask if they have time to talk now. If they say they do, thank them sincerely and profusely for their support. Say, “It is wonderful that you are doing this” and let them talk. Ask them what it was that prompted their first gift. LISTEN! Tell them a short moving story that shows the beauty of their gift. Tell them you are making year end calls to see if you can get $25 more from each donor to make more stories like this happen. Ask “Can you Help?” and LISTEN!

donor retention statistics fundraising blog

Year End calls could also ask for an upgrade to monthly giving and I will tackle that in another blog. This is enough right now to get you to the phone to call home! Good Luck!

Monthly Giving a Powerful Fundraising Donor Retention Tool

Just yesterday I spent an hour with DonorPerfect on a webinar focusing on how extremely important donor retention is to your non-profit organizations fundraising plan! It’s all about the math and compounding over the years! They said that one way to improve your retention rate is monthly giving in your year-end fundraising plan and here is why.

How Do You Improve Retention Rate?
•Why Monthly Giving?
–Increases retention rates for monthly donors significantly- to 85%-90%!
–Attracts much larger numbers of smaller donors to give more than they currently do
–Worry less about cash flow – predict the future
–Give donors the convenience they love
–Attract younger donors

What do you think your retention rate is or do you know?

Click Here for your 10 Secrets