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Our Agenda Today
• Messaging – why is United Way so important?
• NC 2-1-1
• How to attract major donors/investors.
• How to motivate your board, staff and
volunteers to raise money.
• My tips, strategies and short cuts that have
raised hundreds of millions.
Is This Your Board?
Is This Your Board?
Is This Your
Board?
Goal: Fired-Up Volunteers, Staff
and Board Members
Why Do You Care About
United Way?
Why Do You Care?
1. “Find a partner.
2. “Introduce yourself.
3. “Tell them why you care
about our organization.
4. “Listen to them tell you.
5. “You only have 30 seconds
each.
6. “When I call out, find another
partner.
“As you go around talking to
people, be aware of 5 things:
1. “Track what you are saying and how it
changes.
2. “How are you impacted by what you hear?
3. “Is it easy or difficult?
4. “Is it fun or miserable?
5. “Observe the energy in the room!
Debriefing
The Mingle Exercise
1.What was your
experience?
2. What did you hear that
really resonated?
Debriefing
The Mingle Exercise
Part 1 of the Elevator Speech:
What You Say
The “Why”
not the
“What.”
Small Groups:
5 Reasons
Why
United Way
Is So Important
Motivate Board Members and
Staff – Ask Them Why They Care!
How You Are Being
How You Are
Being
Matters Most
Part 2 of the Elevator Speech:
How You Are Being
• Energetic
• Enthusiastic
• Authentic
• Honest
• Personal
If you are all about money,
where will your energy be?
People will forget what you said,
people will forget what you did,
but people will never forget how you made
them feel. Maya Angelou
Spread the Idea Virus
Become a SNEEZER spreading the viral news
wherever you go.
Messaging for NC 2-1-1
WHY is NC 2-1-1
so important to your community?
Part 3 of the Elevator Speech:
Create a Conversation
What
are your
impressions?
The Fundraiser’s Kiss of Death
• Being boring!
• Talking too much!
Use Your Radar: The most important thing in
communication is hearing what isn't
said.
— Peter F. Drucker:
Conversation Tactics:
Ask Your Donor for Advice
If you want money ask for advice;
if you want advice, ask for money.
Your Donor Expects to do the
Talking
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I love being listened to!
What Can You Ask Your Donor for
Advice About?
Power Questions:
Asking for Advice
• Tell me what you think about. . .
• Please give me your guidance on . . .
• Can we brainstorm this idea?
• What should I do?
• How could we pull this off?
Power Questions: 2. Probing Their Interest
• I’d love to hear about your philanthropy. . .
• What drives your philanthropy?
• What causes are you most passionate about?
• I’d love to know why you are interested in the United Way.
• What are your top three philanthropic priorities?
• What would it take for the United Way to become one of your priorities?
Power Questions:
3. About Our Organization
• What is your opinion of the United Way in our community?
• What do you think about this big project we are considering?
• Do you support our initiative? Why or why not?
• Tell me what you think about our strategy . . .
• How do you think we can accomplish this goal?
• Do you think we can raise the money?
• Who might be interested in supporting this?
• Who else should be involved?
Advice Visit Success
I had an "advice visit" today with a very prominent
woman in the community who on the
spot offered a $10,000 challenge grant!!
What's even more amazing is that she did not want
to schedule the meeting because she said her
foundation had no money to give us!
~Linda Frenette, Community Music School, Raleigh NC
Advice Visit Success
“I've been having a great time contacting business
leaders asking for their coaching on making the
Grand Canyon Chapter of the Red Cross a success.
I outline why I serve on the board, what the Red Cross
does in our community, and ask what successful
practices they have seen on other charitable boards.
The response is great. They are interested and want to
have on-going dialogue! It's about relationships......
Thanks again, Gail
~Karen Mildenhall, Chair-Elect Phoenix Red Cross
Steps in the Major Gift Adventure
THANK THANK
THANK AGAIN
CULTIVATE AND INVOLVE
ASK FOR SUPPORT
IDENTIFY
PROSPECTS
The Fundraising Adventure TIME AND ENERGY INVOLVED
in each step of the cycle
Part 4 of the Elevator Speech:
Request for Followup
“What kind of followup requests can you make?”
See if you can make a list:
Who are the 10 most
important people who
could catapult your
organization?
Gail’s VIP Prospect Game
Play The VIP Prospect Game
Pull out a sheet of paper.
You do not have to turn the
paper in.
Can you identify 10 people or
funding sources who could
catapult our organization’s
future?
What was it like to create this
list?
Many More Resources at
FiredupFundraising.com
Top 10 Things to Understand About How Fundraising Really Works Today
5 Clues Your Fundraising is Headed Downhill
Does Your Organization Really Support Fundraising? Take This Simple Quiz
Show Me the Money: How To Move From Friendraising to Fundraising
How Major Donors are Changing and What To Do About It
20 EASY Ways Board Members Can Cultivate Donors
10 Easy Ways Board Members Can Raise Money
12 Ways to Liven Up Your Board Meetings —and Your Board
Fired-Up Fundraising NEWSLETTER
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