NCDC - Major Gifts in a Small Shop

Major Gifts in a Small ShopTechniques for getting large gifts

with few resources

Marc A. Pitman, The Fundraising Coach

2010 National Catholic Development Conference

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

Today’s Goals The “Get R.E.A.L.”

approach to neutralizing fear and making the ask

Today’s Goals The “Get R.E.A.L.”

approach to neutralizing fear and making the ask

Stories of fundraising in the Bible

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

Time Saving Tip #1

Where should you spend your time?

Fundraising…a privilege

But first a word from our Sponsor…

Moses :: Exodus 25, 35, & 36

Hezekiah :: 2 Chronicles 31

Hezekiah’s

Tunnel

Jesus :: Matthew 6

Dan Haggerty’s Smiling Jesus

Time Saving Tip #2

Let's Get R.E.A.L.!

1. Research

Let's Get R.E.A.L.!

1. Research

2. Engage

Let's Get R.E.A.L.!

1. Research

2. Engage

3. Ask

Let's Get R.E.A.L.!

1. Research

2. Engage

3. Ask

4. Love/Like/Live

ResearchAbout your goals:

Case statement

Gift table

Naming Opps

Time Saving Tip #3

www.GiftRangeCalculator.com

ResearchAbout your prospect

Tools– Google it– Blackbaud

Analytics, Wealth Point, P!N Network

ResearchAbout your prospect

Tools– Google it– Blackbaud

Analytics, Wealth Point, P!N Network

Be realistic

ResearchAbout your prospect

Tools– Google it– Blackbaud

Analytics, Wealth Point, P!N Network

Be realistic

Avoid Paralysis By Analysis

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

Multiple ToolsFace-to-face

– ALWAYS the best– This is what brings in the

money

Multiple ToolsPhone

– be natural

Multiple Tools

E-mail– can work VERY effectively– see my e-course

Multiple Tools

E-mail– can work VERY effectively– see my e-course

Multiple Tools (cont)

Mail– “This made me think of you”

notes

Multiple Tools (cont)

Web– Where's the banana?

Ask#1 Reason people

don't give?

Ask

Find a connection and put the plug into the outlet!

Make It Easy

Different Strokes for Different Folks:Dominant

Inspiring

Steady

Calculating

Therefore, speak to the head & the heart

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

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.

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*

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

7 Frequent Fundraising Myths1. The Mickey D’s Mistake

2. Cheez-It Treatment

Another Time Saving Tip

Rule of 3’sWho’s Your Jennifer?

Rule of 3’sWho’s Your Jennifer?

1. Three Attributes

Rule of 3’sWho’s Your Jennifer?

1. Three Attributes

2. Three Channels

Rule of 3’sWho’s Your Jennifer?

1. Three Attributes

2. Three Channels

3. Three Times/Month for Three Months

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!

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

marc@fundraisingcoach.com