View
1.473
Download
0
Category
Preview:
Citation preview
How to Get Your Board Members Engaged and Active in Fundraising
Gail Perry MBA CFRE
@gailperrync #firedupFRwww. Firedupfundraising.com gp@gailperry.com
Who Am I? 25+ years Blogger, coach, consultant Duke University and UNC-Chapel Hill fundraising Author “Fired-Up Fundraising: Turn Board Passion into Action” AFP Fundraiser of the Year International speaker and workshop leader #firedupFR@gailperryncGail Perry
Three Steps to Engage Your Board Members in
Fundraising: 1. Get them fired up!2. Educate them: redefine fundraising. 3. Give them easy jobs that don’t
involve “asking.”
Special Resource for Wild Apricot!
Workbook: Enlist Your Dream Team Board!
http://www.gailperry.com/resources-wildapricot/
Did Somebody Say the “F-Word?”
Are Your Board Members Literally Afraid of Fundraising? ”
The Tin Cup Syndrome?
Fundraising =
Begging?
Do Your Board Members Imagine
Fundraising = Rejection?
9
Fundraising = Cold Calls?
Step 1: Get Them Fired Up in
General!
Is This Your Board?
Is This Your Board?
Is This Your Board?
Is This Your Board?
Or Is this Your Board?
Is This Your Board?Is This Your Board?Is This Your Board?
13
Is This Your Board?Boring Meetings = A Bored Board
A Board Member Deserves a
TERRIFIC Experience!
Fire Up Your Board Where Does The Money
Go?• A panel discussion or interview format.• Why does it cost so much?• Program by program.• How much does it cost per person?• Story about someone whose life was changed.
Fire Up Your Board 10 Terrific Questions to Discuss
with Your Board1. “Why do we even need private contributions anyway?2. “Why does it cost so much?3. “Where exactly does the money go?4. “Why does it take so much staff to do this work?5. “How many kids are we helping in this program?6. “About how much does it cost per person helped? 7. “What else do we really need? And how much would that cost?8. “How many kids are we missing? What happens then? 9. Can you tell me a story of someone whose life was changed
thru our work?10. “What would we do if we had an additional $100k? (or $50k, or
$500k or million – whatever is relevant to your budget size.)
Fire Up Your Board Mission Moments: Give Board
Members a Direct Personal Experience
#5 Give Them Social Time Fire Up Your Board! Give Them Social Time
Down Time Together is Essential
Social Time For Board Members
Builds Trust and Collegiality
Ask Board Members Why They Care!
The Mingle Exercise: An Amazingly Powerful Tool
I’d like to learn what
to say.
Why Do I 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.
Why Do You Care About Our
Organization?
Practice the Elevator SpeechWhat To Say
The “Why”not the “What.”
Spread the Idea Virus Sneeze Wherever You Go!
This is how board members can become “sneezers,”
spreading the BUZZ wherever they go.
The Elevator Speech: How To “Be”
• Energetic• Enthusiastic • Authentic• Honest• Personal
28
Your OwnEnergy
is Infectious!
If you are all about money, where will your energy be?
Nothing great was
ever achieved without
enthusiasm!
—Ralph Waldo Emerson
The Elevator Speech: Turn It Into A Conversation
What are your
impressions?
The Fundraiser’s Kiss of Death
• Being boring!• Talking too much!
Three Steps to Engage Your Board Members in
Fundraising: 1. Get them fired up!2. Educate them! Redefine
fundraising. 3. Give them easy jobs that don’t
involve “asking.”
Steps in the Fundraising Adventure
THANK THANK THANK AGAIN
CULTIVATE AND INVOLVE
ASK FOR SUPPORT
IDENTIFY PROSPECTS
Many Roles for Board Members
TIME AND ENERGY INVOLVED in each step of the cycle
The Soft Sell School of FundraisingThe Relationship is More Important Than the
Ask
High intention Low pressure
Fundraising StrategiesCost Per Dollar Raised
Fundraising EVENT 50%
ANNUAL FUND 25-30%
MAJOR GIFT OR CAPITAL CAMPAIGN
5-10%
Would You Like to Be An Ambassador?
Fundraising? “YETCH!”
Ambassador? “What fun!”
How Can You Follow-up with a Donor?
1. Visit a site?2. Meet top staff?3. Lunch to discuss? 4. Advice visit coffee?5. A meeting or event?6. Something specific
to your friend’s personal interest?
Fundraising 2.0:Where the Easy Money Is in Fundraising Today
Are We Losing or Gaining Donors?
Fundraising’s
Dirty Little Secret:
Waaaay Too Much Donor
ATTRITION
43
In our surveys, less than 45% of fundraisers knew their current donor retention rate.
Do you know your retention rate?
45
How much $$ from
people who have not
renewed their gifts?
Three Steps to Engage Your Board Members in
Fundraising: 1. Get them fired up!2. Educate them! Redefine
“fundraising. 3. Give them easy jobs that
don’t involve “asking.”
Easy Fundraising Jobs:1. Host Sizzling Tours
• Board members invite their FRIENDS• Board member
welcomes• Call the next
day: “What were your
impressions?”
Easy Fundraising Jobs:2. Host Small Socials
• No solicitations!• Plan your followup— or don’t do it!
The All Important Follow Up Card
Name: _____________________________________Address: _____________________________________Email: _____________________________________Phone: _____________________________________What most interested me about your organization was: _____________________________________ _____________________________________I would like to:
1. ______Join your mailing list2. ______Hold a small social or tour of my own3. ______Make a contribution4. ______Volunteer5. ______ please call me at __________6. Other _____________________________________
Easy Fundraising Jobs:3. Thank You Phone Calls to
DonorsDonors received a thank you phone call from a
board members within 24 hours of receiving the gift.
The next time they were solicited, they gave 39% more than the other donors who did not receive a call.
After 14 months, those called were giving 42% more.
Donor Centered Fundraising, Penelope Burk
Easy Fundraising Jobs:4. VIP Prospect Game
Who are 10 funding sources who could catapult our financial future?
Easy Fundraising Jobs:5. Advice Visits
If you want money ask for
advice; if you want
advice, ask for money.
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 various business leaders asking for their coaching/opinion on making the Grand Canyon Chapter of the Red Cross a success.
I briefly outline the reasons 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 in the Red Cross and want to have on-going dialogue! It's about relationships...... Thanks again, Gail
~Karen Mildenhall, Chair-Elect Phoenix Red Cross
Special Resource for Wild Apricot!
Workbook: Enlist Your Dream Team Board!
http://www.gailperry.com/resources-wildapricot/
Many More Resources at FiredupFundraising.com
Top 10 Things to Understand About How Fundraising Really Works Today5 Clues Your Fundraising is Headed DownhillWhy Board Members Love Advice VisitsDoes Your Organization Really Support Fundraising? Take This Simple QuizEasy Elevator Speech Exercise for Your BoardShow Me the Money: How To Move From Friendraising to FundraisingHow Major Donors are Changing and What To Do About It20 EASY Ways Board Members Can Cultivate Donors10 Easy Ways Board Members Can Raise Money12 Ways to Liven Up Your Board Meetings —and Your Board
Fired-Up Fundraising NEWSLETTERGail Perry MBA CFRE twitter: @gailperrync
58
Recommended