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8/13/20
Amy Eisenstein www.amyeisenstein.com 1
How to Engage Donors and Raise Funds During the Covid-19 Crisis
Amy Eisenstein, ACFRE
AmyEisenstein.com
CapitalCampaignToolkit.com
1
5 Reasons to Ask
1. You won’t raise money if you don’t ask
2. Some people have MORE money now
3. People are desperate to help
4. You are being negligent if you don’t ask
5. Your nonprofit needs funding
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How are you doing (with fundraising)?
1. Great! Better than expected.
2. Good. On track and on schedule.
3. Surviving. Not bad, but not great.
4. Sinking! We’re at risk of closing.
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8/13/20
Amy Eisenstein www.amyeisenstein.com 2
Case for Support
Who do you serve?
What has changed?
What do you need?
What’s the plan for the future?
Why now?
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Identify Prospective DonorsBoard, Staff, Clients
Current Donors - large and loyal
Donors and volunteers
Community Members
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How many donors did you ask for money last month?
1. Less than 10
2. 10 – 25
3. More than 25
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8/13/20
Amy Eisenstein www.amyeisenstein.com 3
Preparing to Call
Relationships Strangers
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Strangers - Phone
1. Introduce yourself
2. Ask how they are doing
3. Ask questions, and listen carefully
4. Share an update about your org
5. Ask permission to ask
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Leaving MessagesHello, my name is ______ and I am calling from ________.
We’re calling all our supporters and are thankful to count you among them.
I am calling to see how you are doing during this time.
I’m sorry we weren’t able to connect, but I will reach out to you again soon. If you’d like to call me back, I can be reached on my cell at ________. I’m looking forward to speaking with you soon.
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8/13/20
Amy Eisenstein www.amyeisenstein.com 4
Hello, this is _____ (include title) from ________ Org.
We’re calling our supporters and are thankful to count you among them. Do you have a few minutes to talk?
If now is not a good time, when would be?
I wanted to reach out to say hello and see how you and your family are doing during this time. I also wanted to thank you for your years of (or recent) support.
Impromptu Phone Calls
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Ask Open QuestionsüHow are you and your family doing?
üAre you able to work from home?
üWhy did you give in the first place
üWhy do you continue to give?
üWhat interests you most about our org?
üWhat changes have you observed?
üHave your philanthropic interests changed?
üHow might you like to help?
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Those You Know - Video
1. Send an email requesting time
2. Ask how they video chat
3. Schedule meeting
4. Prepare slides/visuals (minimal)
5. Create bullets
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8/13/20
Amy Eisenstein www.amyeisenstein.com 5
More on Video Chat
1. Plan ahead and test if appropriate
2. Test your mic, volume, lighting, background
3. Plan for background noise (kids, pets, etc.)
4. Have a plan-B
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Transition to an Ask
Ask Permission to Ask
Would it be okay if I share some of our needs?
Are you interested in learning how you might help?
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Request
ü Major gifts
ü Monthly/recurring gifts
ü One-time gifts
ü In-kind items
ü Advice and feedback
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8/13/20
Amy Eisenstein www.amyeisenstein.com 6
Keep Fundraising
Don’t make assumptions about what your donors
will/won’t and can/can’t do!
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Virtual Townhalls
1. Create opportunities for people to gather
2. Provide updates
3. Ask for advice and listen
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Virtual Events/Social
1. Don’t postpone events (switch to virtual
– or better yet, cancel them!)
2. Be creative and different
3. Try new things – time to experiment
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8/13/20
Amy Eisenstein www.amyeisenstein.com 7
Major Gift Resourcesamyeisenstein.com
Capital Campaign ResourcesCapitalCampaignToolkit.com
Free Resources
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Questions?
AmyEisenstein.com
CapitalCampaignToolkit.com
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