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- Conference Code: 843 654 3232

USE THE GIVING SCORE™ TO FOCUS USE THE GIVING SCORE™ TO FOCUS YOUR DIRECT MAIL EFFORTSThe Raiser’s Edge® 7.92

© 2012 Blackbaud, Inc. This material may not be reproduced or transmitted in any way.THIS MATERIAL IS STRICTLY CONFIDENTIAL: The information contained in this document, and any attachments thereto, is owned by Blackbaud and is strictly confidential. Unauthorized use, disclosure, or copying of such information is strictly prohibited. If the reader of this document is not the intended recipient, please notify Blackbaud immediately by calling (800) 443-9441 and destroy all copies of this document and any attachments.

Blackbaud powers the business of philanthropy from fundraising to outcomes.

AGENDA• Effective mailings• Determining ask amountsDetermining ask amounts• Addressees and salutations• Using Giving Score queries in mailings• Using Giving Score queries in mailings

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FAN MAILINGSFans:• High affinity but low capacity to give• Good source for annual givingGood source for annual givingWhich mailings work?• Send the annual appeal, but limit other appeals.• Suggest a recurring gift in your mailing and provide

examples of how small donations support your cause.• Suggest ways they can share your organization’s

message with others.• Send acknowledgements, newsletters, and event

invitations.• Send mailings that provide updates on your mission

but don’t include an ask amount.

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VIP MAILINGSVIPs:• High affinity and high capacity to give• Good source for major gifts and planned giftsGood source for major gifts and planned giftsWhich mailings work?• Send personalized appeals with a specific ask

amountamount.• Use personalized proposals to ask for gifts.• Send acknowledgements, newsletters, and event

invitations.• Send mailings without an ask amount so they have

ongoing updates, can see the impact of their gift, and know that you appreciate them.

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ACQUAINTANCE MAILINGSAcquaintances:• Low affinity and low capacity to give• Minimize contact but monitor for increases in Minimize contact but monitor for increases in

likelihood and capacity to give.Which mailings work?

Send introductory information to inspire them with your • Send introductory information to inspire them with your mission.

• Send information about how small donations support o r missionyour mission.

• Send newsletters.

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LONG-SHOT MAILINGSLong-shots:• Low affinity and high capacity to give• Minimize contact but monitor for increases in Minimize contact but monitor for increases in

likelihood to give• Work to inspire themWhich mailings work?Which mailings work?• Send introductory information to inspire them with your

mission.• Send information about accomplishments and how

donations made those accomplishments possible.• Send newsletters.• If you send an appeal, make sure you include

information about your mission and how past donations have made an impact.

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DETERMINING AN ASK AMOUNT• Consider past giving history, income, and wealth information.• A prospect may give 5 to 10% of annual income A prospect may give 5 to 10% of annual income. • These equations can help you calculate an appropriate ask

amount: amount: - Total real estate value x 4 x 5% (use only when real estate value is over

$500,000) $500,000) - Total stock holdings x 4 x 5% (use only when known stock value is over

$100,000) - 5% of total known assets (use only when asset value is near or over $1

million)

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RESOURCES• Prospect Research for the Non-Researcher offers:

- Tips for tailoring gift requests

- Tips for gauging capacity

- Access the white paper here: htt // bl kb d /fil / /d l d /Whit P P tR hhttps://www.blackbaud.com/files/resources/downloads/WhitePaper_ProspectResearchForTheNonResearcher.pdf

• Taking Control of Your Annual Fund offers: g- Tips for using data to customize appeals

- Suggestions for building donor loyalty

- Success stories

- Access the white paper here: htt // bl kb d /fil / /d l d /Whit P A lF d df

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https://www.blackbaud.com/files/resources/downloads/WhitePaper_AnnualFund.pdf

TO CREATE A GIVING SCORE QUERY1. On the navigation bar, click Query.2. Click New Query. C c e Que y3. In the Query type list, click Giving Score.4 Click OK.4. Click OK.5. Select the Giving Scores that you want to include. If

necessary, select the No Score checkbox to include necessary, select the No Score checkbox to include constituents that do not have scores.

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ADDRESSEES AND SALUTATIONS FOR INDIVIDUALSINDIVIDUALS

A

B

Access the Addressees/Salutations tab on an individual constituent record to review or update addressees and salutationsor update addressees and salutations.

A. Use the primary fields to store the most common addressee and salutation.

B. Use the additional fields to hold addressees and salutations that you want to use

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yfor specific purposes, such as invitation mailings or informal communications.

ADDRESSEES AND SALUTATIONS FOR ORGANIZATION CONTACTSORGANIZATION CONTACTS

A

B

• Access the General 2 tab on the relationship record to review or update addressees and salutations for an organization’s contactand salutations for an organization s contact.

• We recommend using a contact addressee and salutation so that the mailing can be addressed to an individual. If the relationship is also a constituent, you must edit

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addressees and salutations on the constituent record.

TO CREATE AN APPEAL MAILING1. On the navigation bar, click Mail.2. Click Appeal Cards.3. Click New.4. In the Card type field, select Create custom data file.5 Define other settings as needed5. Define other settings as needed.6. Click Send to Word merge wizard.7. Create the merge letter.8. Click Save and return to RE7.9. Click Merge.10 Select a location to save the merged letters and then click OK10. Select a location to save the merged letters and then click OK.11. Review the letters and edit as needed.Important: Update the Output Options on the Format tab before you finalize your

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letters.

TO SELECT A QUERY FOR THE MAILING1. On the General tab, click the Include button.2. Click Selected Records.C c Se ected eco ds3. Search for and select the query that you want to use in the

mailing.g4. Click Open.

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TO SELECT FIELDS TO INCLUDE1. On the Fields to Include tab, select the field in the Available

Fields pane.2. Click the right arrow .3. Repeat steps 1 and 2 for each field that you want to include.p p y

To remove a field:To remove a field:1. Select the filed in the Fields to Export pane.2 Click the left arrow 2. Click the left arrow .

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TO SELECT SPECIFIC ADDRESSEES FOR A MAILING1. In the Fields to Export pane, select Addressee/Salutation.Addressee.2 Cli k th O ti b tt

MAILING

2. Click the Options button.3. Click Individual. 4. Under Addressee/Salutation to Use select one of the following:

• From individual: uses a salutation format defined on the constituent record. In the Use this addressee/salutation if present on the Individual field, select the salutation. In the Otherwise use field, select a salutation to use if the first salutation is not defined on the record.F C fi ti f th l t ti f t d fi d i C fi ti if th t • From Configuration: uses one of the salutation formats defined in Configuration even if that format is not on the constituent record. In the Use this addressee/salutation from Configuration field, select the salutation.

• Use individual name: uses the name on the constituent record.Use individual name: uses the name on the constituent record.5. Click Organization. If necessary, select the Include Constituent ID checkbox.6. Click Contact and define the salutation for the organization contact. Note: You can

define the same options for a contact as you define for an individual

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define the same options for a contact as you define for an individual.7. Click OK.

TO SELECT SPECIFIC SALUTATIONS FOR A MAILING1. In the Fields to Export pane, select Addressee/Salutation.Salutation.2 Cli k th O ti b tt

MAILING

2. Click the Options button.3. Click Individual. 4. Under Addressee/Salutation to Use select one of the following:

• From individual: uses a salutation format defined on the constituent record. In the Use this addressee/salutation if present on the Individual field, select the salutation. In the Otherwise use field, select a salutation to use if the first salutation is not defined on the record.F C fi ti f th l t ti f t d fi d i C fi ti if th t • From Configuration: uses one of the salutation formats defined in Configuration even if that format is not on the constituent record. In the Use this addressee/salutation from Configuration field, select the salutation.

• Use individual name: uses the name on the constituent record.Use individual name: uses the name on the constituent record.5. Click Organization. If necessary, select the Include Constituent ID checkbox.6. Click Contact and define the salutation for the organization contact. Note: You can

define the same options for a contact as you define for an individual

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define the same options for a contact as you define for an individual.7. Click OK.

TO DEFINE FILTERS1. Click the Filters tab. 2. For the filter that you want to define, click in the Filter Option o t e te t at you a t to de e, c c t e te Opt o

column. Then select one of the following:• Include All: Include all records.• Include Selected: Include only the records that match criteria that

you define. Depending on the filter, you can select a query of records to includeto include.

• Exclude Selected: Exclude records that match criteria that you define.

3. Click OK.

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TO SELECT ORGANIZATION CONTACT TYPES FOR A MAILING1. Click the Org. Address tab.TYPES FOR A MAILING

2. Under Step 1, select Mail to contacts.3. Under Step 2, click the Contact Information button.p4. Select the Include Selected Contact Types Only checkbox.5. Under Contact types, select the contact type that you want to yp , yp y

include.6. Click the right arrow .g7. Repeat steps 5 and 6 for each contact type that you want to

include.

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8. Click OK.

TO CREATE A SIMPLE MERGE LETTER1. Click Send to Word merge wizard.2. Click Next.3. Click Perform a simple mail merge using only one document.4. Click Next.5 Cli k C t d t5. Click Create merge document.6. Define your letter using fields from The Raiser’s Edge.7 Click Save and return to RE77. Click Save and return to RE7.8. Click Finish.9. Select a file location and name.9. Select a file location and name.10. Click OK.

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TO ADD THE APPEAL TO CONSTITUENT RECORDS1. Click the Format tab

RECORDS

2. Click Output Options.3. In the Appeal ID field, select the appeal that you want to add to the

tit t d i l d d i th iliconstituent records included in the mailing.4. Select the Add this appeal to the constituent’s record checkbox.5 In the Date field enter the date that you want to display in the Date field 5. In the Date field, enter the date that you want to display in the Date field

on the Appeals tab of the constituent record.6. Update other fields as needed.7. Save the mail parameter.8. Create the merge letters.

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LEARN MORE WITH THESE VIDEOS• Introduction to the Giving Score in The Raiser’s Edge• Scoring Your Raiser’s Edge Database with The Giving g g g

Score• Qualifying Prospects in a Giving Score Queryy g p g y• Building a Mailing List with a Giving Score Query

Search Training Central using keyword Search Training Central using keyword “7.92” to find all of your 7.92 training.

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GET THE MOST OUT OF 7.92 WITH LEARNAttend these online instructor-led classes to learn more about mailings and Giving Score queries:• Mail Essentials in The Raiser’s Edge (Free with Learn)• Managing Constituent Contact Information (Free with Learn)g g ( )• Segmenting a Mailing (Free with Learn More)• Working with Giving Score Queries (Free with Learn More)• Working with Giving Score Queries (Free with Learn More)

No Learn subscription? Chat online with a No Learn subscription? Chat online with a Blackbaud specialist or contact a training

specialist at 800.468.8996, option 3.

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specialist at 800.468.8996, option 3.

Join us for our next webinar:

Discover Your Constituents’ True Capacity with WealthPoint for The Raiser’s EdgeWealthPoint for The Raiser s Edge

October 25, 2 PM Eastern

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