Fundraising on your Campus like a Rock StarKELLY PHOENIX

EXECUTIVE DIRECTOR, NOURISH INTERNATIONAL

Fundraising

"I have good news and bad news. The good news is, we have enough money to make a lasting impact on extreme poverty. The bad news is, it's still out there in your pockets." 

Humor

   A doctor, a lawyer, and a fundraiser arrive at the Pearly Gates. St. Peter tells them they each get one wish before entering Heaven. The doctor asks for a million dollars, St. Peter grants the wish, and the doctor enters Heaven. This generosity did not go unnoticed by the lawyer, who proceeds to ask for a billion dollars. St. Peter grants his wish, and the lawyer enters Heaven.     Then St. Peter asks the fundraiser what she would like. She quickly replies, "If it's not too much trouble, could I please get the business cards of the two people who entered heaven just ahead of me?"

Fundraising like a Rockstar.

Fearless.

Break the Norms.

Entourage.

Slightly Eccentric in their requests.

Believe they are Rock Stars.

Love for Music.

Live it.

Where are you sitting?

My Story.

When I discovered I loved fundraising…

The Context

The Vision

Quality and compassionate care for the uninsured. The belief: Healthcare is a right not a

privilege. Over 121,000 people in my county did not have health

insurance in 2011. They go to the E.R. The average cost of an E.R. visit is $1,700. The average

cost of a hospitalization is $24,000 in Wake County. The cost to the community is millions.

Cindy’s Story.

Open Door Clinic Patient at Urban Ministries of Wake County

“The Open Door Clinic has given me a second chance at life. If I had not had the tumor removed through the Clinic referral, it could have turned cancerous. If my blood pressure had not been brought under control through medication from the Clinic, I could have had a stroke,” says Cindy.

“My rheumatoid arthritis is a painful condition that I must live with every day. The Clinic doctors are trying a new medication to see if we can get it more under control, and I am so grateful. Even though I have to push myself every day, I am so glad to be alive. Thank you so much to Urban Ministries and the Open Door Clinic.”

In 2012, Cindy was one of 5,000 people that were being treated at the Open Door Clinic.

However there were over 94,000 people in Wake County without health insurance and below the poverty line.

The clinic did not have the capacity to admit new patients for two years.

With an investment of $250,000 the Open Door Clinic would be able to admit another 500 patients/yearr on the waiting list and treat them with basic medical care.

Cindy and others needed our support.

The Open Door Clinic at Urban Ministries of Wake County:

Established as one of the first free clinics in North Carolina in 1985, the Open Door Clinic provides comprehensive primary care and all medications in a medical home model to more than 5,000 patients. The clinic coordinates access to specialists, lab and radiology services, and provides expedited enrollment for referrals from hospital safety net partners.

Point out- Lessons…

Vision.Belief. Passion. People- Cindy. Stats.Clear ask for what you need. Urgency.

Hungry and Confident.

Who couldn’t connect with Cindy? I was one person. But I was committed.

The Win.

THE B.H.A.G

500 NEW $500,000 in Funding Live Music Concert.200 Sponsors5,000 people

Two years in the making.

Communicate the Message

PitchSpokesperson (real person) UrgentCompellingEasy for others to connect to. Widespread ChannelsPassion is infectious.

Connect with Others

PICKHave people lead for you. Ask for specific things. Reinforce the impact. Communicate x6.

Direct Efforts towards the BHAG

System for volunteer management. Update on progress. Reward progress. Stress the emotion.

The Work.

A list of 6,000 donors/ sponsors aggregated from 20 committed committee members on fundraising.

Story and Packet.

Case for Support.

Relationships Mapping.

Getting the Meeting.

Shooting for the Stars.

Making the Ask.

Inviting to See the Work in Action.

Communicating the Goal Everywhere.

Love what you sell.

Recruit Volunteers…

Make it fun.

Dream Big.

Give the donors an experience to remember.

They remember how you make them feel.

Let the people tell the story.

Plan Extensively.

But take it one day at a time.

Point out

Love what you sell. Dream big. Recruit Volunteers. Never go it alone. Have a B.H.A.G. that is visible in everything you

communicate. Give donors and experience. They remember how you

make them feel. Connect the donor to the people that are being

served. Make the pitch urgent, relevant. Make it easy for others to get in involved in varying

capacities.

Raising money on your campus…

How many of you have fundraised before?

How did you do it?What’s the most you are raised?How many of you like fundraising?Hate it?Have to do it?

Sources of Funding On Campus…

Foundations.University Faculty. Online Audiences. Fellow Students. Councils that appropriate funds… Others?

Raising money on your campus…

Sources of funds on your campus: University Appropriations

Faculty/ Professors

Students (Via online and events)

Getting outside the campus. Crowd funding Sites

Online Fundraising Platforms

Prize Funding/ Competitions (Local and National)

Grants

Corporate Sponsorships

Individual Donors (Both Major Gifts/ and Small Gifts)

Crowd Funding…

Crowd Funding…

The Crowdfunding Industry Report  shows that the overall crowdfunding industry has raised $2.7 billion in 2012, across more than 1 million individual campaigns globally.

In 2013 the industry is projected to grow to $5.1 billion.

Some of the most interesting developments in crowdfunding, which are expected to grow in the months and years ahead, include: investment crowdfunding (becoming a shareholder in a company), localization (funding focused on participants in specific cities and neighborhoods), mobile solutions, and group-based approaches.

Successful Crowd Funding…

Goldie Blox Vision

Goldie Blox Vision

Goldie Blox on Kickstarterhttp://www.kickstarter.com/projects/16029337/goldieblox-the-engineering-toy-for-girls

Varying Incentives for Gifts

What did you learn from Goldie Bloxs?

Online Fundraising Sites

Prize Funding/ Competitions

Grants

How to get started with Grants.

Get training: AFP

Foundation Center

Your Local University.

Research for a fit with FDO.

Sort by likelihood and begin developing relationships.

Create a Case for Support, Toolkit, and Sample LOI.

Sumit LOI’s.

Take “No’s” and ask for feedback.

Continue Applying.

Corporate Sponsorships

Individuals

Make up 75% of US Giving.

Where to Start…

A Person

A Story

A Case for Support

Video/ Pictures

An Audience

A Communication Plan

A team of committed helpers

The Story

Keep it simple.

Connect to people’s emotions.

Radiate passion.

Have some humility.

Test your story on your audiences for audience.

What’s the hook?

What’s in it for them?

Story Telling Exercise

5 volunteers.

5 groups.

Making a Video.

Doesn’t need to be professional.

Use campus resources.

Write copy in advance. Circulate copy with team.

Ask for others to be a part of it.

Edit on campus.

Produce.

Audiences

Segmentation It’s a Numbers game. Only a % asked will give. Establish Channels to hit your audience. Follow Up!

Audience Brainstorm

Tips

Always be specific about the cause and impact.

Donors want to hear how their $$ are making a difference.

Approach people you know first.

Fundraising is relational vs. transactional.

Share stories of impact.

Know your cause and model.

Practice answering all the questions a donor could ask.

How do I overcome objections?

Don’t take it personally.

Pump yourself back up after a bad rejection.

Practice your response to common objections.

Listen and make sure you are asking questions.

Clarify back to the donor the reason.

A no is a yes for a later date.

Objection Exercise

Marketing is integral to good fundraising.

Define the outlets/ event.

Define the target markets.

Select your tactics/ strategies.

Create a detailed work plan and delegate.

Marketing Planning Example Marketing Timeline for Large Events: • 6 weeks prior: create a specific marketing timeline and to-do list • 5 weeks prior: design posters, flyers, and handouts • 4 weeks prior: order or make posters, flyers, and handouts • 2-3 weeks prior: Primary marketing. Start ticket sales, distribute

posters, talk about events in classrooms, use handouts, email listservs, approach friends, etc.

• 1-3 weeks prior: BUZZ marketing! Facebook, flyers, etc. • Week of event: Amp up all forms of advertisement and Be Creative!

*Remember, this is simply a general outline and will need to be modified and more specific goals will need to be set for your specific Chapter and campus.

The best marketing team includes students who are creative, outgoing, energetic, and good planners! Be sure to create the best team possible!

Lessons/ What Stood Out?

Resources

AFP

FDO

http://www.fundraising123.org/files/FundraisingCampaigninaBox.pdf

http://www.causevox.com/blog/9-examples-of-video-storytelling-for-online-fundraising-campaigns/

http://www.forbes.com/sites/chancebarnett/2013/05/08/top-10-crowdfunding-sites-for-fundraising/

http://www.nten.org/blog/2007/09/27/an-intimate-look-at-a-successful-online-fundraising-campaign

http://branded4good.com/blog/12-elements-great-online-fundraising-campaign/

http://www.adlibbing.org/2013/04/24/12-must-know-stats/#.UnQBSPnDz0Q