“What you absolutely, positively need to know about donor relationships”

1. “What you absolutely, positively need to know about donor relationships” March 17, 2006 Presented by Erin Kathleen Jones, CFRE, CSPG, CSA

3. Are your donors out to lunch? Well they should be! Tested techniques for successful strategies to build closer connections with your constituents

4. You don’t raise money by staying in your office

5. You don’t raise money by staying in your office Get out there!

6. You don’t raise money by staying in your office VISTS! VISITS! VISITS!

7. But how do I get the visit?

8. But how do I get the visit? • Introduction letter telling them you will be calling to set and appointment to meet them

9. But how do I get the visit? • Pick up the phone and call them • Immediately send a hand written note

10. But how do I get the visit? • Do not confirm your appointment • What if they forget?

11. Build personal rapport • Calendar Birthdays • Anniversaries • Significant dates

12. Build personal rapport • Send Holiday Cards • Thanksgiving • Christmas/ Hanukah • Valentine’s Day • St. Patrick’s Day • Memorial Day

13. Only so much time in a day • Use a contact management software program. • Raisers Edge • Donor perfect • ACT

14. Only so much time in a day • Calendar all important dates. Use reminder functions.

15. Only so much time in a day • Update file with all information received during last visit or phone call

16. Only so much time in a day • Never end a call or visit without preparing for your next contact • If you say you will call – Call! • Don’t forget to reference last time you connected

17. How to make yourself memorable • Make contact monthly • Visit • Call • Card • Send volunteer • Take a tip from your local realtor

18. How to make yourself memorable • Privileges • Parking • memento • recognition in newsletter

20. Where are they? • Working with office support staff

21. Where are they? • Have weekly meetings with staff explaining cultivation strategies • Invite staff to attend events with you & donors

22. Where are they? • Have support staff make personal visits as well

23. Build personal rapport • Track Donations for all donors – Call to Thank Every Time. • Send Personal Updates With Newsletters

24. Build personal rapport • Come to the rescue • Illness • Hospital stays • Cards

25. Only so much time in a day • Keep inventory of all types of greeting cards • Make a specialized Birthday card each year • Hand address all correspondences and mail with real stamps • Utilize volunteers for large mailings

26. Only so much time in a day • Schedule visits in the same geographical zones • Keep donor lists zip sorted instead of alphabetical

27. How can I get to everyone? • Make a plan • Map all prospects • Create lists sorted by zip code

28. Traffic can be good • Keep donor lists and phone numbers in your car • Keep donor lists zip sorted instead of alphabetical

29. Annual donor event • Invite donors, board members and other top prospects. • Specific benefits of membership • Recognition: • In Annual report • Recognition Board • Invite Donor to see recognition

30. Tips for cultivating older donors

31. Tips for cultivating older donors • Always be “in the area.”

32. Tips for cultivating older donors • Have a predetermined exit time

33. Tips for cultivating older donors • Wear layered clothing

34. Tips for cultivating older donors • Bring kids along if appropriate

35. Tips for cultivating older donors • Flowers & plants go along way • Don’t appear to be extravagant

36. Tips for cultivating older donors • Best time to call • Frequency of visits most important

37. Special Cultivation events • “You were just in the area” • Holiday visits – St. Patrick’s Day • Group lunches – Valentines Day • Identify those who can be major donors

38. Piggy Back on Other Fund Raising Efforts • Hospital – VIP • ACS – Relay for life • Tours • Hospice – Light Up A Life-VIP Reception • Gala’s – Host a Table of Donors