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It Just Takes One: Closing the Gift

It Just Takes One: Closing the Gift. Introduction. Should You Be Here?. Personally Invested Thinks BGC does good work Thinks that BGC makes a difference Wants BGC to reach more kids. continued…. Know anyone who… Wants to make a difference Cares about kids

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It Just Takes One: Closing the Gift

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  1. It Just Takes One: Closing the Gift

  2. Introduction

  3. Should You Be Here? • Personally Invested • Thinks BGC does good work • Thinks that BGC makes a difference • Wants BGC to reach more kids

  4. continued… • Know anyone who… • Wants to make a difference • Cares about kids • Wants the world to be a better place • Likes a good “return” on their investments

  5. continued… • Know anyone who… • Can invest $3 a day in a fantastic opportunity

  6. Fantastic Volunteers • Care about kids • Know that BGC makes a difference • Invest their financial resources • Know at least one person who can invest $3 or more per day

  7. Campaign Principles

  8. Effective Fundraising • 1. Personal face-to-face solicitation is most efficient and effective form of fundraising • 100% Board participation is essential • Each prospect should be asked to consider giving a specific amount • Volunteers are effective if properly trained, supported, and thanked

  9. continued… • Challenge gifts are effective • The “case for support” must be presented clearly and concisely • Donor recognition and stewardship are important parts of the fundraising process • Individual donors are the greatest source of funds

  10. Ineffective Fundraising • Rely on events, direct mail, word of mouth, and marketing • Your case is you “need” money • No specific goals to either donors or Club • “HOPE” without action • STAFF will do everything

  11. continued… 6. “People are going to do what they are going to do” regardless of how they are solicited 7. Excuses: “bad economy” or geography (“we are in a rural area”)

  12. Importance of Personal Solicitation

  13. Results? • 500,000 saw a TV ad • 100,000 heard a radio ad • 50,000 saw a newspaper ad • 25,000 got a letter in the mail • Each of us asked 5 people to invest $3 a day ($1,000/yr) in the BGC

  14. Greatest Reason • They are not asked by someone they trust.

  15. Campaigns Fail • Not for a lack of money • Not for a lack of people willing to give • But for a lack of people who care enough about the mission of the campaign to ask others to do what they have already done… Give!

  16. Presenting Opportunities

  17. Obstacles to Asking • Don’t like to “beg” • Fear

  18. Begging vs. Asking • “We need $” vs. “Your $ will produce results” • “We need to pay our bills” vs. “You can help change the life of a child”

  19. continued… • “You don’t think you can give anything, do you?” vs. “I know you will want to give all you can to help our kids” • “We need anything you can spare” vs. “I’ve personally invested $10,000 for this year and I would like you to consider doing the same”

  20. Begging vs. Philanthropy Begging • Asks for what they can spare • Presents a hopeless or helpless cause • Creates no expectation of ROI • Focuses on Club’s needs Philanthropy • Asks for a specific considered amount • Presents a solution to a problem • Expects a ROI • Helps the donor satisfy a need

  21. FEAR

  22. Twelve Easy Steps

  23. 1. Make Your Own Gift • It is too hard to ask someone else to do something you are not willing to do • It shows you are committed • It will make you a much better solicitor

  24. 2. Think About the Kids • Don’t think about the “money” • Think about the kids, their future, and the impact they have on our community

  25. 3. Choose “Good Prospects” • You know you can get a meeting • You know they have a connection to the Club • You will feel comfortable asking to do what you have done • Take a little advice from Ben Franklin…

  26. 4. Call to Meet in Person

  27. 5. Prepare for Meeting • Assemble Your Materials • Case Brochure • Letter with “ask amount” • Pledge Card • Review the Case • 2nd person • Outline presentation • Let staff know

  28. 6. Talk about the Kids • In other words, know the case and present it • Remember, the ROI we get from dollars spent at BGC

  29. 7. Share Your Commitment • Tell the prospective investor about why you choose to invest in the Club this year

  30. 8. “Consider” • “Will you consider giving $____ to support the BGC of ____ this year?” • “Will you consider joining me in giving $_____ to the BGC of ___ this year? • “Will you consider becoming a member of the Jeremiah Milbank Society?”

  31. 9. Be Quiet

  32. 10. Answer Questions

  33. 11. Follow Up • Schedule a “next step” • Take “next step” • Get signed pledge card • Report to Club staff • Your job is not done until the pledge card is signed and delivered to Club

  34. 12. Express Gratitude • Personal • Club

  35. Practice • “Actually, I am not interested in supporting the Club” • “That’s too much money” • “I cannot give you an answer until I speak with my spouse”

  36. Thank You

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