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Major Gift Fundraising 101 in A Rapidly Changing Environment

Major Gift Fundraising 101 in A Rapidly Changing Environment . Brian Knoy – Purdue University Weldon School of Biomedical Engineering. Calling Techniques/Getting Appointments. Prepare your call list Script your message. Script your responses. Phone vs email vs txt

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Major Gift Fundraising 101 in A Rapidly Changing Environment

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  1. Major Gift Fundraising 101 in A Rapidly Changing Environment Brian Knoy – Purdue University Weldon School of Biomedical Engineering

  2. Calling Techniques/Getting Appointments • Prepare your call list • Script your message. • Script your responses. • Phone vs email vs txt • The role of the gatekeeper • Stay in a rhythm and build momentum • Call your prospects for no other reason than to say,”THANK YOU FOR YOUR LOYALTY TO PURDUE.”

  3. Three Scenarios for household decision making-Husband -Wife -Jointly What does this mean for me?

  4. Visiting a couple Restaurant Event Home Family

  5. Decisions by married couples

  6. The Eight-Step Solicitation Process • Identification • Qualification • Development of Strategy • Cultivation • Solicitation and Negotiation • Acknowledgement • Stewardship • Renewal • Used with permission: IU School of Fundraising

  7. Defining Solicitation • Fundraising is more than soliciting gifts – IT IS A PROCESS OF INVITING DISCOVERY. • It is a process – a journey guided by the fundraiser. • Requires patience, persistence and expertise.

  8. The Fundraiser’s Role • Engage the donor to the institution (ie. Purdue) in a way that is meaningful to the donor. • Fundraiser’s serve as a conduit for a meaningful relationship with Purdue. • Help donors find the meaning they are seeking through a gift to the University. • You may see in donors the potential to create a gift – and connect the with their life’s story.

  9. The Art of the “ASK”

  10. The Solicitation Meeting • Prep is 90% of the time involved. • Start the conversation – thank the donor for giving history, passion, vision for the future. • Transition to gift opportunity: revisit donor’s previous passions for funding opportunity. • ASK!!!!!!!

  11. THE ASK • Ask with confidence, passion, and expectancy • Script it • Praise the couple for what they have done • Pride in the organization • Ask for consideration • UUC (U have, U understand, Consider) • Include amount and purpose • Be quiet……..hard to do, we know!

  12. Now What? • Yes!!!! • Confirm commitment and follow up in writing • No • Does not mean its over • Maybe • Great, what kind of things will you be thinking about • Focus on the donor Its not about you/your goal/numbers

  13. Traveling Tips and Techniques • Meeting times 8:00, 10:30, 1:30, 3:30 (lunch and dinner free) • Plan on hour long visits • Schedule post-meeting time • Meeting goals • Travel Dos/Don’ts • Stay at hotel airport • Drop car off night before • Breakfast at hotel if possible • Print maps as back-ups • No through Atlanta!!! • Flight and arrival times

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