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It’s All about the Donors….

It’s All about the Donors…. Think About Yourself. What gets you to donate? What are you willing to give? What do you expect after you donate? Why do you think it is so hard to ask people to donate? What things do you think make it easier to ask people to donate?. Attracting Supporters.

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It’s All about the Donors….

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  1. It’s All about the Donors….

  2. Think About Yourself What gets you to donate? What are you willing to give? What do you expect after you donate? Why do you think it is so hard to ask people to donate? What things do you think make it easier to ask people to donate?

  3. Attracting Supporters • Show that the organization can meet expectations • 45%/55% ratio • www.charitywatch.org • Form 990 • Understand why people give • Altruism • Donor profiles • Tax deductions (p.103 example) • Property, quid pro quo, volunteer work • Freebies

  4. Soliciting Support • Supporters aren’t around forever • Don’t be afraid to go outside the box • Look to volunteers…people you serve • The cycle of what works • Today we are back at the grassroots • Why? • Exposure can equal credibility • Are the use of raffle tickets ethical?

  5. Soliciting Support • Direct mail • We all know the tricks • What makes good direct mail? • 1% return is good….8% is normal • Mailing Lists • Be careful of plants • Outer envelope—Letter (mininovel? Johnson box?)—Reply device—Reply envelope—Inserts • Be careful regarding bulk mail!

  6. Once We Catch Them…Keep Them! Costs 1/5 to retain as it does to get Thank them Keep them informed Offer them ways to contribute Look for trends Call them Communicate regularly

  7. Appeals Letters Defined project or event Personal story or hook Financial challenge being faced Reminder of mission Request for donation What do you need to worry about re: email?

  8. Donor Issues to Talk About • Be VIGILANT in removing the deceased • OU example • What about calling? • Does Do Not Call apply? • Consider lead letters

  9. Levels of Donors • Regular • Less than $100 or give infrequently • Midscale • Give between $100 and $500—once or twice per year • Major • Ore than $500 or several times a year

  10. How to Get Midscale and Major Donors • Doing background research • List on pp.174-176 • Get to know them (individual-level is key here) • Ask for annual renewals • Design special events for them • But be upfront about what they are! • Meet one on one

  11. Secrets of the Ask Be yourself Be direct Focus on the cause Don’t beg Be ready to adjust to opinionated donors What do you do if someone says “no”?

  12. Soooo…We are All Technically Dying… What makes bequests and legacy gifts difficult? Will not ever be a quick fix Who can attract them? How to handle them? How to roll out a program? How to do the more complex gifts?

  13. Living Trusts v. Wills • Big benefit • No probate for living trusts…just a simple transfer

  14. Types of Gifts General bequest Percentage bequest Specific bequest Residual bequest Contingent bequest Unrestricted v. Restricted gifts

  15. Who Do You Go After? Those committed to your organization Those over 45 Donors who don’t have kids or are widowed Donors with wealthy children Younger donors who work in a field like law, accounting, or medicine Homeowners

  16. Other Things • Must be ready for memorial gifts • What should you do?? • How can you memorialize legacy gifts?

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