02/02 TL webinar slides

1. RAISE MORE IN 2023 AND
BEYOND WITHOUT ALL THE
CRINGEY FUNDRAISING
STRATEGIES

2. NICE TO MEET YOU,
I’m Mallory.

3. I became an
accidental fundraiser
as a nonprofit
Executive Director….

4. IMPACT REPORT FAKE
pretending like everything was great
BUT IN REALITY….
this is how i felt at the end of every day

5. I WAS SANDY.

6. I
GAVE
UP.

7. AKA...I SWITCHED
ORGANIZATIONS.

8. BUT THEN I BECAME SANDY, AGAIN.

9. HOW ON EARTH COULD I DO THIS?

10. SO I DECIDED TO CHANGE.

11. THE POWER
PARTNER
FORMULA WAS
BORN.

12. So how do you raise more
WITHOUT
all the cringey fundraising strategies?

13. Stop overfocusing on warm
contacts
TIP #1

14. YOUR GOAL = GETTING IN FRONT OF
THE RIGHT PEOPLE REGULARLY

15. OLD FASHIONED GURUS
FOCUS
ON THE WARM INTRO.
BUT WE NEED TO BE
FOCUSED ON THE RIGHT
PERSON STRATEGY

16. HOW OLD FASHIONED GURUS TEACH
PROSPECTING & ENGAGEMENT
...SO NOW WHAT
DO I DO WHEN NO
ONE RESPONDS
TO MY
OUTREACH?
DO A SEARCH BASED ON WEALTH & LOOSE
MISSION ALIGNMENT
LOOK FOR A WARM CONNECTION
GET INTRO (MAYBE) AND THEN CRICKETS

17. PROSPECTING AND OUTREACH
STRATEGIES
HOURS SPENT WEEKLY
Broad LinkedIn mining 8
Emails to BOD and volunteers asking
for introductions and ghost writing
outreach
12
Emails to donors for ‘listening tour’ 10
Funding research based on ‘warm’
leads
15
TOTAL HOURS 45

18. THESE 45 HOURS OF WORK LEAD
TO...67 OUTGOING EMAILS...
10 response emails
8 ideal prospects identified
5 meetings with an ask
1 yes

19. THIS IS A
BROKEN
STRATEGY

20. BUT IF YOU FOCUS ON
THE
RIGHT PERSON
AND THE WIN-WIN
SUCCESSFUL COLD
OUTREACH
IS EASY

21. HOW I TEACH PROSPECTING & ENGAGEMENT
WHAT ACTUALLY
CREATES
FUNDRAISING
SUCCESS FOR
YOUR NONPROFIT
FUNDER ALIGNMENT
WHAT ARE DIFFERENT FUNDERS LOOKING FOR?
FUNDER MATCHING
IDENTIFICATION, SEGMENTS, CONNECTIONS AND CALENDAR
ASSET MAPPING
KNOW WHAT TO LOOK FOR IN A PARTNER - WHAT THEY WANT
AND WHAT YOU HAVE TO OFFER

22. CREATING A FUNDER MAP
STEP #1: IDENTIFY OPPORTUNITIES

23. CREATING A FUNDER MAP
STEP #2: FUNDER DECISION MAKING

24. CREATING A FUNDER MAP
STEP #3: ASSET MAPPING

25. CREATING A FUNDER MAP
STEP #4: DONOR MATCHING

26. LET ME GIVE YOU AN EXAMPLE….
Let’s talk about Annie’s dog rescue organization….
One of the assets that she has is staff members
who are dog trainers.
She set up her sponsorship tiers once.
She has a monthly free training opportunity for people
who have fostered through her org and others.
She designed her effective engagement
communications that are designed to convert
Spends her time on outreach to companies trying to
get in front of dog owners.

27. CREATING A FUNDER MAP
STEP #3: ASSET MAPPING

28. WHAT MAKES THIS WORK IS THAT IT’S ALL
ABOUT TRUE WIN-WIN ALIGNMENT
COLD OUTREACH WORKS
WHEN YOU MAP YOUR
FUNDERS AND SPEAK TO THE
WIN-WIN IN YOUR OUTREACH

29. Don’t be transactional
(but this doesn’t mean what you think it means)
TIP #2

30. BEING TRANSACTIONAL
TALKING ABOUT MONEY

31. BEING TRANSACTIONAL
=
ONLY CARING ABOUT MONEY

32. 2 WAYS TO CULTIVATE A DONOR
#1 THE CAR
SALESPERSON WAY
#2 THE POWER
PARTNERS WAY

33. CAR SALESPEOPLE WAY
WHY DO
CAR SALESPEOPLE
MAKE US
UNCOMFORTABLE?

34. HOW DO YOU KNOW IF YOU’VE BEEN TAUGHT
TO CULTIVATE THE CAR SALESPERSON WAY?
#1 If you aren’t being totally transparent about why you
actually want to meet with a funder
#2 It always feels uncomfortable - like you’re doing
something wrong - and you’re constantly getting ghosted by
funders
#3 If your fundraising is not consistent - you may be
fundraising some but you can’t rely on it.

35. Build Trust Through
Transparency Not Perfection
TIP #3

36. KNOW, LIKE, TRUST
KNOW
How did they come to know you? And how well do you know them?
LIKE
How do you know they like you? What’s the biggest area of alignment?
TRUST
What have you done to ensure they trust you?

37. THE POWER PARTNERS WAY
KNOW = REAL STORIES & REAL PEOPLE
LIKE = VULNERABILITY & RESPECTING THE
RELATIONSHIP
TRUST = SHARING CHALLENGES & MISTAKES

38. THE POWER PARTNERS WAY
● Find the win-win
● Be transparent &
authentic
● Bring YOUR Power
Partner energy to the
meetings

39. Jenna Streit
ADVANCEMENT DIRECTOR

40. Be aware of your thoughts and
beliefs so you can harness your
energy.
TIP #4

41. EVERYTHING STARTS WITH AWARENESS
AROUND OUR EMOTIONS

42. © Mallory Erickson Coaching
Beliefs
Energy/
Action
Thoughts
Emotions
YOU
The Core of Coaching

43. © Mallory Erickson Coaching
GREAT
FUNDRAISING IS
NOT AN ASK, IT’S
AN OFFER

44. “I wanted to let you know that all of us at
Tandana are thrilled with the results of our
fall fundraising campaign, especially the
major donor asks. The support and
encouragement of the [Simple Yes System]
have been instrumental in making this great
success possible, particularly in giving me
the confidence to actually do it and the
know-how to approach it well.”
Anna Taft
EXECUTIVE DIRECTOR

45. TIP #5
Bucket your time to optimize
your energy.

46. MOST
FUNDRAISING
FEELS
SCATTERED

47. WE SPEND WAY
TOO MUCH
TIME
CONTEXT
SWITCHING

48. BUCKET YOUR TIME
● By type of funder
● By interest area
● By assets (when applicable)

49. QUICK RECAP:
Bring awareness to the way the cognitive behavior loop relates to your
fundraising
Identify your organizations assets and focus on alignment
Don’t be transactional, but you can talk about money
Optimize your time to build momentum and overcome fear
Build deeper relationships through transparency and integrity

50. THE 3-PART
POWER PARTNER
FORMULA

51. MALLORYERICKSON.COM/INVITED
CODE: BLOOMERANG
ENROLLMENT
NOW OPEN

52. THANK YOU FOR
HAVING ME!
🎤 Host of What the Fundraising
📝Creator of the Power Partners Formula
🌐 malloryerickson.com
Say hi on IG _malloryerickson!

53. whatthefundraisingcommunity.com
WHAT THE
FUNDRAISING
The Community
COMMUNITY

54. QUESTIONS?