These are the slides from a 2-hour training I gave in Seattle for the Community Health Plan of Washington. I aimed to give a broad overview of fundraising AND practical tips on how to get started today.

1. Building and Implementing a Healthy Fundraising Program Marc A. Pitman, www.FundraisingCoach.com

2. Who am I? Chosen for Seth Godin’s BullMarket Guide as a person “will shake things up” Creator of the Extreme Fundraising Ezine (http://fundraisingcoach.com) Author of Ask Without Fear! and Creating Donor Evangelists

3. Today’s Goals 3’s—types of communication, fundraising, times of a campaign Where most money comes from Simple approach to fundraising: Get R.E.A.L. Ideas on using social media

4. Today’s Goals 3’s—types of communication, fundraising, times of a campaign Where most money comes from Simple approach to fundraising: Get R.E.A.L. Ideas on using social media The repetition in today’s presentation is intentional!

5. Two things to get started It’ll be O.K.

6. Two things to get started It’ll be O.K. You can do it.

7. Constant Tension 90% - 10% But must have a BROAD range of givers so losing one is no great loss

8. 3 Source of Funds: Giving USA 2006

9. 3 Types of Communication Cultivation Solicitation Stewardship

10. Cultivation the 2 local business owners educating dating

11. Solicitation #1 reason people don’t give? They're not asked! Upgrade one client started asking $1000 donors if they’d move up to the $2500 category. Many did! Don’t feel compelled to justify the ask for more in a transactional sense. FR isn’t a business transaction.

12. Stewardship Say “thank you” 7 times between asks (so go for multi-year pledges!)

13. 3 Types of Fundraising Goals Annual Capital Endowment

14. AF/Operating The most important often involves direct mail, phonathons, and other annual “-athons” (walkathons, bikeathons, etc.) keep this as unrestricted as possible

15. Endowment The keel of the ship, it helps you weather tough times Funds invested with only a portion of the interest thrown off used as income Be careful to not over restrict! (Churches with Easter flowers but no money for plumbing)

16. 3 Ways to Raise Money

17. Written mail web e-mail don’t ask for money in email without having a way to donate online Phone because often needs a script be sure it’s more of a convenience for them not for you (the nonprofit)

18. Events gets lots of people on board TIME INTENSIVE for possibly little return Risk offending donors I've heard that April and November are the best months for events give them 3 years before deciding to discontinue Determine your focus Clear plan & script EVERYTHING

19. Give them 3 years before events do have value but you need to create a culture and fine tune them before giving up on them

20. Determine your focus Use “The Curly Credo” What's the “one thing” of your event?

21. Cultivation Handshake Events Not for $ right now friends invite friends/org invites people they want to get to know Head (facts) and Heart (emotional hook) or moving further into the house?

22. Solicitation Low Key FR Events Much like above but with either the promise of follow up or a pledge card at the event (I’m not a big fan of this) Be clear in the invitation wording, subtle but clear

23. Stewardship Say thank you and DON’T ASK FOR MONEY

24. Clear plan & script EVERYTHING All should be tightly timed Often want to allow ample socializing time: friends brought friends but may want to go for the in-and-out, your-time-is-important approach Which ever you choose be intentional Include times (even “2 minutes”) Talking points for everyone not to lock them in just to give them direction kids on the playground with a fence It's helpful to put the event objective at the top of this people tend to forget in the rush of activity

25. 3 Things to Measure

26. Fundraising…a privilege

27. Let's Get R.E.A.L.! Research Engage Ask Love/Like/Live

28. Research About your goals: Case statement Gift table Naming Opps

29. Case Statementsearch

30. www.GiftRangeCalculator.com

31. Naming Opportunities

32. Naming Opportunities

33. Research About your prospect Tools Google it Blackbaud Analytics, Wealth Point, P!N Network

34. Research About your prospect Tools Google it Blackbaud Analytics, Wealth Point, P!N Network Be realistic

35. Research About your prospect Tools Google it Blackbaud Analytics, Wealth Point, P!N Network Be realistic Avoid Paralysis By Analysis

36. Engage Fundraising is like dating Get to know them What got them involved in the nonprofit? What impressed them most? What fascinates them Office/pictures/trophies Let them get to know about what makes your organization unique

37. Multiple Tools Face-to-face ALWAYS the best This is what brings in the money

38. F2F most effective most time consuming Or maybe not: you could organize a silent auction to give you $10,000 (LOTS of work) or ask an individual over coffee.

39. Multiple Tools Phone be natural

40. Phone calls one client wanted to make phone calls to Survey about a new mailing strategy Ask for a gift Ask if there were anything that the person being called would like prayer for I help my clients prune their purpose. I advised deciding on ONE purpose for the call multiple choices confuse the caller and the called it's fine if they all happen in the same call—just be sure to have one reason for calling

41. Multiple Tools E-mail can work VERY effectively see my e-course

42. Multiple Tools E-mail can work VERY effectively see my e-course

43. Multiple Tools (cont) Mail “This made me think of you” notes

44. Multiple Tools (cont) Web Where's the banana?

51. Try Others

58. 3 minutes – 1000’s of people

60. Ask #1 Reason people don't give?

61. Ask Find a connection and put the plug into the outlet! Make It Easy

62. Different Strokes for Different Folks: Dominant Inspiring Steady Calculating Therefore, speak to the head & the heart

63. Make It Easy Phraseology Make Your Own Gift First! "I can appreciate that" Props Renderings Gift Charts Options: Arrows in your quiver monthly giving options Maybe: good, better, best

65. Tangibilitize your ask Heifer.org gives all sorts of gift ranges represented by different animals: a $500 gift is symbolized as a gift of a heifer, $120 a gift of a pig, $60 a trio of rabbits, $20 a gift of chickens. A $5000 gift is “a gift of an ark”! The prices in this catalog represent the complete livestock gift of a quality animal, technical assistance and training. Each purchase is symbolic and represents a contribution to the entire mission of Heifer International. Donations will be used where needed most to help struggling people.

66. Handling Objections What are common ones? Don't have the money when might you? when may I come back? Giving elsewhere best objection "how could we get in your top 10 giving priorities?“ Not interested Are they comatose? *grin*

67. Love/Like/Live Love/Like the person anyway—they're more important than the gift This business is ALL about relationships Live with their response! You don't always have to like the response but keep on loving the person

68. 7 Frequent Fundraising Myths The Mickey D’s Mistake

69. 7 Frequent Fundraising Myths The Mickey D’s Mistake The Cheez-It Treatment

70. 7 Frequent Fundraising Myths The Mickey D’s Mistake The Cheez-It Treatment The Mrs. McTat’s Gaff

71. 7 Frequent Fundraising Myths The Mickey D’s Mistake The Cheez-It Treatment The Mrs. McTat’s Gaff The Spell-Check-Will-Catch-It Faux Pas

72. 7 Frequent Fundraising Faux Pas’ The “My Way or the Highway” Mistreatment

73. 7 Frequent Fundraising Faux Pas’ The “My Way or the Highway” Mistreatment The You’re-Good-Enough-To-Go-It-Alone Syndrome

74. 7 Frequent Fundraising Faux Pas’ The “My Way or the Highway” Mistreatment The You’re-Good-Enough-To-Go-It-Alone Syndrome The Field of Dreams Fiasco

75. Crafting Your Message PYITS Dealing with F.E.A.R. The Rule of 3’s

76. PYITS: An Effective Cure Put Yourself In Their Shoes "Credit Denied" mailing Do you like calls to sound scripted or natural? No entitlement

77. Dealing with F.E.A.R. False Evidence Appearing Real Asking for money or helping change a kid’s life? Rejecting YOU or the cause? This isn't life or death!

78. Rule of 3’s Who’s Your Jennifer? Three Attributes Three Channels Three Times/Month for Three Months

79. You Can Do It! BEE YOURSELF Make your gift first! Don't feel guilty that you're afraid Have courage (it's not courage without fear) Keep it simple Have fun!

80. Tool shop including: The Creating Donor Evangelists Program Give me your card for a free copy of $100,000 Guide to Email Solicitation e-course Free blog, articles, book reviews, and more! marc@fundraisingcoach.com