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Blue strike the magic of thank you calls - may 27, 2014
1. Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
THE MAGIC OF THANK YOU CALLS
Join the webinar online. http://fuze.me/23906979
Enter the meeting number: 23906979
To join from a phone: +1-201-479-4595
Participants will be muted during the presentation to
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question, please raise your flag and you will be unmuted.
Thanks and welcome to the webinar!
3. WELCOME
At Blue Strike, we look at fundraising
through the lens of advocacy
organizations and other groups engaged
in civic action, public interest law,
policy-oriented work, and similar
activities.
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
5. “I’m going to be in Atlanta next month.
Are there donors I can meet with while
I’m there?”
“My college roommate just sold her
successful company. How should we
connect with her?”
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
HOW WOULD YOU LIKE IT IF YOUR
BOARD MEMBER SAID . . .
6. “Maybe I should write thank you notes
to the some of our donors. Can you
send me a few of their addresses?”
“My brother might be interested in
giving. Would you send him a letter
from me?”
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
OR THIS . . .
7. Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
YOU CAN HELP GET THEM THERE
8. In the first part of the webinar, we will
focus on how to initiate and operationalize
a thank you call program.
Then we will discuss a case study of one
organization and review additional
resources.
We will wrap up by 2:00 PM.
WEBINAR AGENDA
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
9. Personal thank you calls from board
members to individual donors can help
build meaningful relationships with
donors and also engage your board in
outreach on behalf of your organization.
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
THANK YOU AND OUTREACH
10. The first step in
getting the program
off the ground is to
have at least one
board member
willing to take the
plunge by making a
first round of initial
calls.
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
ASK YOUR BOARD FOR HELP
11. Recruit a “champion,” someone on the
board -- perhaps your board chair or
other well-regarded member -- to make
these initial calls. Decide on a time,
preferably a weekday evening or a
weekend afternoon. Set aside one hour.
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
FIND ONE OR TWO CHAMPIONS
12. Pull together a list of 15 to 20 names of
donors who have recently given. Provide
those names to your board member along
with just a few other key pieces of
information: location, most recent gift
amount and date; date of first gift and
cumulative giving.
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
PROVIDE AN ORIENTATION
AND A CALL LIST
13. ID: 1002003
Kelly Miller
Chicago; member since 2009
Most recent: $250 Mar. 7, 2014
Cumulative: $825
(312) 555-1212
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
SAMPLE CONTACT ITEM
14. 133569
Elmer Herschel
Almond, WI; new member
Most recent: $500 on Dec. 22, 2013
eh13@xxx.com
(607) 555-1212
1446855
Jane Pearson
Santa Barbara, CA; member since 1983
Most recent: $1,000 Dec. 2013
Cumulative: $13,850
jpearson@xxx.net
(415) 555-1212
11114031
Robert Cain
Atlanta, GA; member since 2007
Most recent: $1,000 Dec. 2013
rcain@xxx.com
(421) 555-1212
11813201
Anisha Gupta
Cheverly, MD; member since 1988
Most recent: $325 on 12/28/2013
Cumulative: $1,125
agxx@xxx.com
(410) 555-1212
1077784
Kathy Talent, MD
TAKOMA PARK, MD; member since 1998
Most recent: $250 on 12/4/2013
Cumulative: $1,775
kxxxxxxx@xxx.edu
(301) 555-1212
1177700
Edward Islee
Fairfax, VA; member since 2011
Most recent: $200 on 12/5/2013 7:56:11 AM
Cumulative: $1,000
exxxx@xxx.com
(703) 555-1212
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
SAMPLE CALL LIST
15. Rather than simply
handing off the list
and asking your
board member to
make the calls, you
are going to assist
in placing those
calls.
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
CONFERENCE CALL
16. Using a three-way
conference call,
you and your
board member will
contact the donor
together.
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
CONFERENCE CALL
17. Call your board member first and review
the call list.
“We are going to call Kelly Miller
first. She gave $250 on March 7 of this
year. She lives in Chicago and has been
a donor for five years.”
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
CHECK IN BEFORE PLACING CALL
18. “Ms. Miller, this is Mary Dillon Kerwin
from Advocates in Action, I have on the
line with me our board chair who is
making calls today to thank our
supporters. If you have just a minute,
may I conference her in?”
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
PLACE THE CALL
19. Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
GETTING SIGN UPS
The most effective time to enlist more
volunteers for making calls is during a
board meeting. Mark your day-timer
with blocks of available time and send it
around the room during the meeting to
have them pencil in a time they are
available.
20. 13 board members
27 call sessions
362 calls
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
ACTUAL YEAR END PROGRAM
21. 1. direct contact-positive conversation;
2. direct contact-busy;
3. direct contact-do not call;
4. left message;
5. email only; or
6. no contact
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
CODING CALL OUTCOMES
22. No. of calls Call outcome Percent
174 voice mail message left 48.07%
105 no contact 29.01%
44 direct contact-positive conversation 12.15%
9 direct contact-busy 2.49%
9 direct contact-no calls please 2.49%
21 emails only 5.80%
362 Total
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
ACTUAL CALL RESULTS
23. 48.07%
29.01%
12.15%
2.49%
2.49% 5.80%
voice mail message left
no contact
direct contact-positive
conversation
direct contact-busy
direct contact-no calls
please
emails only
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
DIRECT CONTACT = 12.5 PERCENT
24. After making lots of these calls, board
members reach a comfort level:
Talking to semi-strangers on the phone
Using the phone to cultivate donors
Working with you!
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
THE COMFORT ZONE
25. “I’m going to be in Atlanta next month.
Are there people I can meet with while
I’m there?”
“There’s a college roommate of mine
who just sold her company. How
should we connect with her?”
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
THIS IS WHAT STARTS TO HAPPEN
26. “Maybe I should write notes to the
people we didn’t reach. Can you send
me their addresses?”
“My brother might be interested in
giving. Can you send him a letter from
me?”
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
AND THIS . . .
27. “When are we going back to major
donor x? I had a good conversation
with her last time.”
“Did so-and-so give yet this year?
Because I could call him if he hasn’t.”
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
AND THIS . . .
28. Cohesive board committed to fundraising
and outreach and knowledgeable about
programs.
Long-term commitment to the program.
Organization membership dedicated to
mission.
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
SUCCESS INDICATORS
29. Take into consideration location,
tenure, and professional occupation.
Provide script and opportunity to
practice.
Offer new board members a chance to
listen in.
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
WHEN ASSIGNING CALLS
30. Take into consideration location,
tenure, and professional occupation.
Provide script and opportunity to
practice.
Offer new board members a chance to
listen in.
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
WHEN ASSIGNING CALLS
32. Engaging Your Board in Fundraising, A Staff’s Guide by Kathy
Hedge https://www.boardsource.org/eweb/blf-
2013/sessions.htm#FUNDRAISING BoardSource $24.00
Urban Institute Special Report Engaging Board Members in
Fundraising, Sept. 2012
http://www.urban.org/UploadedPDF/412673-The-Nonprofit-
Research-Collaborative-Special-Report.pdf
Seven Tips for Making Better Donor Thank You Calls April
2012 blog Lori L. Jacobwith
http://www.askingmatters.com/blog/seven-tips-for-making-
better-donor-thank-you-calls/
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
RESOURCES
33. 4 Elements of a Great Thank You Call, Philanthropy for All
blog by Vanessa Chase
http://pfa-blog.com/home/4-elements-of-a-great-thank-you-
phone-call/
The Incredible Power The Phone: 3 Case Studies by Sumac
blog http://sumac.com/the-incredible-power-the-phone-3-
nonprofit-case-studies-and-a-400-increase-in-donations/
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
RESOURCES
34. Charity Watchdogs: Managing Your Organization's
Profile and Ranking
Tuesday, June 24, 2014 at 01:15 PM
Better Business Bureau, Guidestar, Charity Navigator. Learn
where the “watchdogs” get their info and how to improve your
profile and ranking.
Five Simple Ways to Upgrade Your Donors
Tuesday, July 29, 2014 at 01:15 PM
Take your individual giving program to the next level with five
tried and true, low cost methods.
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
BLUE STRIKE WEBINARS
35. Benchmark Studies: Which ones are most relevant for
advocacy groups?
Tuesday, August 26, 2014 at 01:15 PM
It seems like everyone is benchmarking. Which ones should
you use to gauge your organization's performance?
Year End Boot Camp
Tuesday, September 30, 2014 at 01:15 PM
On average, organizations receive 40 percent of their
donations in December. Make sure you are primed to take
advantage of this important time of year.
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
BLUE STRIKE WEBINARS
36. Raising Money for Advocacy: How it's different
Tuesday, October 28, 2014 at 01:15 PM
Inspiring support for issues and causes requires its own area
of expertise. What set of skills do you need? What are the
unique challenges and opportunities we face?
Board Engagement for Year End
Tuesday, November 25, 2014 at 01:15 PM
Tried and true methods for enlisting your board’s help during
this crucial period of the year.
Blue Strike Webinar: The Magic of Thank You Calls
May 27, 2014 bluestrike.org
BLUE STRIKE WEBINARS
37. Thank you for
participating today!
From Mary Dillon Kerwin
President of Blue Strike
Check out our new Facebook page
https://www.facebook.com/bluestrike.org
Blue Strike Webinar: bluestrike.org
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