April 27 th , 2010 Show and Tell: Successful Camp Visits for Donors and Prospects Natasha Dresner Mentor GIJP
Jan 18, 2016
April 27th, 2010
Show and Tell: Successful Camp Visits for Donors and
Prospects
Natasha DresnerMentor
GIJP
A) Grab Tab – Click double-arrows to open/close Control Panel. Click square to toggle Viewer Window between full screen/window mode. Click mic icon to mute/unmute your audio
B) Audio Pane – Select audio format. Click Audio Setup to verify Speakers & Microphone.
C) Questions Pane – Attendees can submit questions and review answers.
D) Type your question and click Send to submit it to the organizer.
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B
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Who are the visits for?
• Major donors
• Major Prospects
• Groups
• Individuals
Why are visits important?
• Cultivation
• Solicitation/Ask
• Stewardship
Roles and Responsibilities
Roles and Responsibilities
• Organizing– Development professional– E.D./Camp Director– Fundraising committee/tour team
• Participating and following up– Team of lay & professional leaders
• Supporting– Board (Advisory Council)– Other: staff, volunteers, counselors,
campers, parents, alumni
Process
• Three Phases:– Before
– During
– After
“Before” Phase – Where do we start?
• Fundraising plan
• List of people to be invited
• Personalized Strategy
“Before” Phase – Strategy
• Donor/prospect history and profile• Visit goals• Who should invite & to what exactly?• What should the visit look like?• Roles of “tour guides”• Next steps
See GIJP Tour Worksheet
“Before” Phase - Invitation
• Personalize
• Reason you’re inviting them
• Specific event
• Invite the significant other and the family
• Make them feel special/elite
• Make it easy and attractive
• Send early and follow-up
See sample Invitation Letters and Phone Follow-up
“Before” Phase – Telling Your Story
• Tell it well and incorporate it into your tour
• Mission and Vision
• Develop your own story
• Help others develop theirs (collect stories in general)
• Script and Tour Presentations
• Case for support and Elevator speech
See What’s Your Story? Natasha’s conference handout;10 Rules of Storytelling; Create Your Story worksheet
“Before” Phase – Telling Your Story
“Numbers numb, jargon jars,
and nobody ever marched
on Washington because of a pie chart.
If you want to connect with your audience,
tell them a story.”
“Before” Phase – Camp Package
• Facts sheet
• Camp Brochure
• Case for Support
• Tchotchkes
• Other info specific to the tour/visit
“Before” Phase – Practice Makes Perfect
• Do a test run
• Practice your steps, but be ready to follow their lead
• Put things in writing
“During” Phase – Tour/Visit
• Arrive early
• Stick to the script
• Build in flexibility
• Ask them questions
• Listen
• Thank Them
See sample Tour Agendas
“After” Phase – Don’t Forget:
• Track the results/next steps
• Thank and follow-up
• Evaluate
• Steward
See sample Thank you and Follow-up Letter
Tips for Successful Visits:
• Plan early• Know your donor/prospect• Know your case and goals• Know your
story/motivations/commitments• Be authentic – be yourself, only better• Listen• Humor • Conclude the visit with a “commitment”
Who Did We Invite?
• Prospective donors• Past donors• Current cultivations• Groups
Amy Glazer
Camp Ramah in the Berkshires
Suggestions• Have firm schedule
• Arrange for some time with children/grandchildren
• Don’t do ask unless you have met several times before… better for cultivation
• Always have a follow-up plan
• Have “thank you for visiting gift”
• Take photo to send later
Amy Glazer
Camp Ramah in the Berkshires
Other Ideas for this Summer
• Special Shabbot
• Invite to “signature” camp events
• Include in camp programming
Amy Glazer
Camp Ramah in the Berkshires
Case Study:• Tour Setup
– Make them feel at home– Personalize the experience
• Roles– Staff training - stories
• Lessons Learned– Follow-up is key
Corey Cutler
URJ Eisner & Crane Lake
Questions?
Conclusion & Resources
• JUST DO IT!
• Please find all materials from this session (including a recording of the presentation) on our Webinar page at http://webinar.gijptech.org
• Natasha’s supporting article at http://blog.gijptech.org
May 25th, 2010 – 1 PM EDT
Pyramids & Pipelines: Building Annual Giving
Programs that Last
Dan KirschMentor
GIJP
Julia RisemanMentor
GIJP