START AND RUN YOUR FIRST $100,000 CAMPAIGN Sandy Rees, CFRE.

START AND RUN YOUR FIRST $100,000 CAMPAIGN

Sandy Rees, CFRE

6-Figure Campaign

Structured way to raise $100,000 or more for a specific purpose.

The 80/20 Rule

Major Givers make up 20% of your donor base and provide 80% of your funding

A Major Gift

Is defined by you ($500, $5,000, $50,000, etc.)

Is a “stop and think” kind of gift Brings transformation for your

organization Is a joy for the Giver

Step 1 - Define the need

What are you raising money for? How much will it cost? When do you need it? Are you ready to undertake this kind

of fundraising campaign?

Step 2 - Agree on the amount

Step 3 - Develop the case

Why would someone give? Why your organization? Why now? Why this amount?

Step 4 – Recruit Leadership

Who can help you to guarantee the success of this campaign?

Who is it that key donors can’t say “no” to?

Step 5 – Develop the plan

Goal Start/end dates Reason for raising money Leadership Other notes

Step 6 – Create the Gift Table

No. of gifts needed

Amount of each gift

Total at this level

Cumulative Total

# prospects needed at this level

1 $15,000 $15,000 $15,000 32 $10,000 $20,000 $35,000 64 $5,000 $20,000 $55,000 128 $2,500 $20,000 $75,000 2410 $1,000 $10,000 $85,000 4820 $500 $10,000 $95,000 60Many Below

$500$5,000 $100,000 50+

45+ donors

200+ prospects

Step 7 – Identify Prospects

Linkage

Interest

Ability

Donor

Step 8 - Cultivate

Get to know the donor before you Ask Don’t get married on the first date Create and use a plan

Cultivation plan

Donor name: Betty Jo Smith Donor record number: 3345

Date Activity Notes

6-20-13 Called Betty Jo Thanked her for her past support. She mentioned that her parents struggled through the Depression and she can’t bear the thought of anyone going hungry. I invited her for a tour of our food bank so she can see first-hand what her donation is making possible. She’s coming July 10.

6-28-13 Facility tour Need to find out what her ‘hot button’ is about the organization. Need to find out her favorite program.

Mid July Lunch Want to arrange lunch with her and our Program Director to talk more about her favorite program.

2 or 3 days later

Call Follow up call to see what she thought. Start to prepare an Ask from that conversation.

Mid August

Personal visit in her home

Present an Ask proposal. Amount and project will depend on her favorite program and how passionate she is about it.

Step 9 – Ask for the Gift

Listen for “gift noises” Ask for support for the RIGHT thing Ask for the RIGHT amount

The Ask Conversation

1. Warm up2. Transition3. Information – Relationship building4. Transition5. ASK6. Negotiate and answer questions

Step 10 – Thank the Donor Start with a warm, prompt, sincere

Thank You letter Then, look for ways to thank the

donor in meaningful ways

Step 11 – Follow Up

Keep the donor posted about the project

Share success stories Take them on a tour if possible

Celebrate!

Celebrate the success! Let your donors know Let the community know

My gift to you

Get a free 20-minute strategy session!

www.GetFullyFunded.com/Help

Sandy Rees, [email protected]

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