Top 10 Fundraising Strategies To Raise More Money in 2016 · Top 10 Fundraising Strategies To Raise More Money in 2016 Gail Perry MBA CFRE @gailperrync #firedupFR FiredupFundraising.com

Top 10 Fundraising

Strategies To Raise More

Money in 2016

Gail Perry MBA CFRE

@gailperrync #firedupFR

FiredupFundraising.com

Who Am I?

Just hit 30 years in fundraising!

Blogger, coach, consultant

Author “Fired-Up Fundraising: Turn Board Passion

into Action”

AFP Triangle Fundraiser of the Year

International speaker and workshop leader

#firedupFR

@gailperrync

Gail Perry MBA CFRE

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Plus a Free Workbook:

Skyrocket Your Fundraising with a Major Gifts Program

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AFP-San-Antonio/

How Much Money Might

Be Out There For Your

Organization?

Discussion

Giving USA

#NPDSA16 @gailperrync

6

Giving Trends Through 2015

Are We Losing or Gaining Donors?

. #1 Fundraising Strategy - Donor Retention

#NPDSA16 @gailperrync

Donor Loyalty = Donor Retention !

Your Fundraising Program is a Leaky Bucket! Roger Craver, “Retention Fundraising”

Donor renewals

are more important than

donor acquisition.

Donor renewals

are more important than gaining

new donors(!)

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11

12

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In our surveys, less than 45% of fundraisers

knew their current donor retention rate.

Do you know your retention rate?

. #1 Strategy - Donor Retention

What The North Carolina Symphony Does to

Build Donor Loyalty

@jenlove @agentsofgood

Benefit Type Giving Levels

Tangible Intangible Event $100 + $250 + $1,000 + $2,500 + $5,000 + $7,500 + $10,000 + $15,000 + $25,000 +

Open Rehearsal Pass 1 x

Patron Appreciation Concert - Raleigh 1 x

Single Ticket Discount 1 x

Summerfest Patron Appreciation Concert x

Listing in program book 1 x

New Bern donor room 1 x

VIP parking: Wilmmington 1 x

Two tickets to Summerfest concert of choice 1 x

Private event with Symphony musicians 1 x

Donor Rooms & Parking: Raleigh/Chapel Hill 1 x

Donor concierge by staff 1 x

Private onstage recital 1 x

Post concert reception 1 x

Two tickets to concert of choice 1 x

Priority seating for subscription renewals 1 x

Event with Music Director 1 x

Post-concert dinner with CEO 1 x

Invite to Chairman's Circle Trip 1 x

Concert naming rights 1 x

Create a System of Engaging Donor Benefits

Strategy: Say thank you creatively! NC Symphony musician making thank you calls to donors.

What happens when donors receive quick thank you phone calls?

Donors received a thank you phone

call from a board members within 24

hours of receiving the gift.

The next time they were solicited, they

gave 39% more than the other

donors who did not receive a call.

Penelope Burk

Thank you for making a difference with your contribution!

As a new donor to the North Carolina Symphony we are grateful for

your support of <$_____>.

As a volunteer I appreciate your choice to make a gift that sustains

this outstanding orchestra in its work to educate our state’s children

and perform concerts which are unmatched in quality anywhere in

the state.

I hope your gift will begin a long and satisfying journey of annual

support with the North Carolina Symphony, one which I have

enjoyed enormously. Our staff stands ready to serve you and

answer your questions at (919) 733-2750.

Best regards, Person’s name, Trustee North Carolina Symphony

T #2 Strategy for Fundraising Appeals –

Give The Donor the

Credit

for YOUR Work

Say “you” more than “we.”

@gailperrync #AFPSA16

Remove YOUR ORGANIZATION as the intermediary

Between your DONOR and the IMPACT of her gift.

Don’t say. “Your gift will help our organization serve

xxxx people.. . . .”

Instead say:

Your gift will help serve xxxx people.

Give the Donor Credit for YOUR Work:

How to Create a Donor-Centered

Thank You

@gailperrync #AFPSA16

#3 Strategy Focus On Major Gifts

Create your Prospect List.

Commit to #XX Major

Gift Visits a Month

Your next major donor is probably a female boomer or older lady.

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The “profit” in fundraising is in the

major gifts area.

Fundraising EVENT

50%

ANNUAL FUND 25-30%

MAJOR GIFT OR CAPITAL CAMPAIGN

5-10%

#3 Strategy -Major Gifts

@gailperrync #AFPSA16

#3 Strategy - Major Gifts

Create Your Prospect List

High $$ Low Likelihood

High $$ High Likelihood

Low $$ Low Likelihood

Low $$ High Likelihood

DOLLARS

LIKELIHOOD

#3 Strategy -Major Gifts

@gailperrync #AFPSA16

Boomers Now Source of Most

Gifts Giving is my

form of self-expression!

I am passionate about my causes!

@gailperrync #AFPSA16

Average age of donor on file = 67

Average age of a new donor = 63

-Tom Ahern

Use Bigger Fonts! 14 point minimum (and get rid of the hard-to-read GRAY)

@gailperrync #AFPSA16

64% of all charitable gifts in the US are

made by women. -Huffington Post 2014

#3 Strategy - Major Gifts

@gailperrync #AFPSA16

#3 Strategy - Major Gifts

Monthly Major Gifts

Strategy Session

1.Review Prospect List.

2.Evaluate where you stand.

3. Create next steps.

4. Assign clear responsibility.

http://www.gailperry.com/2010/11/ how-to-sabotage-or-save-your-major-gift-

program/

37

Fired-Up Fundraising

Planned Giving

Messaging Whiz

Claire Meyerhoff

. #4 Strategy - Planned Giving

Ask Engaging Questions

About Their Will

@gailperrync #AFPSA16

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Ask Engaging Questions:

Is General Hospital in your will?

Instead of “Telling” your Donor: Remember General Hospital in your will.

You're engaging your donor with a question and triggering a more lively thought process. "Is it in my will? Really? Do I have a will?" People put the hospital in their will? " By begging a question, you're guiding the reader towards some kind of answer, and maybe the answer will be…."Yes.”

- Claire Meyerhoff

. #4 Strategy - Planned Giving

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• Newsletter

• Annual report

• Appeal mailings

• Your Facebook page

• On a postcard mailed to top planned giving

prospects

• Consider making it into an ad and buying ad

space in a local paper or special-interest

publication.

. #4 Strategy - Planned Giving

Put Engaging Questions about

Bequests everywhere:

@gailperrync #AFPSA16

. #4 Strategy - Planned Giving

The Wealth Transfer is Happening!

• 35% of donors said they were willing to give

planned gifts or seriously consider it.

• Only less than 10% of people actually

assign a bequest in their wills.

http://sumac.com/ ~Penelope Burk

@gailperrync #AFPSA16

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Stale Fresh

. #4 Strategy - Planned Giving

Increase the $$ from your

CURRENT donors by

3 or 4 times!

#5 Strategy: Monthly Giving

@gailperrync #AFPSA16

#5 Strategy : Monthly Giving

http://www.gailperry.com/2013/06/18-tips-to-create-a-wildly-successful-monthly-giving-program/

#6 Social Media Strategy

Crowdfunding!

@gailperrync #AFPSA16

Source: kimba.com

Source: kimba.com

#6 Crowdfunding

• New major donors!

• Raises money

• Grows awareness

• Gains new emails and social media

followers.

@gailperrync #AFPSA16

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1. Identify donors and

followers who are

heavy social media

users.

2. Enlist them to be

special online

Ambassadors.

#6 Social Media Strategy: Crowdfunding

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3. Invite them to promote

you online for special

projects.

4. Build a toolkit for them

with images they can

use and guides to peer

fundraising.

#6 Social Media Strategy: Crowdfunding

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#6 Social Media Strategy

#6 Social Media Strategy

Master the 5 word ask!

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# 7 Strategy for Fundraising Events

# 7 Strategy for Fundraising Events

A well-designed

“Fund a Need.”

# 7 Strategy for Fundraising Events

“Fund a Need.”

- Auctioneer skills

- Right message

- Single item or cause - Make the bids public

Simplify Your

Donation Form

In 2013, approx. 74% of online shopping carts were abandoned by shoppers. Read more: http://www.businessinsider.com/heres-how-retailers-can-reduce-shopping-cart-abandonment-and-recoup-billions-of-dollars-in-lost-sales-2014-4#ixzz3dEMkNJ8I

#8 Strategy for Website & Donation Page

Add

http://npengage.com/nonprofit-fundraising/boost-donor-acquisition-online-fundraising/

#8 Strategy for Website & Donation Page

Add Emotion to Your Donation Form

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#9 Strategy for Your Board and CEO

Teach them how to open the door without

being pushy.

Why Do You Care About Your

Organization?

Ask your donor their

advice about your business plan.

Throw out your presentation! Ask for advice instead.

#10 Strategy for Transformational Gifts .

@gailperrync #AFPSA16

It’s in YOUR Hands!