While finding and closing potential donors is critical to many non-profits. Some prospects donate right away, but many often takes weeks or month to close. How do you keep them warm without spending a ton of effort? Learn the tools and best practices to stay in touch with -- and ultimately close -- the potential donors that are critical to your non-profit.

1. How to Stay Relevant
with Potential Donors
Tony Cappaert
September 4, 2012
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2. Protecting and Preserving the www.cjwconsulting.com
Institutional Memories of
Nonprofits Since 1993 (866) 598-0430
info@cjwconsulting.com
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3. www.mission.do
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4. Today’s Speaker
Tony Cappaert
Co-Founder
Contactually
Assisting with chat questions: Hosting:
Jamie Maloney, Nonprofit Webinars Cheri J Weissman, CJW Consulting & Services, Inc.
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5. How to Stay Relevant with
Great Potential Donors
(And keep them warm until they’re ready to donate!)

6. What we’ll cover
today...

7. Text
Flickr: @temprec13
Flickr: @lwr

8. The 4 Step Framework to
Staying Relevant with
your Network

9. Who am I?
Tony Cappaert
tony@contactually.com
@cappaert

11. Now before we get started...

12. Why should you follow up
with your network?
Because following up:
more prospects
more donors
more $$$

14. Follow up is key
with any prospect
• Prospect = potential or current donor who
may donate in the future
• We all know we should follow up with
folks, but we don’t
• Why don’t we? Because it’s HARD and
we don’t have enough TIME

15. +
=

16. Use the 4 Step
Framework to...
• Send timely, personal, and relevant follow
ups to your top potential donors
• Use tools to make the entire process
easier and more automatic

17. #1

18. Make it personal
Find personal opportunities to reconnect

19. Generic follow ups
suck

20. Ways to make your
emails personal
• Major life events: birthdays, children,
vacations
• Major professional events: job changes or
promotions, company news

21. But How?

23. #2

24. Deliver value...
through CONTENT

25. Good Content is King
• Relevant relevant relevant
• Keep it related to their interests, hobbies,
company
• And even if it’s relevant, make sure it’s good
content that they’ll appreciate receiving

28. But How?
+

29. #3

30. Deliver value...
through YOUR NETWORK

31. The best way to add
value is through intros
• Much like content, people want intros to
other people that are relevant
• Make sure the intros are mutually
beneficial to both parties

33. But How?
Match people with the same topics from Step 2
+

34. #4

35. Systematize!
Wash. Rinse. Repeat.

36. Managing a manual follow
up system is hard
• Lots of different products and sites
• Very time consuming
• People are probably still going to slip
through the cracks

37. 10

39. But how do I make it
easier?
+

40. Yep, one of these is my startup.
It’ll be quick (and useful). I promise!

41. Framework Recap
1. Find personal opportunities to reconnect
2. Deliver value through content
3. Deliver value through your network
4. Systematize for the long-run

42. BONUS
ROUND!

43. Bonus #1:
How to find & contact
new leads on LinkedIn
(without having to spend $$)
+ bit.ly/rapportiveleads

44. Bonus #2:
How to find & contact
new leads on Twitter
(again, no $$)
+

46. Questions?
Feel free to send me any follow ups
tony@contactually.com
617-680-2764
@cappaert

47. Find listings for our current season
of webinars and register at:
NonprofitWebinars.com
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