Join Jay Love and Kent Stroman discuss nonprofit communication and fundraising strategies.

1. 10 NPO Communications
& Asking Techniques
for Fundraising Success!
M. Kent Stroman & Jay Love
June 4, 2013

2. PRESENTERS:
 Published Author
 Talented Speaker
 Dedicated Leader
 Frequent Award Recipient
 Trusted Consultant (11 years)
 Certified Public Accountant (CPA)
 Background in Higher Ed. (25 years)
 Certified Fund Raising Executive (CFRE)
M.KentStroman
America’sASKING Coach
JayLove
Co-Founder & CEO, Bloomerang
 29 Years of Technology Leadership
 Over 20,000 Database Installations
 Former Founder & CEO of eTapestry
 Former CEO of Master Software/Fund-Master
 AFP Board Member
 AFP Ethics Committee Member
 Innovation Fund, Butler Univ. Board Member
 Gleaners Food Bank Board Member
 Co-Chair, YMCA Indianapolis Capital Campaign

3. RecommendedResource

4. Asking
Techniques
10Proven

5. Tip #1
Decide who
to ask
[prospect ID is a BIG deal]

6. Tip #2
Start with why
a.k.a. Case Statement
[use words if you must]

7. Put a
on your
Mission

9. Tip #3
Show them the
price tag
[how much does the solution cost?]

10. Tip #4
Show them how
we get there
a.k.a. Gift Chart

11. Don’t
keep it
a secret:
It takes
Big Gifts

12. Tip #5
Define the Ask
a.k.a. Proposal

13. DRAFT Proposal
To: Katie and Jason Rutherford
From: Healthy Hearts Education Center
Date: February 11, 20xx
Amount: $1,500,000 (over 3 years)
Purpose: No Boundaries campaign
Naming: Betsy Armstrong Activity Room
Fine Print: The donation will be fulfilled by stock
transfers during each of the next 3
years. Our facility naming policy
requires the board to give final
approval to this naming request.
Approvals:
________________ ____ ________________
Katie Rutherford Date Jason Rutherford
Sample
Proposal:

14. Tip #6
Climb the
10 Step Staircase
[use a proven process]

15. 10 Step
Staircase

16. Tip #7
Define success
[everyone has his own definition]

17. 2 Perspectives:
• From the NPO’s perspective . . .
• From the donor’s perspective . . .
Success
DEFINITION:

18. Success
DEFINITION:
From the viewpoint of the
NPO, success means
reaching the fundraising goal.

19. Success
DEFINITION:
From the viewpoint of the
donor, success means
making a well-informed decision.

20. Tip #8
Avoid the
‘Twin Risks’
1. Early Rejection
2. Early Acceptance

21. Tip #9
Make a plan

22. A Plan
to
Cultivate
or
Solicit
DONOR / PROSPECT CONTACT PLAN
Prospect name: __________________________________________________
What is the purpose of this call?
To share the vision for our organization.
To cultivate a future gift.
To secure the prospect’s involvement with us (volunteer).
To ask for a gift (Amount: $_______ -or- Range: from $_______ to $________)
Other: _____________________________________________________
_____________________________________________________
To be contacted by _______________ and _______________ (staff & volunteer)
When? ______:______ ____/____/____
Materials to take along: Proposal Funding Priorities
Gift range chart Brochure(s):
Other: _________________________________
…………………………..…………………………………………………………
Was the purpose achieved? (explain)
Follow-up: What needs to be done?
When?
By whom?

23. Tip #10
Practice
Then practice
[then practice some more]

24. Step #1 Decide Who to Ask
(Requires a Top Notch Database
Which EVERYONE Can Use!)
@bloomerangtech | 24

25. Step #1 Decide Who to Ask
(Requires a Top Notch Database
Which EVERYONE Can Use!
How many of you use a donor database?
What percent of the product do you use?
@bloomerangtech | 25

26. Step #1 Decide Who to Ask
(Requires a Top Notch Database
Which EVERYONE Can Use!
How many of you use a donor database?
What percent of the product do you use?
@bloomerangtech | 26
• Majority of NPO’s Use Less Than 20% of Their
Database’s Functionality
• Large Amounts of Features = Complexity
• Database Complexity Keeps Fundraisers Out

27. @bloomerangtech | 27

28. 1. Game Changing Ideas or
2. Ideas whose Time has Come
3. Relentless Execution
@bloomerangtech | 28
Revolutionary Change Comes From?

29. Game Changing Ideas:
• CRM so Intuitive (No training needed)
• Anyone can (and WILL) use
@bloomerangtech | 29

30. Game Changing Ideas:
• CRM so Intuitive (No training needed)
• Anyone can (and WILL) use
• Bring BEST practices to life
@bloomerangtech | 30

31. Game Changing Ideas:
• CRM so Intuitive (No training needed)
• Anyone can (and WILL) use
• Bring BEST practices to life
• Focus on core functions only
@bloomerangtech | 31

32. Net Result:
• All Fundraisers Use the Database!
– (Quite Revolutionary!)
@bloomerangtech | 32

33. Net Result:
• All Fundraisers Use the Database!
– (Quite Revolutionary!)
• Everyone using database enables …
@bloomerangtech | 33

34. Net Result:
• All Fundraisers Use the Database!
– (Quite Revolutionary!)
• Everyone using database equals…
• True Donor Engagement resulting in
@bloomerangtech | 34

35. Net Result:
• All Fundraisers Use the Database!
– (Quite Revolutionary!)
• Everyone using a database equals…
FUNDRAISING SUCCESS!
@bloomerangtech | 35

36. Next Gen Database/CRM
Enables Fundraising Best Practices
Donor Retention/Donor Communications
Extreme Ease of Use
Relentless Focus on Results, not Features
Leading a “Revolution of Change”

37. Pedigree . . .
”Finally Got It Right!”
FUND-MASTER

38. CUE THE EXPERTS:
Dr. Adrian Sargeant
Bloomerang Chief Scientist
Professor of Fundraising at the Center on
Philanthropy at Indiana University holding
what is presently the world’s only endowed
chair in that discipline.
Top 10 Most Influential People in Fundraising
Renowned expert on Donor Retention and
Donor Loyalty
Mr. Tom Ahern
Bloomerang Donor
Communications Head Coach
One of the world’s top authorities on donor
communications
Author of 4 books on Donor Communications
Winner of 3 prestigious international IABC Gold
Quill awards
@bloomerangtech | 38

39. Show Login Screen
@bloomerangtech | 39

40. Basic Navigation
@bloomerangtech | 40

41. @bloomerangtech | 41

42. Automatic Engagement Factors
@bloomerangtech | 42
• Recency and pattern of
giving
• Cash donors vs.
sustaining donors
• # of years giving +
• Upgrade /
Downgrade + -
• Lapsed -
• Event attendance +
• Opens email +
• Click links in emails +
• Unsubscribes
from email -
• Has stated
communication
preferences +
• Has inbound
interactions +
• Has soft credits +
• Volunteers +
• Social Media
(coming soon)
• …and a whole lot more!

43. What is the
donor’s
engagement
over time!
Highlight vital “retention” information
---
@bloomerangtech | 43

44. @bloomerangtech | 44

45. @bloomerangtech | 45

46. @bloomerangtech | 46

47. @bloomerangtech | 47@bloomerangtech | 47

49. Our mission: Equipping leaders to dramatically
transform their fundraising results.
We achieve this through:
• Seminars
• Board retreats
• Team workshops
• Executive coaching
and now …

50. Presenting:
ConversationalFundraising.com
Others tell you what to do.
We show you how.

51. RecommendedResource
Just Released!

52. CONTACT INFO.
CharityChannel.com: Kent-Stroman
Kent@ConversationalFundraising.com
Facebook: Kent Stroman
LinkedIn: Kent Stroman
Twitter: @KentStroman
Skype: kent.stroman
(877) STROMAN (918) 336-6626
M. Kent Stroman
America’s ASKING Coach

53. Thank you
for joining today’s webinar.
We wish you every success
in all your Asking!