Raising More Money By Asking (and Answering) Better Questions
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https://bloomerang.co/resources/webinars/ The key to successful fundraising is asking smarter questions. Harvey McKinnon and Andy Robinson will discuss how to build stronger donor relationships and how you can use this strategy to improve every kind of fundraising.
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Raising More Money By Asking (and Answering) Better Questions
- 1. Raising More Money By Asking (and Answering) Better Questions Presented by Harvey McKinnon and Andy Robinson In partnership with Bloomerang
- 2. Andy Robinson Harvey McKinnon We’re here to support you!
- 3. Outcomes for today’s webinar You will learn how to: • Anticipate donor questions, craft better answers • Use questions to deepen donor relationships • Learn how to engage your supporters more effectively • Use these techniques to raise more money • Build confidence, have fun!
- 4. Getting started… What do you want to learn today? Why is this topic important to you?
- 5. Renewal rates are declining • Poor donor appreciation and engagement • Virtual communication; less personal contact • Economic inequality How can you best respond?
- 6. • Multiple times per month • Monthly • Quarterly • A couple of times per year • Almost never • Don’t know Poll: How often do you meet with donors – in person or virtually – for for any reason? (Relationship building, getting advice, asking for gifts, thanking…)
- 7. Ask Educate & cultivate Thank & recognize Identify prospects Involve more deeply Cycle of fundraising
- 8. Time allocation Courtesy of Tina Cincotti, Funding Change Consulting. Thanks!
- 9. What do your donors want? What are they thinking?
- 10. Your mind is endlessly busy, processing questions. Every donor does this, too. Tip: By anticipating and answering these questions in advance, you can reduce barriers to giving.
- 11. 1. Why me? What’s your favourite subject? (Hint: “Me.”) Your donor wants to know: • How do you see me? • Do I approve of the way you see me? • Do you care about me? Why? Tip: Are you only interested in their money? If so, that’s a problem…
- 12. You care… You’ve met… You’ll inspire… You’ll solve…
- 13. 2. Why are you asking me? • What's in it for you? • Have you given? • Who else has given? Tip: Reference others who have given.
- 14. 3. Do I respect you? Goal: Getting past the amygdala. Tip: Trust is earned, not given.
- 15. did you become a fundraiser? Tip: Your story can motivate donors.
- 16. 4. How much do you want? Be careful what you ask for! Everyone asks: How much should I give? Tip: Transformational gifts take time.
- 17. 5. Why your organization? You have a lot of competition. What makes your group stand out?
- 18. Storytelling deepens understanding. Listening helps you ask better questions. Tip: The story must be told compellingly and reach the right people.
- 19. 6. Is there an urgent reason to give? Urgency prompts donor response. Tip: Use deadlines, milestones, consequences.
- 20. 7. Is it easy to give? Make it easier with simple forms, big type, special asks. Tip: Promote monthly giving!
- 21. 8. How will I be treated? Donors fear you’ll forget about them after they give. Tip: Your staff’s attitude makes all the difference! 8. How will I be treated?
- 22. 9. How will you measure results? Some donors care about metrics and numbers; others gravitate to stories and examples. Tip: A donor asking about how you measure results is a second gift…!
- 23. People like control and earmarking. Tip: Embrace designated gifts … but first create a gift acceptance policy! 10. Will I have a say over how you use my gift?
- 24. 11. Will my gift make a difference? Your prospect or donor has lots of options. Make it tangible, make it emotional. Tip: Tell donors how you invested their gifts.
- 25. When you hear “Yes,” then what? Be grateful. Be enthusiastic! And then… Select from the following questions – and feel free to rearrange the sequence.
- 26. 1. “How would you like to pay?” Cheque, credit card, pledge, monthly gift? Tip: Bring a pledge form to donor visits.
- 27. 2. How do you want us to use this gift?” Special project or overall support? Tip: You want those unrestricted gifts!
- 28. 3. How would you like to be recognized?” Or maybe anonymous? Tip: Sharing donor names inspires others.
- 29. 4. Do you want your gift to honor someone you care about? Tip: Include this option on pledge form.
- 30. 5. Why do you support our work? Explore your donor’s motivations. Tip: Don’t assume you know – ask!
- 31. 6. Will you give us a testimonial? Because donors make the best advocates! Tip: Based on the conversation, it’s OK to draft something for the donor to review.
- 32. 7. Will you share with our board why you give? It’s useful to hear from donors. Tip: Consider a panel: 3-4 donors w/ Q&A.
- 33. 8. How do you like to be kept informed? It’s easy to customize your donor communications. Tip: Ask about how often, too – then update your database!
- 34. 9. When I update you in person, can we include your family? Tip: If you’re cultivating planned gifts, this is essential.
- 35. 10. Can you recommend other potential donors? Instant credibility! Tip: Ask for introductions.
- 36. 11. What other organizations or causes do you support? Tip: Don’t assume that donors tightly target their giving; many do not.
- 37. 12. Would you consider volunteering to help raise money? Tip: Suggest something specific, like participating in a cultivation meeting.
- 38. 13. What’s your giving calendar? Once per year, monthly gifts, as needed… Tip: Don’t begin with this question.
- 39. Keeping track We will email you a helpful tracking form you can use during these conversations.
- 41. Available from www.emersonandchurch.com Promo code HALF gets you 50% off! A sampling of our books!
- 42. Be well and stay in touch! harveymckinnon.com andyrobinsononline.com
Editor's Notes
- Child goes to school..a teen...you..sleep in, gift come through,..donor how much, do I care, what impact. Soup of questions should I what if. Rich are no different. Better teeth, NEXT who brought the cat
- Sue. Jimmie Alford mental health 3 vists 3rd $150,000
- Why me> you care-donated…met patients, inspire others, solve community problems. Jana spent countless hours at botanical gardens –small $ donor Marcia desperate to raise funds for an amphitheater To kick-start the fundraising, Marcia drafted a list of people most committed to the Gardens, even non-donors. Presentation to jana who was moved. Next day brought a bouquet of flowers “I had no idea how meaningful they would be to her.” $50,000
- Do I respect you? TRUST. Your Lizard brain -amygdala. primary role in storing memories of emotional events. Helped save Grog from being eaten . Slick salesman, high pressure triggers this. Diffuse it with honesty and sincerity. Trust is earned. Fraser story. My motive for getting into fundraising.
- Oakville 10,000K gift. Data person Called to thank him. First thank you he has made 5 gifts of $10k. They got $122,000 in stock, For 45 years Dick Kimball Harvard asked for $1000. Dick sent his gift dutifully Matching gift form a TRUST, a sign of wealth. Follow up led to a $5 million git - 100 times ALL his git for 47 years.
- Crisis centre hotline saved my sins life seva saved someone's sight dr ken Baum.Tibet simple, unexpected credible concrete, emotional story
- JOHNWOOD E crook 50 no kids what about this interests you. Domestic violence center. What`s near and dear to your heart. Boys and girls. 70 % of inmates violent homes. Per stenbeck 9750$ James at 4 storie sof me as a kid
- Alford Million dollar college gift, would you be willing to explore how you could give more 975,000 +100K amnesty envelope, Marcia asking for a glass of water.
- Man contacted a California zoo wanting to help They didn’t take his call. Spurned donor called the San Diego Zoo & reached Mark. Donor started making modest gifts to Zoo. Was treated well. Then gifts in the millions. Finally, Mark secured a $130-million estate commitment. KOURNOSSOFF. Kristen castle New Zealand shelter.
- John wood use of facts, numbers. Another gift: is forceing you to measure effectiveness. TELL dump bodies into the pool story.
- sam 90-year-old donor -three $500 yr. called to say she wanted to donate $10,000 to 10 charities. She asked how we would use the funds,” Sam said. “I offered her some information about different areas in that needed funding. One was our Learning Center, a place where men &women can receive education & earn their high school equivalency certificate. piqued her curiosity, I asked if I could visit her the next day with a proposal.” I did. spoke about a “1-room school house. turned out she went to a ‘one-room schoolhouse’ as a girl. Next day hse called Sam to say she had a change of heart. She’d give $90,000 to the Mission and $10,000 to one other group.
- Carlie make a wish, dick grace wish granting dinner befriended 9 yr. old Anthony fraiser called every week, eulogy $20,million quote page 57. POG opportunity to feel good. We all want to make a difference.