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Published byJohan Key
Modified over 4 years ago
John M. Flynn, Principal Petrus Development June 23, 2009
Fundraising is a ministry that invites people to become involved in our church in a profound way. When they invest in your mission they give their heart more deeply to the Church. People love to give to God’s work. The benefactor’s need to give is always greater than the organization’s need to receive. © 2009 Petrus Development, LLC
Invites people to become involved in the mission & ministry of the church in a profound way Fosters authentic relationships with benefactors On-going & based on trust Know the individual & their family Rooted in Hope, Life and Faith © 2009 Petrus Development, LLC
To identify those who may be interested in your mission, cultivate the relationships, and enhance communications so these individuals and groups are ready to be invited to participate in your ministry. 1.IDENTIFY a large group of stakeholders 2.INFORM them about the good work you are doing 3.INVOLVE others in your ministry 4.Invite them to INVEST in your ministry © 2009 Petrus Development, LLC
Larger gifts often: Set the pace for giving Inspire confidence Build leadership Give credibility Create momentum Insure success in reaching the goal Historical givers are the best candidates for future gifts People give because they are asked to give Benefactors respond to specific requests & peer solicitation Be enthusiastic and persistent - Don’t be apologetic © 2009 Petrus Development, LLC
Monthly support goals: $750 - End of first training $1500 - August 31st of Year 1 $1800 - End of Year 1 $2600 - End of Year 2 $3000 - End of Year 3 © 2009 Petrus Development, LLC
Philanthropic ProcessFOCUS Discovery Cultivation Solicitation Stewardship Win Build Invite Send © 2009 Petrus Development, LLC
Cultivation is the process of developing a more meaningful relationship between the prospective benefactor and the organization seeking financial support. © 2009 Petrus Development, LLC
Cultivation brings people closer to your ministry. People give to People!
© 2009 Petrus Development, LLC Cultivation nurtures the relationship & understanding about: The benefactor Their capacity to give Their involvement with ministry/programs in the past, present, & planned involvement in the future Other philanthropic support The benefactor’s understanding of your organization, ministry & needs
Develop the relationship Develop rapport Share personal stories of why you are involved Share personal information about your family, friends, etc Find out about their family, friends, business/profession, etc © 2009 Petrus Development, LLC
Listening is more important than talking Discovery and Cultivation calls should always involve more questions answered by the prospective benefactors than by the staff member What motivates the benefactor? What does the benefactor want? Think like the benefactor…put yourself in his or her shoes © 2009 Petrus Development, LLC
Steps to a Visit: 1. Set the Appointment 2. Do your research Get to know the prospective benefactor 3. Prepare for the visit Develop a script & anticipate potential objections 4. Visit 5. Thank you 6. Follow-up Action Plan © 2009 Petrus Development, LLC
Introduce yourself State that you are calling on behalf of yourself for FOCUS Don’t discuss the case over the phone Be honest about time requested Approx. 30- 45 minutes © 2009 Petrus Development, LLC
1. Casual conversation- “small talk” 2. Present need and case for the ministry Be inspirational and enthusiastic 3. Request the specific gift 4. Listen and handle prospect’s response 5. Follow-up and closure
It is all Relationship-building! Get to know more about the person Be yourself Ask about family, connection to ministry, business, etc. Take note of home or office furnishings and photos © 2009 Petrus Development, LLC Remember… You know more about this than they do!
EExplain exciting things going on with your ministry RRecount stories of how individuals have been impacted by FOCUS CCite numbers that show growth and opportunity Stay focused on your ministry Don’t build your case by tearing others down MMention how students are being formed in faith DDescribe the vision for the future of the ministry © 2009 Petrus Development, LLC
Let the prospect know that continued financial support is crucial to continue ministry & elevate it to the next level Be confident Expect success REQUEST A SPECIFIC AMOUNT !!!!!!! © 2009 Petrus Development, LLC
Until this point you controlled the agenda, now it is time for you to sit back & LISTEN! © 2009 Petrus Development, LLC “He who speaks first loses.” Ancient Christian Development Proverb
Yes! 10% of responses Thank them! Complete the paperwork No 5% of responses Ask Why Is there something they don’t understand? Is this an informational meeting? © 2009 Petrus Development, LLC
A Lesser Amount is Offered 15% of responses Graciously accept best possible gift If you think they can do better, defer a decision & follow up in 5-7 days Need time to think it over 70% of responses This is not a NO & good news! Schedule a follow up call in 5-7 days © 2009 Petrus Development, LLC
Schedule a specific date to call “I will call you next Thursday or Friday. Which is better for you?” NEVER leave it with “Call me when you decide!” © 2009 Petrus Development, LLC
“On behalf of FOCUS, thank you for your time and your prayers for our success.” © 2009 Petrus Development, LLC
Top Priority and Sense of Urgency Plan Followed Solicitors Make Gifts First Compelling Case Time Table Followed Sights Kept High Personal Passion for the Cause © 2009 Petrus Development, LLC
Top two reasons donors stopped supporting a charitable organization: “No longer feeling connected to the organization” (57.7%) “Deciding to give to another cause.” (51.3%) Bank of America Study of High Net-Worth Philanthropy Center for Philanthropy at Indiana University © 2009 Petrus Development, LLC
Procrastination An apologetic approach Not asking © 2009 Petrus Development, LLC
Be Bold Have Faith Ask!! © 2009 Petrus Development, LLC
ONE-DAY SOUL-WINNING WORKSHOP
CAUGHT YA! RE-CAPTURING LAPSED DONORS. CAUGHT YA! SESSION EXPECTATIONS o Meaning of lapsed donor o Why a donor stops giving o Identifying a donor for.
TELEPHONE TECHNIQUE Getting the Prospect to the Community.
ALADN 2013 Pre-Conference Gregory Perrin, University of Texas at Austin Adelle Hedleston, Texas A&M University Major Gifts Overview.
365 Days Towards Becoming a Successful Major Gift Officer
TOGETHER, WE CAN MAKE A DIFFERENCE
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Fulfilling Purpose. Stewardship Ministry Development A Foundational Approach.
Best Practices in Fundraising Identification – Cultivation – Solicitation - Stewardship Presentation and Moderation by Jay Ornellas Panel & Group Discussion.
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Copyright Marts & Lundy Cultivating a Culture of Philanthropy Kathleen Hanson Senior Consultant and Principal Leader – Schools Practice Group Editor, The.
Making Visits PREPARED FOR (ORGANIZATION’S NAME HERE) Month Year ENDOWMENT BUILDING.
1 Home Visiting A training session for home visitors
FUNDRAISING AROUND THE CAMPFIRE It Does Not Have to be a Scary Story November 14, 2011 Doris Feinberg, CFRE President The Prospero Group, LLC.
Campaigns Endowment, Capital and Comprehensive
PG Calc | Invested in your mission Jeff Lydenberg Vice President, Consulting PG Calc You have the gift. Now what?
“How to” from a development perspective © 2010 – Dana Zupanovich Lucka
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