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Innovative Ideas: LinkedIn for Fundraising Sally Boucher, CFRE, Director of Research, WealthEngine Qaya Thompson, Development Prospect Research Analyst,

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Presentation on theme: "Innovative Ideas: LinkedIn for Fundraising Sally Boucher, CFRE, Director of Research, WealthEngine Qaya Thompson, Development Prospect Research Analyst,"— Presentation transcript:

1 Innovative Ideas: LinkedIn for Fundraising Sally Boucher, CFRE, Director of Research, WealthEngine Qaya Thompson, Development Prospect Research Analyst, Yale-New Haven Hospital Jeremy Woolf, Director of Marketing, CCS Sponsored by

2 2 Today’s Presenters Email any questions after today’s session to: Qaya Thompson Sally Boucher Jeremy Woolf

3 3 Agenda  Introduction  LinkedIn & the Social Landscape  Game of True or False & Demo  Q&A

4 LinkedIn & the Social Landscape

5 5 The Social Media Landscape

6 6 Why LinkedIn  LinkedIn has over 100M US members and 300M total  According to a May 2012 Survey of 1,900 LinkedIn members, 87% trust LinkedIn as a source of information affecting decision making  LinkedIn members skew older, have higher incomes and are better educated than any other social network  15% work in technology, 12% in finance, 11% are entrepreneurs

7 7 How Nonprofits use LinkedIn  Create and expand their communities of supporters with company pages – With frequent status updates – With pictures and video – Optimized and encouraged to share  Research and verify data on prospects and donors – Employment – Education – Interests – Volunteerism  Find new prospects – Within groups – Within Company page followers – Using first, second and third degree connections  Gain insights into donors lives – Job changes – Moves – Milestones  Hiring and Recruitment

8 8 Poll of the Room: By a show of hands…  Raise your hand if you are using LinkedIn personally.  Raise your hand if you or your team is using LinkedIn for prospect research.  Raise your hand if you or your team is using LinkedIn for prospecting.  Raise your hand if your team is using LinkedIn for fundraising.  Raise your hand if your organization has an active LinkedIn group or company page.

9 9 How Yale-New Haven Hospital Uses LinkedIn for Research  Use LinkedIn to verify NameInterests School Information Employment/ Title

10 10 Research Process at YNHH Prospect Identification (Reactive & Proactive) Research and cross-reference using LinkedIn, Facebook, LexisNexis, WealthEngine, Foundation Directory Online, Google, Forbes Output is footnoted profile

11 Game of True or False

12 True or False? “LinkedIn data is self-reported and not to be trusted.” 12

13 LinkedIn is just another form of social media where people share information about themselves. Where you get a foot up in LinkedIn versus Facebook or Twitter – LinkedIn is geared towards marketing oneself. You get more concise information without a ton of personal effects. Although there may be some securities in place, people want to be seen on LinkedIn. They are going to put their business information, school information; and other things that are helpful to research & fundraising; at the forefront. FALSE! 13

14 Always cross-reference what information is listed in LinkedIn with at least 2 other sources. Sometimes things are out of date Sometimes people aren’t completely honest Keep in Mind 14

15 True or False? “You need LinkedIn Premium to get anything out of LinkedIn.” 15

16 16 FALSE!  The free version of LinkedIn can help you with your researching, prospecting and networking  For free, you can: – View in depth profiles – Identify board members – Search based on non-profit interests  The Premium version helps with running more advanced searches (to be included in demo)

17 17 Where is the Data in a LinkedIn Profile?

18 18 Get Information On…  Education  Current employment  Past employment  Email address  Phone  Address  Social Media  Network  Website

19 19 What Else?  Birthday  Board Involvement  Organizational Involvement  Hobbies

20 20 Run a Search

21 21 A Free Account Lets You Filter  Location  Company  Industry  Past Company  School  Profile Language  Nonprofit Interests

22 22 A Premium Account Lets You Filter  Groups  Years of Experience  Function  Seniority Level  Interested In  Company Size  Fortunate (50, 100, 500, 1000)  When Joined

23 23 Demo Time: Free & Premium

24 True or False? “It is possible to do a “LinkedIn screening” to obtain employment and other information on your constituents.” 24

25 25 TRUE!  There are several companies that use LinkedIn as a data source for employment screenings – Match to LinkedIn uses name, school, graduation year and matches at about 10% – Other sources include: Zoom Info (proximate match – no degree or school info) is about 10% State and federal filings (doctors, lawyers, business licenses) represents another 10-15%

26 26 Employment Screening Success  James Madison University – Did an employment screen of the portion of their 112,000 data base for which they had NO employment information – Received 30% back with employment data. File includes company name and title, as well as LinkedIn URL

27 27 Best Practices  Right-size expectations  Have a plan to use the information  Must have a place to import data to in your CRM or DMS Company name Title URL Industry

28 True or False? “LinkedIn can be used for fundraising relationship building with major gift prospects.” 28

29 29 TRUE!  Nearly 49% of LinkedIn users have incomes over $100K; Executives with average income of $104K make up 28% of users  LinkedIn members in the U.S. have an average household income of $83,000 per year (compared to Facebook & Twitter user average incomes of $25K to $52K)  LinkedIn members have twice the purchasing power of the average U.S. consumer  Average age of a LinkedIn user is 44.2 years; 79% of LinkedIn users are 39 or older  3 million are MBA graduates, 1.39 million are Ivy League alumni, and 7 million are C- level executives, presidents, and VPs

30 30 Best Practices for Connecting  Ask your connections for an off-line introduction  Groups are key  As part of the follow up from a meeting, personalize a request to connect via LinkedIn  Ask if they will serve as a connector to their network

31 True or False? “LinkedIn provides tools for finding board members.” 31

32 32 TRUE!  Proactively search LinkedIn for talent / interest  Posting open board roles  “LinkedIn Board Member Connect” program helps with board recruitment through exclusive training, a peer community, and access to advanced premium tools  Less than $50 per posting

33 33 Finding Board Members on LinkedIn  You must include the words “Volunteer Board Member” at the start of your title, as in “Volunteer Board Member (HR Expertise)  You must include “LinkedIn for Good Volunteering” in the job description section of the post  BoardSource members.html

34 34 Other Non-Profit Resources Available on ‘LinkedIn for Nonprofits’

35 True or False? “LinkedIn is used for job searching/marketing and not for fundraising.” 35

36 LinkedIn is ideal for fundraising. Use your profile as a starting point to spread the word on what you are fundraising for. If you are a company/organization – you can use your company page. You can add a donation page link to your profile to make it easier to secure donations. Groups can be specifically created to steer people towards your fundraising goal. FALSE! 36

37 Your fundraising on LinkedIn should stay true to your organization’s cause. Make the ability to give as simple and easy as possible. – You may lose interest and donations if the process is too complicated or cumbersome. Keep in Mind 37

38 True or False? “I don’t know a lot of people, therefore I shouldn’t join groups.” 38

39 Groups are a great way to get to know people. If you cannot find a group that pertains to you or what you need from LinkedIn – you can create one. You can use in-mail to send out the word and invite people to join your group. Target specific groups so you get just what you need. You have total control – the group can be public or private with limited members. FALSE! 39

40 40 There are over 2.1M groups on LinkedIn Approx. 200 conversations take place per minute in groups There are 8,000 new groups created every week on LinkedIn. In 2011 81% of LinkedIn members belonged to at least one group – with 52% participating in group conversations. LinkedIn members on average join 7 groups – How many are you in? (12) A Few Interesting Tidbits About LinkedIn Groups

41 41  To find and connect with people who have an interest and passion for your cause, find groups related to the mission: – Check the profiles of your top supporters and advocates – Search LinkedIn using the Groups option using keywords such as Wildlife, Hunger, Addiction, Education, Global, etc. – When you find a group that fits, find out what other groups the active members are members of – Provide valuable content and thoughtful discussion - DON’T spam by promoting your nonprofit without adding value The Value of Groups

42 42 Industry Groups to Consider Joining  To find and connect with others in your profession who can provide mentoring, networking and keep your finger on the pulse of our profession: – APRA – Your Partners in Fundraising APRA – Your Partners in Fundraising – Association for Healthcare Philanthropy Association for Healthcare Philanthropy – Association of Advancement Services Professionals AASP Association of Advancement Services Professionals AASP – Council for Advancement and Support of Education Council for Advancement and Support of Education – Fundraising Analytics Forum Fundraising Analytics Forum – International Prospect Research Network International Prospect Research Network – On Fundraising – Official Group of AFP IHQ On Fundraising – Official Group of AFP IHQ – Researchers in Fundraising Researchers in Fundraising – The Chronicle of Philanthropy The Chronicle of Philanthropy

43 43 Questions & Discussion

44 Appendices 44

45 45 LinkedIn Terminology  Connections – Connections are other registered users who you know personally on LinkedIn. Although you can invite anyone to be a connection, they will need to set up an account to use the site.  Second-degree connections – These are the connections that your connections have. For example, you’re friends with Bill, who is directly connected with his boss. Bill’s boss is a second-degree connection for you.  Third-degree connection – Any connections from your second-degree connects are third-degree connections. So, Bill’s boss’s connections would be your third- degree connections.  Profile page – This is your personal page on LinkedIn. All registered users with LinkedIn can view it (unless you set it to be a private page). Your profile page can list your education, past work history, current and past projects, groups and associations, and more. Users can also forward your profile page to contacts on their lists. You can also make your profile page “public” so that anyone (even people not on LinkedIn) can view it.

46 46 LinkedIn Terminology (cont.)  Company Pages - Think of Company Pages as your business website on LinkedIn. Other LinkedIn members use your Company Pages to research and stay up to date about changes and events at your company. You can generate prospects from people visiting your Company Pages, and LinkedIn makes Company Pages personal by providing available information about the people working at your company. According to LinkedIn, Company Pages "reveal the human side of your company.“  Groups - Members on LinkedIn may create Groups and join Groups. Groups are smaller networks on LinkedIn; they are sometimes private, and so only members may post and read other posts. This is a useful way for businesses to communicate with each other. Open Groups may be read by any LinkedIn member. Open Groups serve as a way of communicating with other Group members and doing a little advertising at the same time.

47 47 6 Tips For Consideration  Tip 1: Know Your Privacy Settings  Tip 2: Use LinkedIn as a FIRST Resource for Verifying Employment, Title, Company  Tip 3: Use LinkedIn as a resource for finding or verifying professional connections  Tip 4: Use LinkedIn as a resource for finding or verifying school connections  Tip 5: Use LinkedIn for finding “nice to know” information for profiles and conversation starters  Tip 6: Use LinkedIn for donor insights  Tip 7: Follow Accepted Ethical Guidelines 47

48 48 Follow Accepted Ethical Guidelines  Don’t include information in a profile that you would be uncomfortable having the prospect see  Do not pretend to be someone else on the internet  On profiles, indicate the source of material included from social media  Be aware and transparent that the information gathered in social media is self-reported  Develop a policy regarding how research and/or front line fundraisers will contact and connect with prospects on social media  APRA Statement of Ethics APRA Statement of Ethics  AFP Donor Bill of Rights AFP Donor Bill of Rights  AFP Social Media Sample Policies AFP Social Media Sample Policies

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