FUN IN Fundraising ALEXIS LUX

I Fundraising  HIKE Board of Directors  Certified Fundraising Executive (only 60 in Oklahoma)  Vice President of Financial Development YMCA of Greater Oklahoma City  Professional fundraiser for 10 years and have raised over $10 million dollars  Volunteer fundraiser for 25 years  Nationally certified trainer in fundraising

Nonprofit Statistics  501c3 & Nonprofit Status, not always tax exempt  Check out 990’s on Guidestar.org  1,500,000 Nonprofits in the US  What percentage of people donate to charities?

Why do people give?  Personal belief in the organization  A friend or family member is involved  Personal connection-alum  To get something-tickets  Gratitude-beneficiary of work  Makes them feel good  Religious convictions/tithing  Public recognition  Guilt-no time to volunteer, but can donate  Tax write off  In Honor of Memory of someone  Because they were ASKED

Who donates?

Where do Individuals donate?

VOLUNTEERS ARE NOT UNPAID BECAUSE THEY ARE WORTHLESS, BUT BECAUSE THEY ARE PRICELESS. -ERMA BOMBECK

Job’s Daughters, HIKE & Fundraising  You know Job’s & HIKE love it  You give your time, resources and donations  Strong Legacy with HIKE (30 years) and Job’s (95 years)  Their donation allows HIKE to distribute the gift of hearing all across the US. In the past 30 years we have raised over $5 million and given out over 2,500 grants.

Why are you afraid to ask for money? Objections  I don’t know how to ask or what to say  Don’t want prospect to feel obligated, or come to me with a donation for their cause next week Solutions  We will address those fears today, and you can always make the ask with another volunteer.  You are asking on behalf of our projects, not for a personal favor. Their gift will be used and thanked by the HIKE board. You should not feel personally obligated or responsible to fulfill a request from them.

Why are you afraid to ask for money? Objections  Fear of rejection  They are already supporting another cause Solutions  There will be No’s, but you are educating them on HIKE. If they tell you No, don’t take it personally. They aren’t telling YOU no, they still like YOU. It’s just not a good time for them, and that’s Ok.  Most donors support multiple causes  2-5 causes 23%  6-10 causes 20%  causes 23%  Over 20 causes 34%

Why are you afraid to ask for money? Objections  I can’t make a large gift myself, how can I ask them?  Self conscious or not comfortable Solutions  It’s best to align like minded givers with potential donors, but if that’s not possible, also understand the value of a personally significant gift is different for everyone.  Practice the ask and who says what, and go with a friend who is passionate

Why are you afraid to ask for money? Objections  I feel like I’m begging  They may ask me a question and I won’t know the answer Solutions  You are offering a unique opportunity. You have a great experience with HIKE why wouldn’t you want to share that?  It’s ok to tell them you don’t know, but find out the answer and follow up in a timely manner and then make the ask.

What was the most meaningful way you were asked to donate?  In person by someone you respected  In a phone call (someone you know or just a general solicitor)  In a typed letter in the mail (customized or bulk mail)  In an (personalized or e-blast)  Social media post

Helpful tips to remember  Don’t make the decision for them. Often we like to make up people’s minds before we ask them-they are too busy, they just bought a new house, their child is in college, etc. You can guess at their situation, but you don’t KNOW it. The truth may be radically different than what it appears, we aren’t fortune tellers.  You will find some $100 gifts when you are looking for $1,000 gifts. But if you ask for $100 gifts you won’t find $1,000 gifts. (Add additional zero’s as appropriate)

Knowledge is Power  Prospective donors must have both an inclination and capacity to give  Learn about your prospect  Personal and professional relationships  Research to find out what they fund  Fundraising is a skill, just like anything else, and you need to practice

Roadblocks  Assuming (and guessing)  Failure to Listen  Insincerity (schmoozing)  Fear  Unpreparedness

Flip your Opinion  You aren’t ASKING someone for a gift, You are GIVING them a gift  It’s a GIFT to donate & be aligned with the HIKE Fund and give the gift of hearing.  Have confidence in our Organization and cause.  You aren’t begging, you are helping to grant wishes.  HIKE is truly unique in that we are “Kids helping Kids”

HOW to make the Ask  Do your homework  Get them sharing, people love to talk about themselves  Present materials  ASK  CLOSE YOUR MOUTH and WAIT-it might feel uncomfortable, let them break the silence

Practice these Questions  Would you consider a gift of $150?  What causes do you like to support?  What gift that you have given has been the most fulfilling?  I hope you will consider joining me in making a commitment to help children hear and communicate.

Practice these Questions  Who else should I be talking to (about being involved)?  How (or when, where) did you learn to be generous?  I notice you support numerous organizations. How do you decide what causes to support and how much you will give?  What have you heard about the HIKE Fund?

TWO STONECUTTERS WERE ASKED WHAT THEY WERE DOING. THE FIRST SAID “I’M CUTTING STONE INTO BLOCKS.” THE SECOND REPLIED “I’M ON A TEAM THAT IS BUILDING A CATHEDRAL.” IF YOU ARE UNSURE ABOUT FUNDRAISING, ADJUST YOUR ATTITUDE. YOU CAN BE PART OF SOMETHING AMAZING.