RESOURCE DEVELOPMENT TIPS With recommendations from fund raising guru Gail Perry

General Information It’s all about relationships If you want money ask for advice; if you want advice, ask for money Identify someone as the point person/committee chair Have a committee (the entire board?) Everyone—board and staff—needs to be engaged Donors need to know that you exist—be bold in promoting your work Make it positive—donors want to be part of a winning operation. Never use desperation as a fund raising hook

Personal Solicitation Make the conversation about the donor What inspired your gift? What part of our work most interests you? Ask for advice and input Listen more than talk!

Personal Solicitation Power Questions Your Major Gift Donor Will Love Here’s a natural, friendly and much more successful approach to major gift fundraising. I’m showing you how to develop a warm, easy relationships with your major gift prospects.  Relationships where they feel heard and understood. A relationship that builds trust and credibility. When you take a donor-centered approach to a major gift, you let the donor lead the way. She feels entirely in control. She never feels “presented” to or pushed. And she’s much more likely to end up with a generous major gift coming from her heart – and she’s with you for the long term. With this approach, you are continually qualifying your donor in terms of her interest. Should you continue to invest time with her? Or turn to another donor prospect?  Gail Perry’s Blog- used w/ permission © Gail Perry & Assoc.

Direct Mail Commercial mailing requires a fairly large donor pool FCH Results: Sent 7,300 letters, got 350 back—5% You can still have a successful mail campaign—do it yourself! Successful appeals are as much art as science Successful appeals are ‘you’ rather than ‘we’ directed Successful appeals touch the donors’ hearts and minds Use newsletters as fund raisers

Gail Perry’s Blog- used w/ permission © Gail Perry & Assoc. Direct Mail How to Create a Donor-Centered Fundraising Letter Are you wondering how to really nail a donor-centered fundraising letter? Are you trying to create a letter for your annual campaign that can grab hold of your donor’s attention quickly? And do you want to write a letter that just makes your donor feel wonderful that they are part of your cause? Gail Perry’s Blog- used w/ permission © Gail Perry & Assoc.

Special Events Require dedication of time and energy Make it good or don’t bother Recurring annual/signature events can build name identification/loyalty Small, more intimate events can be very effective

Gail Perry’s Blog- used w/ permission © Gail Perry & Assoc. Special Events My Top 5 Secrets to Make Porch Parties a Fundraising Winner Every Time Casual, small social events like Porch Parties can be terrific tools for fundraising. You probably know that lots of fundraising happens in a quasi-social environment. You can open the door to a new prospect, touch base with a donor, and find out what’s on a prospect’s mind. Casual chitchat can reveal a donor’s hot buttons, how they feel about your organization, and how engaged they are in your cause. Gail Perry’s Blog- used w/ permission © Gail Perry & Assoc.

Year End It’s the most important fund raising season for most nonprofits Create and follow a year-end plan Personal contact Christmas Cards Letters Social media push—especially at the end of the year

Gail Perry’s Blog- used w/ permission © Gail Perry & Assoc. Year End Top 10 Year-End Fundraising Tips It’s year-end fundraising time! Here are my top year-end fundraising tips to help you raise the most money possible this year-end! You probably feel like there are so many possible fundraising strategies to consider. Where should you focus? I’d say be sure to cover these basic top year-end fundraising tips – what every successful year-end campaign should be doing this year.  And every year. Gail Perry’s Blog- used w/ permission © Gail Perry & Assoc.

Follow Up! Thankyou letters within 48 hours Phone calls Focus on the donor rather than your work— more you’s than we’s Let the donor know how their gift has impacted lives Consider including a note from a beneficiary   Phone calls Personal visits Annual thank-a-thon

Gail Perry’s Blog- used w/ permission © Gail Perry & Assoc. Donor Happiness Take Our Donor-Happiness Quiz Mr. Donor, How do I love thee? Let me count the ways. I hope you are happy with my organization, Mr. Donor! I hope you will stick around and become a die-hard long term supporter! Your donors are your “money in the bank” because they are funding your work. Without funding, we’d all be pretty much dead in the water. So what do you owe your donors? Tons, I think. And could you possibly see your donors as partners with you who want to change the world as much as you do? Gail Perry’s Blog- used w/ permission © Gail Perry & Assoc.

Other Resources: Planned Giving Bequests, remainder trusts, annuities, etc. Identify a support agency (e.g. Everance) Include Legacy brochure in mailings

Planned Giving

Grants Many foundations give locally The Foundation Center is an excellent resource We can help identify potential grantors in your area Grant writing is as much common sense as science Grant writing requires good and current record keeping Financials Families/Individuals/Demographics served

Facebook fundraisers This is especially effective when individuals launch a fundraiser, rather than the organization itself. Here’s how to make a fundraiser.

Communications Tips It’s not about you, it’s about them Donors like to feel that they are part of something Stay in regular, but not invasive, communications Learn how to use social media to stay in touch Focus on results rather than just the need