START AND RUN YOUR FIRST $100,000 CAMPAIGN Sandy Rees, CFRE

6-Figure Campaign Structured way to raise $100,000 or more for a specific purpose.

The 80/20 Rule Major Givers make up 20% of your donor base and provide 80% of your funding

A Major Gift  Is defined by you ($500, $5,000, $50,000, etc.)  Is a “stop and think” kind of gift  Brings transformation for your organization  Is a joy for the Giver

Step 1 - Define the need  What are you raising money for?  How much will it cost?  When do you need it?  Are you ready to undertake this kind of fundraising campaign?

Step 2 - Agree on the amount

Step 3 - Develop the case  Why would someone give?  Why your organization?  Why now?  Why this amount?

Step 4 – Recruit Leadership Who can help you to guarantee the success of this campaign? Who is it that key donors can’t say “no” to?

Step 5 – Develop the plan  Goal  Start/end dates  Reason for raising money  Leadership  Other notes

Step 6 – Create the Gift Table No. of gifts needed Amount of each gift Total at this level Cumulative Total# prospects needed at this level 1$15, $10,000$20,000$35,0006 4$5,000$20,000$55, $2,500$20,000$75, $1,000$10,000$85, $500$10,000$95,00060 ManyBelow $500$5,000$100, donors200+ prospects

Step 7 – Identify Prospects LinkageInterestAbilityDonor

Step 8 - Cultivate  Get to know the donor before you Ask  Don’t get married on the first date  Create and use a plan

Cultivation plan Donor name: Betty Jo Smith Donor record number: 3345 DateActivityNotes Called Betty JoThanked her for her past support. She mentioned that her parents struggled through the Depression and she can’t bear the thought of anyone going hungry. I invited her for a tour of our food bank so she can see first-hand what her donation is making possible. She’s coming July Facility tourNeed to find out what her ‘hot button’ is about the organization. Need to find out her favorite program. Mid JulyLunchWant to arrange lunch with her and our Program Director to talk more about her favorite program. 2 or 3 days later CallFollow up call to see what she thought. Start to prepare an Ask from that conversation. Mid AugustPersonal visit in her home Present an Ask proposal. Amount and project will depend on her favorite program and how passionate she is about it.

Step 9 – Ask for the Gift  Listen for “gift noises”  Ask for support for the RIGHT thing  Ask for the RIGHT amount

The Ask Conversation 1. Warm up 2. Transition 3. Information – Relationship building 4. Transition 5. ASK 6. Negotiate and answer questions

Step 10 – Thank the Donor  Start with a warm, prompt, sincere Thank You letter  Then, look for ways to thank the donor in meaningful ways

Step 11 – Follow Up  Keep the donor posted about the project  Share success stories  Take them on a tour if possible

Celebrate!  Celebrate the success!  Let your donors know  Let the community know

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Sandy Rees, CFRE Stay Connected!