1. It’s All about the Donors….

2.  What gets you to donate?  What are you willing to give?  What do you expect after you donate?  Why do you think it is so hard to ask people to donate?  What things do you think make it easier to ask people to donate? Think About Yourself

3.  Show that the organization can meet expectations  45%/55% ratio  www.charitywatch.org www.charitywatch.org  Form 990  Understand why people give  Altruism  Donor profiles  Tax deductions (p.103 example)  Property, quid pro quo, volunteer work  Freebies Attracting Supporters

4.  Supporters aren’t around forever  Don’t be afraid to go outside the box  Look to volunteers…people you serve  The cycle of what works  Today we are back at the grassroots  Why?  Exposure can equal credibility  Are the use of raffle tickets ethical? Soliciting Support

5.  Direct mail  We all know the tricks  What makes good direct mail?  1% return is good….8% is normal  Mailing Lists  Be careful of plants  Outer envelope—Letter (mininovel? Johnson box?)— Reply device—Reply envelope—Inserts  Be careful regarding bulk mail! Soliciting Support

6.  Costs 1/5 to retain as it does to get  Thank them  Keep them informed  Offer them ways to contribute  Look for trends  Call them  Communicate regularly Once We Catch Them…Keep Them!

7.  Defined project or event  Personal story or hook  Financial challenge being faced  Reminder of mission  Request for donation  What do you need to worry about re: email? Appeals Letters

8.  Be VIGILANT in removing the deceased  OU example  What about calling?  Does Do Not Call apply?  Consider lead letters Donor Issues to Talk About

9.  Regular  Less than $100 or give infrequently  Midscale  Give between $100 and $500—once or twice per year  Major  Ore than $500 or several times a year Levels of Donors

10.  Doing background research  List on pp.174-176  Get to know them (individual-level is key here)  Ask for annual renewals  Design special events for them  But be upfront about what they are!  Meet one on one How to Get Midscale and Major Donors

11.  Be yourself  Be direct  Focus on the cause  Don’t beg  Be ready to adjust to opinionated donors  What do you do if someone says “no”? Secrets of the Ask

12.  What makes bequests and legacy gifts difficult?  Will not ever be a quick fix  Who can attract them?  How to handle them?  How to roll out a program?  How to do the more complex gifts? Soooo…We are All Technically Dying…

13.  Big benefit  No probate for living trusts…just a simple transfer Living Trusts v. Wills

14.  General bequest  Percentage bequest  Specific bequest  Residual bequest  Contingent bequest  Unrestricted v. Restricted gifts Types of Gifts

15.  Those committed to your organization  Those over 45  Donors who don’t have kids or are widowed  Donors with wealthy children  Younger donors who work in a field like law, accounting, or medicine  Homeowners Who Do You Go After?

16.  Must be ready for memorial gifts  What should you do??  How can you memorialize legacy gifts? Other Things