Breakout Session – Group 2
You Already Have the Ingredients • Donor and Donation Database Management Can you use the data?
• Support of Leadership
Board or Development Committee; CEO
• Ready for the challenge
What is your commitment?
“Success is simply hard work on the part of people who are prepared.”
Motivations for Giving Organization best suited for the work To help ease others' pain & suffering Our gift helps someone we care about Made us feel good inside Part of our community responsibility Relationship w/organization or cause Reponsibility before God Honoring someone we care about Asked by friend, family Emergency or urgent need Claim on tax return Name printed on list or plaque Special gift or membership benefit Out of guilt HCF 2015 Giving Study
0
10
20
30
40
50
60
70
Finding our Legacy Donors • Do you have information to segment your list or target one donor from another?
Long-term giving history Marketing response information Age Personal and professional affiliations Personal and programmatic interests Event attendance
• What makes a good candidate?
Concentration of Wealth • The rich are getting richer • More money in fewer hands
Opening the Conversation • Biggest obstacle is getting the conversation started • You don’t want to say:
“Are you prepared……” “Do you have your affairs in order?” “Do you know you’re going to die?” “Leave us in your will when you die.”
Opening the Conversation • What questions can you use to get the conversation started?
Questions to Help Start the Conversation • How did you first get involved with our organization? (assume nothing) • When and why did you make your first gift to our organization? • What is your area of greatest interest at our organization?
More questions • What is your area of greatest interest in our community? • What are the community’s greatest challenges over the next five to ten years? • Would you like to know more about how you can help to address those challenges?
It’s a Relationship Donors give where they are the most connected and have the greatest interest – often that interest is kindled by participation or similar involvement.