There are clear strategies that you can follow to build lifetime donor relationships and fully fund your nonprofit’s mission. It really can be done!
These strategies will give you the highest return for your fundraising efforts in 2017.
Here’s a plan to help you tackle WHAT you need to do each month.
These are the state-of-the-art skills to NAIL this year.
These are the exact topics and calendar that the INSIDERS community will be mastering for 2017. My semi-annual INSIDERS membership promotion begins on Feb 7, so plan to join if you want help ramping up your fundraising.
January — It’s Thank You Time
It’s time to totally nail your thank you process. What does your donor’s post-gift experience look like?
Please remember that your thank you is the FIRST step in donor retention and building donor loyalty.
So go overboard and show your donors some love.
- Create a welcome package for new donors and extend a special personal greeting to them.
- Send several thank you letters – one from a volunteer or board member, one from your board chair and one from someone who has benefitted from your organization.
Remember the old adage: “Find 7 ways to thank your donors and they will give again.”
Feb: Storytelling Month: Ramp Up Your Messaging Skills
Just how powerful are your stories? Try these:
- stories about people whose lives are changed thru your work
- donor’s stories about why they give
- board members’ stories about why they care and what you do
Are they interesting? Imaginative? Full of energy? I know you can do it!
Remember it’s the story that evokes an emotional connection—not statistics.
The INSIDERS are getting state-of-the-art training in video storytelling from Chris Davenport of Movie Mondays, and in oral stories from storyteller guru Lori Jacobwith., including live makeovers of their materials.
March: Find New Major Gift Prospects
It’s time get serious about major gift fundraising – no matter how busy you are. :) If you think you don’t have enough major gift prospects, start here:
Consider these oft-ignored major gift prospects who may not be getting the attention they need:
- former board members
- former capital campaign donors
- former major donors in the past 10 years
Go see them with an update or impact report. I’ll bet they are thrilled!
The INSIDERS will get top-level training in the newest prospect research tools, and qualifying techniques to identify major donors in April.
April: Cultivating Relationships with Major Donors
You need to master the soft skills of major gift fundraising – everything from gracious etiquette, to listening skills, to finding out your donor’s hot buttons.
This month, recommit to getting out of the office for thank you visit and advice visits.
Tell your donors, “I’d love to hear your story,” and then just listen.
The INSIDERS will learn how to nail major donor relationships and the Top 10 Traits of Highly Successful Major Gift Negotiators in April.
May: Brush up on Face-to-Face Asking Skills
One-on-one asking conversations are the moment of truth. You’ve got to master this if you want to be a successful fundraiser.
What DO you say in a high-stakes fundraising conversation? How DO you warm up a donor for a successful ask?
You have to always ask for permission to ask. Ask the donor if she is interested in learning about how she can support your cause. Ask her if you can bring some ideas to her.
In May, the INSIDERS will be learning wildly successful face-to-face asking skills, with even some help from guru Jerry Panas himself.
June: Time to Create Your Annual Fundraising Plan
Do you take time in the summer to create an Operating or Annual Fundraising Plan?
Here’s when you take stock of the past year, and evaluate everything that happened: your special events, your staff, your board’s participation, every single fundraising strategy.
Then craft your strategies for the coming year with a great fundraising plan.
In June, the INSIDERS get a template for a full assessment of their entire program. Then they will build a 10-part plan covering everything from events to major gifts to board participation. I’ll give live feedback on their plans at the end.
July: It’s Time for Donor Retention to Build up Donor Loyalty.
If you don’t have a full-fledged Donor Loyalty program, don’t wait to make it happen. Everyone is doing it!
First create some metrics. Find out you donor retention data and craft a plan to improve it!
An all-out Donor Loyalty Program includes:
Donor communications – thank you’s, impact reports, newsletters
Donor engagement experiences – tours, events, panel discussions, meetings
Break your donors into segments by size of gift, and custom tailor your Donor Loyalty Plan for each donor segment.
In July, INSIDERS will have Mr. Donor Retention himself, Roger Craver, helping us construct the most powerful retention program possible.
August: September – Year-End Fundraising Time!
Now you’re entering major fundraising season—the year end.
Let’s start planning early.
If you add specific strategies to your campaign, you may be able to raise 50% more than last year. (That’s was one INSIDERS’ experience.)
It’s time to create a killer step-by-step Year-End Fundraising Plan.
- Warm up your donors with a “thankathon.”
- Then design a multi-channel fundraising effort – direct mail, phone follow-ups, email and social media.
- Use the exact same message over and over in each medium.
- And lay out a sequence of appeals that reminds your donors over and over how much they care about your cause.
We’ll offer a full-fledged Year-End Fundraising course with top level gurus on everything from crowdfunding, to powerful emails, to messaging, to the fundraising offer ask itself. I”ll be giving INSIDERS live appeal letter makeovers, too.
October – Nail Your Social Media Communications and Your #GivingDay
It seems like marketing is now synonymous with social media. You can’t mess around any more and show up as fuddy-duddy or out of touch. It’s time to get with it.
Don’t forget that people are social creatures.
This month, empower some smart people to help drive the social media conversation for your organization.
- Be sure your cause has interesting things to say and share online. (images, videos)
- Seek input from your supporters online.
- Rally the troops, ask for help, drum up volunteers — all through social media.
In October, the INSIDERS will learn the most state-of-the art social media strategies and craft their own social media plans for a killer #GivingDay.
November – Tweak Your Web Site and Make Last Minute Plans
Now’s the time get ready for that tidal wave of year-end online gifts.
You need to tweak your web donation page and make sure it’s easy to use. (hint: add video or a sweet image.)
Add a web page that says, “Your gifts at work”—with a pie chart of your revenue sources and how you use the money.
Post your overhead percentage—and build credibility with financial data.
The INSIDERS will learn how to craft the most powerful web appeals, get live donation form makeovers, and lay out a last minute December series of appeals.
December – Show Everybody Some Love!
You’ll be with year-end appeals, parties, and gifts to honor donors, not to mention your own family’s plans for the holidays!
So this month focus on appreciating everybody!
Send holiday wishes to your wonderful donors who help make your work possible.
And be sure you thank the staff, and make them feel appreciated. They’ll reward you with loyalty and even better performance!
In December, the Insiders have some fun – they focus on themselves and their career: leadership skills, managing stress and personal development.
This calendar covers everything from annual fund campaign skills, to social media and crowdfunding, to major gifts.
You can add your fundraising events, corporate and foundation grant deadlines and other activities, But here’s a great place to start.
And plan to join the INSIDERS for 2017 so you can get state-of-the art training in ALL the important fundraising skills.
Let’s build lifetime donor partnerships and get our missions full funded. OK? Our membership promotion starts on Feb 7.