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Have you been searching for some inspiration in your work? We all need new ideas to keep our fundraising strategies fresh and current.
Attending the AFP ICON conference each year and interacting with colleagues always provides that for our team. So many creative and mission-minded people in one building!..
We always like to bring back the latest fundraising ideas so we can share them with our community. Here are a few nuggets of wisdom to share with you and your team.
This year, I interviewed three smart colleagues about their favorite takeaways from the conference:
Takeaway #1: Use QR Codes to Connect Donors Directly To Your Donation Page
Chad Barger of Productive Fundraising passed along some creative ways to use QR codes in your printed mailers and your digital appeals. It’s an easy way to connect donors to your donation page very very quickly.
What I like about it is that the QR code makes it easy and simple for the donor. You can trigger their interest and seize the opportunity with a fast invitation to give. Otherwise, you may lose them when they move on.
For instance, you can place a QR code next to a photograph of a program you are promoting. The reader simply scans the QR code with their mobile device to go straight to a video of the program in action. When the video ends, the viewer is taken to a giving page to contribute to that program.
Isn’t that brilliant? Two of Chad’s clients have seen double-digit-percent increases in response to their campaigns, thanks to this approach. We’re sold!
Takeaway #2: How to Handle Tough Questions from Donors
I had an interesting discussion with Paula Attenfield, CEO of Stephen Thomas Ltd, a Canadian fundraising firm. Her new idea centered on how to respond when donors ask us uncomfortable or tough questions. For example, she mentioned that she sometimes gets questions like:
“Why do you get paid so much?” or “Why are your development costs so high?”
Paula’s favorite session recommended a new strategy to redirect tough conversations. When a donor is inquiring about fundraiser’s work and why it costs so much, here’s how to redirect them.
Gently switch the topic to talk about the impact the organization is making. When you can focus a donor on what fundraising achieves and why we are doing all this work, you can change their point of view.
When we draw the listener into discussing our impact – what’s most important about the work we do – whether it’s curing cancer or finding homes for abandoned pets – many of those hard questions answer themselves.
Takeaway #3: Target Appeals Based on a Donor’s Values, not Their Age.
Sometimes, the main takeaway is something NOT to do. That was the case for our client, Cathy McClain, Director of Individual Giving of WarmNC in Wilmington North Carolina. She was fascinated to learn that approaching donors based on their age or generation is not so very effective.
We’ve all been to seminars on the differences in generations: Gen X vs Gen Z vs Boomers vs Millennials. And, in the past, we’ve been taught that we need to tailor our language and approaches based on their unique characteristics.
New research shows that we need to do things differently. Instead, we should design our appeals to donors based on their personal values, not their age. What do they love? What do they believe in? Or what services they favored at your organization.
For example, if a hospital wants to approach new parents who’ve recently had a baby, the fundraising team should talk about the OB and delivery rooms.
Or if someone has adopted a cat from an animal shelter, the agency should approach them based on the fact that they are “cat people” rather than “dog people.”
For a university – approach donors based on their field of study or their attendance at events.
For a theatre – approach donors based on whether they are attending performances or not.
You can see that this approach allows you to tailor your appeal much more personally to the donors’ values and interests.
When we know the motivating factor behind someone’s giving, we can connect them to the program or campaign that fits.
That’s something we constantly remind our clients. After all, your donors are real people with passions and interests – not just a generational label.
Bottom Line: Fundraisers have so much to learn from one another.
Make sure you’re finding places to grow and learn, whether by attending a conference or signing up for one of our coaching programs. It’s the best way to stay energized and continue building on your success.
As always, it is a pleasure to share our weekly insights with you as we discuss essential fundraising strategies. If your organization is planning a capital campaign or expanding its major gifts program, we can help. Email coaching@gailperry.com to schedule a free strategy call with us.
Resources
Nonprofit Fundraising Trends in 2024: Buckle Up What’s the Math?
3 Questions Your Board Members Really Need to Know
This happens to too many boards – they lose their enthusiasm and zip. It’s sad to see in board members who have their energy to create change and make a difference in the world. Every board needs board training!
However, staff and board leaders can certainly change this situation using these 7 steps. What’s more, you’ll create happier board members as a result.
Here is our recipe for creating change, renewing enthusiasm and firing up these wonderful volunteers who care so much about your cause. But staff and board leaders also have to assume some responsibility.
Whether you are a staff member, manager, executive — or a board leader — the change will really start with you. Be willing to be a spark plug of energy. Assume leadership if there is a void. Find a way to promote the idea of freshening things up and. . . use these strategies to help.
Here are our 7 Steps to Fire Up Your Board:
1. Fire Up Their Passion by Asking Them To Share Their Personal Stories
Board members are serving on your board for a reason. It’s probably a deep personal — even emotional — connection with your mission.
Do you ever talk about it? Probably not. We have found that the quickest way to reengage board members’ passion for the cause is simply asking them to share their story of why they care.
Tip: Asking people why they care can open the floodgates of energy and commitment – even bring people to tears.
2. Create Interesting Meetings
Ah, the boring board meeting. Fate worse than death?
Listening passively to presentation after presentation. Death by PowerPoint. There’s no interesting discussion. Or if there is a compelling discussion, it’s often on a trivial topic.
Yes, we’ve all been there!
Reorganize your agenda to put the boring topics last rather than first. Set a time limit on committee reports of only two minutes each. Create a consent agenda. Give your board chair training in meeting facilitation.
Tip: Check out our post: “12 Ways to Liven Up Your Board Meeting.”
3. Clarify Their Roles and Scope
Often board members are confused about their exact role as a trustee of an organization. When that happens, board members can easily veer off into operational issues rather than big-picture strategy.
It’s up to the staff leadership to guide the board. Help them determine what is appropriate for their attention and where they should steer clear.
Here’s the challenge: Based on variations in organizational culture, the organization’s history, and customs, often boards take on different scopes. For example, in smaller organizations, board members may assist in operational matters. In large organizations, board members tend to focus on building awareness and connections, external partnerships, and fundraising.
Tip: It’s appropriate for staff leaders to take charge and guide board leaders to clarity their roles. Everyone will be much happier and more productive.
4. Educate Your Board About Your Fundraising Program
Often board members have no idea how your organization raises money. They often don’t understand the ROI of fundraising, the concept of donor retention, and how they can help.
However, when board members are educated, then they will be much more helpful. Above all, they will be able to make far better strategy and budgetary decisions.
Consider educating them on where the money comes from, AND where the money goes. Once they know the facts, they often get fired-up.
Try setting up these discussion questions:
- Why does it cost so much?
- Why do we need to spend money on this or that?
- How much does it cost to help one kid (clean one stream, present one performance, etc.).
And the most important question your board members need to know is “What do we need the MOST but can’t afford?”
Tip: When board members understand the urgency and the numbers, they might be calling everyone they know to help. (We’ve seen it happen.)
5. Decide on Action Items
What do your board members need to “do” in order to be good board members?
Simply attend meetings and offer their judgment and opinions?
We like to see board members equipped with the actions they are supposed to take.
Whether it is calling five donors to say thank you, or introducing five new people to your organization, or selling five tickets, or opening the door to an important connection, or advocating for your nonprofit at a community forum, or researching roofers so you can get a new roof donated — there’s lots they can do.
Tip: Send board members out the door with a clear idea of what they need to do between now and the next board meeting.
6. Give Board Members What They Want
Want to give board members a “terrific experience?” If you do, you’ll be rewarded with enthusiasm, energy and lots more engagement.
What do board members really want? June Bradham’s research in her book “The Truth About What Nonprofit Boards Really Want” shared some mind-blowing insights.
Ms. Bradham found that board members want to:
- Work with people who are as passionate and excited about the organization as they are.
- Feel that their time is used wisely.
- Get their hands dirty with real work.
- Meet the other board members.
If one of the top things board members want is to meet the other board members, then we recommend more social time. That’s why coffees and lunches before and after meetings are so important.
Social time helps foster closer personal relationships among your board members, and a sense of trust among them all. Then they can function better as a team or a committee.
Tip: Give your board members some meaningful work that will actually help your organization.
7. Personally Take Charge
Staff and board leaders really can step up and provide guidance to the rest of the trustees. They can gently lead everyone to focus on what’s most important, and stay away from the trivial.
Lighten up. When you talk about fundraising or any strategy, see if you can smile. Show everyone that fundraising is not something to be feared.
Model the energy that you want your board to have. Be a spark plug of energy and enthusiasm – it can be contagious.
Bottom Line: Try Out These 7 Steps
Take the responsibility to rev up the energy and enthusiasm of your board.
Try these ideas and see what erupts. We’ve tested these strategies, and they really do work!
As always, it is a pleasure to share our weekly news and insights as we discuss new fundraising trends.
If your organization is planning a capital campaign or launching a major gifts program – we can help. Send an email to coaching@gailperry.com if you’d like to schedule a free strategy call with us.
RESOURCES
We offer this list of suggested New Year’s Resolutions for Board Members to encourage them to consider their important role and reflect on how they can be more effective as board members.
Here are 10 New Year’s resolutions for board members that encourage self-reflection on your board’s culture, its decision-making process, how everyone behaves, and how involved everyone is in fundraising.
The beginning of the year is a great time to set goals and resolutions that can help board members make a positive impact on their organization and the community it serves.
This post is updated from earlier years – but it is perennially popular. I’ve updated it for 2023!
Here are some ideas for nonprofit board members – to remind everyone of what’s truly important, and help focus on positive action.
How about these for a list of proposed New Year’s Resolutions for Board Members?
1. I will foster a positive and inclusive culture on our board and within our nonprofit.
As a board member, I will strive to create a welcoming and inclusive environment for all stakeholders, including staff, volunteers, donors, and people we serve. This means actively seeking out diverse perspectives and ideas, and creating a culture of respect and open communication.
To support inclusivity, I will welcome diverse people, perspectives and options. In addition, I will be aware of our board’s culture, and will encourage board members from diverse backgrounds to share their perspectives in our discussions.
I resolve for all my contributions to be positive and optimistic. I will bring a positive point of view to all discussions, and discourage negativity. My voice will focus on ideas of abundance rather than scarcity.
Moreover, I will aim to be always hopeful for the best; to encourage discussions of great possibilities. Knowing that negativity wipes out our board’s energy and passion, I commit to being a positive influence on other board members.
2. I will make my own proud, personal gift to support my institution.
AND I will encourage all other board members to give. I understand that if we don’t put our money where our mouth is, we have absolutely no credibility as stewards of the organization’s financial health and mission.
When everyone is making their own proud personal gift, they are demonstrating their support for fundraising. They’re acknowledging that fundraising, gifts and contributions are all essential to financial stability.
When everyone is participating in your organization’s philanthropy, you are adding integrity to the fundraising process. As a matter of fact, when board members are not supporting their organization financially, they send a very loud message to the community — that they are not fully behind this organization’s mission.
I will set an example by giving cheerfully and generously, and model appropriate generosity to the rest of our board.
To put it in the words of a funder:“If the leaders of the organization don’t support it, why should anyone else?”
3. I will encourage everyone to think big and challenge the status quo.
As a board member, I know that thinking small will not get us where we want to go. We are not going to change the world, alleviate suffering, change our community, find a cure – by thinking small.
So I will encourage everyone to think big. I understand that there is great power in a big, wildly exciting vision. Because, we know that a big juicy vision will help attract people – and financial resources – to our cause.
Even more, knowing that change is hard for all organizations, including ours – I will be open to new ideas and new ways of doing things. I resolve to be willing to ask, “Why are we doing it this way?”
I will encourage my fellow board members to be willing to let go of the past and consider new opportunities and strategies – no matter how threatening change is.
Equally, I will remember Jack Welch’s famous quote:
“If change is happening outside the organization faster than it is on the inside, the end is near.”
4. I will have a bias towards positive action.
Knowing that my organization needs more than “talk” out of board members, I will focus on positive actions we can take. I refuse to be one of those board members who thinks their job is simply to come to meetings and just offer an opinion.
Moreover, I will make sure that the opinions that I do offer are thoughtful, respectful and are based on some type of data rather than on my personal preferences.
I will ask our CEO and staff how we can help them and what support they need. I will encourage a can-do attitude – because THAT is what can change the world.
Likewise, I will share these new years resolutions for board members with my colleagues and encourage open discussion of these ideas.
5. I resolve to stay informed and understand our financials.
I promise to take my role as a fiduciary guardian of our nonprofit seriously. As a board member, I understand my responsibility to oversee the financial health of the organization.
I’ll resolve to stay informed about my organization’s budget, financial performance, and fundraising efforts. Even more, I will encourage transparency and accountability. I’ll look deeply at the data on how we raise money, and how we spend it.
It will be important for me to learn more about where our money really goes, and why we need more funding. I want to learn about my organization’s fundraising plan and our specific funding/business model.
In particular, I will commit to reviewing – and understanding – financial reports and resolve to ask questions when necessary.
Like Tom Peters said,
“Without data, I’m just another person with an opinion.”
6. I will wholeheartedly support our fundraising program, and will encourage others to do so.
I understand that there are many ways I can support fundraising and help celebrate our donors.
Since board members are the highest authorities of our organization, I know that we can add clout to all aspects of the fundraising program. Additionally, we know that donors feel honored when a board member makes a thank you phone call or sends a thank you email.
Since fundraising is not just just about asking for money, I know I can play a valuable role even if I am not out there soliciting – by opening doors, making connections, meeting prospects, thanking donors, involving new people, and more.
In addition, I resolve to educate myself about fundraising – how it works today in this changing world and what works best for us.
As for me, I won’t suggest a new fundraising idea or project without first understanding its potential impact on our staffing and volunteer resources.
7. I will help foster an organizational culture that will support fundraising and philanthropy.
I understand my various fundraising responsibilities as a board member, and will help foster a strong organizational culture of philanthropy.
As a supportive board member, I will encourage everyone in the organization foster the three components of a true culture of philanthropy.
One, we will all engage in and support the fundraising program in whatever way they can. We know there are many ways that everyone in the organization can help in fundraising without having to ask for money. Fundraising will not be isolated into an organizational silo.
Second, I will encourage an organizational culture that celebrates our donors as important stakeholders and supporters of our mission.
Finally, I will ensure that fundraising is respected and acknowledged as an important mission-centric activity. Instead of backing away from fundraising, I will encourage fellow board members to be as supportive as possible.
8. I will support our CEO and staff.
I will not ask the staff to overwork themselves, or sacrifice their personal lives in the name of our cause. Equally, I will encourage a positive work environment where our staff team feels acknowledged and respected.
Understanding that they carry enormous responsibility on their shoulders, I will support paying them competitive salaries, giving them a healthy, happy workplace and ensuring that adequate training is provided to do the job.
I resolve to support an appropriate boundary between board members and staffers, and I will encourage other board members to understand the management lines of communication.
This means that I will not attempt to direct individual staff members. Instead I will deal with their boss, our CEO or Executive Director.
I resolve to show up when a staff member calls or emails. And help out when asked.
9. I will advocate for our cause wherever I go.
Knowing that ideas can be contagious and spread among people like wildfire — I will spread the word about our work wherever I go.
I resolve to be a great ambassador for our organization – sharing news and information about our impact to everyone in my network.
Above all, I want to help create an epidemic of buzz about my organization all around. I’ll practice conversation skills and a short elevator speech that can open the door to a potential donor.
I resolve to be a terrific personal advocate for our organization and our cause. And I’ll have fun doing it!
10. I will support the board to assess its governance and performance each year.
Knowing that good governance practices should always be reviewed and discussed, I will encourage us to conduct an annual self-assessment.
Moreover, I understand that the results of our board self assessment can open up new ideas about the way we work together, how we run our board meetings, what expectations we ask of all the board members, and our overall internal culture.
I’ll encourage our Board Governance Committee to bring forward new ideas, practices and strategies to help our board become a high-functioning team.
Bottom Line on New Year’s Resolutions for Board Members:
For the coming year, and all years, I dedicate myself to making my service on the board meaningful. And to encourage a positive, can-do, board culture.
If you’d like to reprint this article in your newsletter or distribute it to your board members, please link and attribute to our site.
If you are serving as a nonprofit board member, I’m sure you are often asked to help in fundraising.
Here’s how you and your fellow board members can help increase donations to your organization by 39% – without having to do any “asking.”
To Increase Donations, All You Have to Do is Say “Thank You.”
Are you and your fellow board members nervous about having to solicit or ask for gifts? We understand.
So we’d like to suggest a different role in fundraising for you. How about taking on a thanking role with donors?
When you, as a board member, offer your personal thanks to your organization’s donors, you can make a huge difference. In fact, you can directly impact your institution’s bottom line, while avoiding gift solicitations that could be awkward.
Special Thank You Treatment for Donors.
Try this test and track your results. Then you can evaluate how this strategy works for you and your fellow board members.
The next time your organization sends out a fundraising appeal, work with your staff to select out a random group of donors to receive a special thank you treatment.
Organize a team of board members to make thank you phone calls to these donors within 24 hours of the gift being received. It’s important to make the call immediately after your organization receives the gift.
If the donor does not answer, the board member can leave a message that simply thanks the donor.
The phone calls are not about asking for another gift. They are for stewardship only.
If any of the board members are adventurous, they can take another step and ask the donor why they chose to make this gift. That would create a rich conversation that the donor will enjoy.
Track Your Results.
A few months after this first gift, your organization should send another fundraising appeal to all donors – both those who received the extra thank you phone call and those who just received a standard acknowledgment letter.
And when repeat gifts come in, compare the results of both groups.
You’ll find, when all other things are equal, some interesting results.
The donors who received a prompt, personal thank you from a board member within 24 hours of the gift being received, will usually give up to 39% more than the other group.
This is how board members help increase donations without having to ask.
3. The Original Research Findings.
Fundraising pioneer Penelope Burk performed the original research that found these amazing results. Her team originated the “Donor Centered Fundraising” philosophy, a paradigm shift that changes the emphasis away from the organization’s needs and instead focuses on helping the donor create an impact.
Penelope Burk shared this data on board member thank you calls at an AFP International Conference from her research:
- Donors received a thank you phone call from a board member within 24 hours of receiving the gift.
- The next time they were solicited, they gave 39% more than the other donors who did not receive a call.
- After 14 months, those called were giving 42% more.
4. How to Implement Board Member Thank You Calls.
Some board members may offer to make calls, but not follow through. So you will want only those who are enthusiastic and committed to sign up for this project.
- First, share the data with board members about the financial results from making prompt, personal thank you calls to donors. Be sure everyone understands the “why” of the project and the upside positive potential from making these calls promptly.
- Have one or two board members take charge of the project. Enlist a small committee. Be sure to coordinate closely with your staff.
- Make sure the committee members all understand that prompt timing is essential.
- Give each committee member specific phone calls to make. Don’t send out a whole list to the entire committee and hope that someone will make the calls.
- Have each board member report back weekly on the results of their calls.
One organization we know asked the board members to post their thank you call results on a shared Google document. That way each board member could see who was making their calls. Word had it that a competition took hold and each board member tried to outdo the others.
The busiest person on the board – a busy lawyer – made sure his calls were as up to date – or more up to date – as all the others. Now that is productive and friendly competition!
A Success Story of How Board Members Can Help Increase Donations:
Here’s an example from our own history:
One of our consulting clients, a local Rape Crisis Center, was staging their annual auction. One of our friends attended with us, and apparently purchased a lot of items at the auction.
The next day I was sitting in my office, when our friend called.
Excitedly, he said, “You won’t believe what just happened!”
“I’m speechless,” he continued. “I just got a phone call from a board member of the Rape Crisis Center thanking me for . . . for . . . for being the largest donor at the auction last night!”
“I just can’t believe it,” he gushed. “I’ve given money all over the country and I’ve NEVER gotten a call from a board member.”
We could just feel him beaming all the way over the phone. He was absolutely thrilled.
The next year, he asked us “Is the Rape Crisis Center having their auction this fall? I haven’t gotten an invitation yet?”
That year, he bought an entire table and hosted the president of the largest foundation in North Carolina at his table. I think the Rape Crisis Center has him for life now, because they gave him such special treatment.
Bottom Line: Board Members Can Increase Donations to Their Organizations – Simply by Saying Thank You.
A little effort goes a long way – remember that and remind your board. A simple acknowledgement phone call could be just the thing your donor needs to become a loyal lifelong major donor.
As always, it is a pleasure to share our weekly news and insights with you.
If your organization is planning a capital campaign or launching a major gifts program – we can help. Send an email to coaching@gailperry.com if you’d like to schedule a free strategy call with us.
NO ASK fundraising strategies for board members? Is this possible?
Often, we find that board members are nervous about the idea of fundraising. They want to help, but shy away from the idea of “asking.”
We recently shared our favorite list of the Top 10 Fundraising Responsibilities of Board Members. Today we want to dive deeper and discuss how each board member can find a comfortable role where they can personally support fundraising, without having to solicit.
Here are just a few of the productive jobs they can do to raise friends, thank donors and help create a sustainable fundraising program.
1. Spread the word among their networks and social circles.
Your board members need to be roaring advocates for your organization; they need to talk it up wherever they go. Every organization needs their board members to be in action, spreading the word and making friends for the cause.
It’s important for all board members to enthusiastically share news about their favorite cause with their friends. Most are willing to share posts, videos or images with their social networks. For example, many board members jump in to support Giving Days by reaching out to friends via social or digital channels.
One thing board members need to remember: they have immense credibility within their communities.
One reason is because they are unpaid volunteers. They are only supporting the organization out of the goodness of their hearts – because they care. This gives board members more stature within the community and their circles of friends than they realize.
So the job is clear: ask your board members to introduce your organization to everybody they know. Let’s start a groundswell of good news about your cause that will spread through your community.
2. Open doors by hosting Small Socials.
You can expand your community relationships and make new friends through gatherings such as Small Socials. This job is perfect for socially oriented board members who have a large network.
A Small Social can take several formats. For example, it can be a coffee, a tea, a dinner, a porch party, a cookout, or cocktails. The event can be a breakfast meeting or luncheon. It can include 3 people or 100.
Here’s our preferred format for a “door-opener” Small Social:
- Board members, volunteers or donors invite guests, underwrite it and serve as hosts.
- There is no charge, because this is a cultivation event designed to introduce new people to your organization’s work. The goal is to work the room, so to speak.
- There is a short presentation (max 15 minutes) in the midst of the socializing.
- The board volunteer host welcomes everyone, and the CEO gives a short high-impact message about the work and your results.
- You follow up with attendees after the event, by asking them about their impressions and if they’d like to get involved.
Small Socials are one of our favorite no ask fundraising strategies for board members. Opening doors and making connections is a most important role – one that can pay off in future major gifts.
3. Host a tour to showcase your organization’s impact.
Board members can host tours to bring prospective friends closer to your organization. We find that a carefully scripted tour can be a powerful way to demonstrate your organization’s good work and to illustrate unmet needs in the community.
The tour lets your work speak for itself.
Your guests will hear staff members, or even clients/students/stakeholders, express in their own words their personal first-hand experiences with your organization’s mission— and the good it does—in the community.
A well-planned tour is hosted by a board volunteer. Just like in Small Socials, the CEO will share a visionary message. Use the same follow-up plan as a Small Social.
By hosting a tour of your organization for donors or friends, board members play a powerful role showcasing your organization’s work. Even more, their presence adds credibility and stature to your organization.
4. Thank you calls to donors.
One of the most powerful actions a board member can take is to make thank you phone calls to donors. This should always happen soon after the gift is received by your organization.
When board members call to thank donors, the donors are usually quite impressed. Donors will think:
“This organization appreciates me”
“I am a real person to this organization, not just a checkbook”
“This organization is well run”
Donors who receive phone calls from board members invariably tend to give larger gifts the next time and tend to stay on board as donors longer.
Some studies have shown that donors who received a thank you call from a board member within 24 hours of making a gift, later made subsequent gifts that were 39% higher than donors who did not receive a call.
This means that board members can directly improve your organization’s bottom line without having to solicit.
Bottom Line: NO ASK Fundraising Strategies for Board Members
Every board member can support your organization’s fundraising.
There is a fundraising role for each person on your board – whether they are in an asking role or not. Opening doors, making friends and thanking donors are valuable jobs that can pay off with increased gifts to support your cause.
As always, it is a pleasure to share our weekly news and insights with you.
If your organization is planning a capital campaign or launching a major gifts program – we can help. We’re with our clients every step of the way, inspiring their teams and board, building confidence, driving action and measuring success. Send an email to coaching@gailperry.com if you’d like to schedule a strategy or consulting call with us.
