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  • Interactivites
    hear the overview and pause at any time by pressing the Pause button on the bottom left of the player The buttons at the bottom right of the player allow you to control the volume and shift the video to full screen On Screen Text Below the player you will find on screen text This includes the detailed information you will need to know in order to meet learning objectives

    Original URL path: http://www.strengtheningnonprofits.org/resources/e-learning/online/identifyinganddevelopingdonors/Help.aspx?chp=99 (2016-02-12)
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  • Overview - Identifying and Developing Donors
    prospects by mapping your organization s network Explain effective strategies for developing donors and apply techniques to effectively ask for donations The process of identifying and developing donors is built on two important principles of fundraising ask for the money and thank people for giving it This lesson will explore these concepts and will also provide useful tools you can use in identifying and developing donors Identifying and developing donors

    Original URL path: http://www.strengtheningnonprofits.org/resources/e-learning/online/identifyinganddevelopingdonors/default.aspx?chp=0 (2016-02-12)
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  • 1 - Where Is The Money? - Identifying and Developing Donors
    10 percent of an organization s donors are likely to provide the bulk of its income Here s a general rule of thumb 50 70 of an organization s income comes from 10 of its donors 15 25 of an organization s income comes from 20 of its donors The remaining 15 25 comes from 70 of the organization s donors These numbers might look intimidating as they imply that an organization will need to find a handful of prospects willing to make very significant gifts But getting these big money givers means far fewer donors are needed to meet your fundraising goals Instead of paying a little bit of attention to lots of prospective donors you will need to pay a lot of attention to a few very important prospects Faith based organizations receive the biggest piece of the charitable gifts pie Faith based organizations receive 35 percent of all charitable gifts Educational organizations receive 13 percent and human services and health organizations come in third and fourth netting 9 percent and 7 percent respectively Getting donations requires that the asker have an established relationship with the giver For many people involved in religious communities this relationship is a stable significant part of their lives Some reasons why people give to religious institutions include Connection to the cause The church provides something back to donors such as community spiritual fulfillment and services Donors generally feel the church stands for the same things they do An expression of gratitude Instead of looking at giving as a sacrifice or dues paying many churches frame giving as a way to say thank you to a higher power Commitment Donors may feel a commitment to spiritual teachings or scripture that promotes giving To affect change People may feel they can positively influence a

    Original URL path: http://www.strengtheningnonprofits.org/resources/e-learning/online/identifyinganddevelopingdonors/default.aspx?chp=1 (2016-02-12)
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  • 2 - Identifying Donors - Identifying and Developing Donors
    broad reach through the personal and professional connections of employees and volunteers Mapping these networks is a great way to start identifying donors as an established personal relationship increases the likelihood that prospective donors will give Once you have created a list you ll want to make personal solicitations focusing on the quality of your interactions with prospects rather than the quantity of contacts you make Since this approach is more time consuming but ultimately more likely to be successful start by looking for people who are worth that much time One effective approach to identifying prospects is by using the concept of ABC ability belief and contact or connection The actual order of importance of each element is CBA not ABC Having a contact or connection between your group and a prospect is the most critical piece Even if a person has the ability to donate and a belief in your cause lack of contact means you cannot proceed with a personal solicitation Start with people you know A prospect is more likely to give if the person asking has a personal relationship with him or her A 2009 Indiana University Campbell Company study examined the characteristics of 8 300 donor households largest annual gift The results illustrated what fundraisers have often observed people are far more likely to give to people they know especially when the donations are solicited in person Donors who were asked in person by someone they knew donated 19 percent more 987 on average to secular charities versus solicitations from someone they knew via telephone mail or email 799 There are three ways in which your organization may have contact with a prospective donor First he or she might know a board member staff member or volunteer Second he or she might have a

    Original URL path: http://www.strengtheningnonprofits.org/resources/e-learning/online/identifyinganddevelopingdonors/default.aspx?chp=2 (2016-02-12)
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  • 3 - Developing Donors - Identifying and Developing Donors
    money or other resources that will support your program They re a lot more likely to do that if they are invested and engaged in the organization How can you make that happen Think about personal goals you can set concerning communication with supporters How frequently should you be in touch Once a month Maybe you want all supporters to visit your website because you have found that being able to see the work increases the size and or likelihood of a donor s gift Set specific goals that fit with your organization and its abilities Target the right people so it isn t hard to develop them Let s look more deeply at the ABC ability belief contact approach for identifying prospects Remember that CBA is the actual order of importance You can determine what makes a prospect right by working an existing connection Perhaps you have something in common maybe you both donate to your cause already you both know another donor or the prospect knows someone in your organization socially or professionally It s key that prospects believe in your cause and a big part of that is being able to see how a gift might affect them their community or those they care about Many people profess to care about most humanitarian causes However most people are more personally affected by what happens in their community to people with whom they interact on a regular basis Consider how you can bring your cause closer to the prospect s personal experience In terms of ability keep in mind that assets like a big house or fancy car could just as easily be indications of debt as indications of wealth A better indicator is how much the person gives to other groups Do they attend fundraising dinners and

    Original URL path: http://www.strengtheningnonprofits.org/resources/e-learning/online/identifyinganddevelopingdonors/default.aspx?chp=3 (2016-02-12)
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  • 4 - How To Make The Ask - Identifying and Developing Donors
    this message in its Consider Yourself Asked ad campaigns geared to motivate blood donations While the principle behind this campaign is a good one a mass message blast to consider yourself asked is unlikely to generate major gift support A personal connection is vital and so is adequate preparation First know what your prospect is interested in If you can find the information through research or word of mouth look for records of or his past donations membership in professional associations or participation in other organizations Consider what they already know about your group what they may still need to know and what they know about your group vs other groups A person isn t likely to make as high a donation as she currently makes to her favorite charity but you can build up to this level With corporate donors how you position your request can help For example make your request less of a sales pitch solicitation and more of a discussion or exploration of the corporation s and organization s mutual interests See the principles of value driven donor development for more on this Position your cause so your prospect can relate to it You need Adobe Flash Player to view some content on this site Be specific Tell prospects specifically why you need their help and what you would do with their money Is it for a specific program that they re interested in Are you expanding to serve more people Are you going to serve a new neighborhood Relate back to why and how it affects the donor or something important to the donor Make it a narrative invoke an image and tell a story Also mention potential cost benefits to the donor like tax write offs The Heifer Project creates a narrative for each

    Original URL path: http://www.strengtheningnonprofits.org/resources/e-learning/online/identifyinganddevelopingdonors/default.aspx?chp=4 (2016-02-12)
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  • 5 - Keeping The Momentum - Identifying and Developing Donors
    effective way to get them to give again Expressing gratitude to your donors doesn t have to be hard work if it becomes an organic part of your organization s culture to continually engage and appreciate your supporters Keep donors in the loop and personalize communication as much as possible Consider the most appropriate ways to stay in touch with donors which might include Email updates from your top people Meetings with donors to gather feedback Newsletter updates Hearing from a variety of voices teachers artists doctors etc convey in their own words the difference donations have made to them Remain a vocal presence with your donors Silence communicates inactivity or a lack of need The more personally involved donors are the fuller their giving is likely to be Point out the great stuff that happens when people give There are a variety of ways to recognize your donors You need Adobe Flash Player to view some content on this site Celebrate with your donors and recognize their support Remember your donors when times are tough and when you have something to celebrate Research shows there is a relationship between gift amounts and level of recognition received by donors Donors

    Original URL path: http://www.strengtheningnonprofits.org/resources/e-learning/online/identifyinganddevelopingdonors/default.aspx?chp=5 (2016-02-12)
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  • Summary - Identifying and Developing Donors
    ongoing donor development Remember to find ways to personalize all stages of the giving process for your supporters from the time you make your first contact to the donation itself to the celebration of your group s success Thank you for taking the time to learn about identifying and developing donors Access additional resources Thank you for taking the time to learn about identifying and developing donors For further information

    Original URL path: http://www.strengtheningnonprofits.org/resources/e-learning/online/identifyinganddevelopingdonors/default.aspx?chp=6 (2016-02-12)
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