[Major Gift Webinar] Analyze This: How Major Gift Donor Meetings Work
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This document outlines the process for conducting successful major gift donor meetings. It discusses getting organized, scheduling meetings, and conducting the meetings, with the goal of obtaining major gifts. The key steps are: 1) establishing rapport with donors, learning about their interests, and describing your organization's work; 2) providing updates and making an initial "ask"; and 3) discussing a formal proposal and obtaining a yes for a major gift. The document emphasizes calibrating the donor relationship stage and tailoring meetings to that stage.
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[Major Gift Webinar] Analyze This: How Major Gift Donor Meetings Work
- 1. ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK Presented by Peter J Heller March 17, 2016
- 3. MAJOR GIFT DEFINITIONS From Individual Donors Dollar Amount Varies 20% Donors = 80% Support Exist with/without Capital Campaign
- 4. 1. Get Organized 3 Easy Steps to Asking for Major Gifts from Individuals ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 5. 1. Get Organized 2. Schedule Your Meetings 3 Easy Steps to Asking for Major Gifts from Individuals ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 6. 1. Get Organized 2. Schedule Your Meetings 3. Meet and Ask for the Gift! 3 Easy Steps to Asking for Major Gifts from Individuals …and repeat ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 7. 3 Concepts to Understand Step 3: Meet and Ask for the Gift “Deep Dive” ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 8. 1. Not all major gift donor meetings have the same purpose. 3 Concepts to Understand Step 3: Meet and Ask for the Gift “Deep Dive” ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 9. 1. Not all major gift donor meetings have the same purpose. 2. Calibrate the Stage in your donor relationship 3 Concepts to Understand Step 3: Meet and Ask for the Gift “Deep Dive” ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 10. 1. Not all major gift donor meetings have the same purpose. 2. Calibrate the Stage in your donor relationship 3. Match your meeting to the Stage 3 Concepts to Understand Step 3: Meet and Ask for the Gift “Deep Dive” ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 11. QUALIFY CULTIVATE SOLICIT CLOSE STEWARD DROP, DEFER, RE-SOLICIT Stages of Donor Engagement ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 12. Meeting #1 Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 13. 1. Establish a rapport with the potential donor Meeting #1 Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 14. 1. Establish a rapport with the potential donor 2. Learn about their interests and ideas – LISTEN! Meeting #1 Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 15. 1. Establish a rapport with the potential donor 2. Learn about their interests and ideas - LISTEN 3. Describe the exciting work being done at your organization Meeting #1 Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 16. 1. Establish a rapport with the potential donor 2. Learn about their interests and ideas - LISTEN 3. Describe the exciting work being done at your organization 4. Explain that in the future you would like to discuss possible support Meeting #1 Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 17. 1. Establish a rapport with the potential donor 2. Learn about their interests and ideas - LISTEN 3. Describe the exciting work being done at your organization 4. Explain that in the future you would like to discuss possible support 5. Ask for another meeting to continue to talk Meeting #1 Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 18. Meeting #2 Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 19. 1. Check in on what’s new with the potential donor Meeting #2 Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 20. 1. Check in on what’s new with the potential donor 2. Give an update on your organization Meeting #2 Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 21. 1. Check in on what’s new with the potential donor 2. Give an update on your organization 3. Make your ask Meeting #2 Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 22. 1. Check in on what’s new with the potential donor 2. Give an update on your organization 3. Make your ask 4. Establish the next step -- A written proposal, a phone call, meeting with spouse/partner, etc. Meeting #2 Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 23. Meeting #3 Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 24. 1. Discuss your proposal Meeting #3 Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 25. 1. Discuss your proposal 2. The donor says yes. Meeting #3 Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK
- 26. Get our Free Tools for Major Gift Fundraising! Go to: peterjheller.com/freetools Peter Heller Fundraising Consulting Major Gift Programs, Campaigns, Feasibility Studies, Training peter@peterjheller.com www.peterjheller.com Your Questions ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK