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How  to  Start  and  Run  
Your  First  $100,000  
Fundraising  Campaign  
!
6/26/14  
1pm  EDT  
!
Sandy  Rees,  CFRE
Your  Presenter
3
Sandy  Rees,  CFRE  
Get  Fully  Funded  
!
Sandy  is  the  author  of  Get  Fully  Funded:  How  to  
Raise  the  Money  of  Your  Dreams,  6  Figure  
Fundraising,  Fundraising  Buffet,  and  Simple  Success  
Fundraising  Plan.  She’s  a  frequent  contributor  to  
Fundraising  Success  magazine  and  authors  the  blog  
Get  Fully  Funded.  
!
Sandy  is  an  accomplished  presenter  and  an  AFP  
Master  Trainer.  She’s  led  fundraising  seminars  for  the  
Association  of  Fundraising  Professionals,  the  
Chattanooga  Center  for  Nonprofits  and  many  local,  
regional,  national,  and  international  conferences.
6-Figure Campaign
Structured way to raise $100,000 or more for
a specific purpose.
The 80/20 Rule
Major Givers make up 20% of your donor
base and provide 80% of your funding
A Major Gift is
Defined by you !
“Stop and think” kind of gift!
Joyful for the Giver
How to Start and Run Your First $100,000 Fundraising Campaign
Not just about the money!
12 steps to 6 figures
Step 1 - Define the need
What are you raising money for?!
How much will it cost?!
When do you need it?!
Are you ready to undertake this kind of
fundraising campaign?
Step 2 - Agree on the amount
Step 3 - Develop the case
Why would someone give?!
Why your organization?!
Why now?!
Why this amount?
How to Start and Run Your First $100,000 Fundraising Campaign
Step 4 – Recruit Leadership
Who can help you to guarantee the success of
this campaign?!
!
Who is it that key donors can’t say “no” to?
Step 5 – Develop the plan
Goal!
Start/end dates!
Reason for raising money!
Leadership!
Other notes
Step 6 – Create the Gift Table
No. of gifts
needed
Amount of each
gift
Total at this
level
Cumulative Total # prospects
needed at this
level
1 $15,000 $15,000 $15,000 3
2 $10,000 $20,000 $35,000 6
4 $5,000 $20,000 $55,000 12
8 $2,500 $20,000 $75,000 24
10 $1,000 $10,000 $85,000 48
20 $500 $10,000 $95,000 60
Many Below $500 $5,000 $100,000 50+
!
45+ donors
!
200+ prospects
Step 7 – Identify Prospects
Find the one!
Step 8 – Cultivate relationships
Cultivation plan
Donor name: Betty Jo Smith! ! Donor record number: 3345!
Date Activity Notes
6-26-14 Called Betty Jo Thanked her for her past support. She mentioned that her
parents struggled through the Depression and she can’t
bear the thought of anyone going hungry. I invited her for a
tour of our food bank so she can see first-hand what her
donation is making possible. She’s coming June 30.
6-30-14 Facility tour Need to find out what her ‘hot button’ is about the
organization. Need to find out her favorite program.
Mid July Lunch Want to arrange lunch with her and our Program Director
to talk more about her favorite program.
2 or 3 days
later
Call Follow up call to see what she thought. Start to prepare an
Ask from that conversation.
Mid August Personal visit in
her home
Present an Ask proposal. Amount and project will depend
on her favorite program and how passionate she is about
it.
Step 9 – Ask for the Gift
Step 9 – Ask for the Gift
Listen for “gift noises”!
Ask for support for the RIGHT thing!
Ask for the RIGHT amount
The Ask Conversation
1. Warm up!
2. Transition!
3. Information – Relationship building!
4. Transition!
5. ASK!
6. Negotiate and answer questions
Step 10 – Thank the Donor
Warm, prompt, sincere Thank You letter!
Thank again in meaningful ways
Step 11 – Follow Up
Keep the donor posted about the project!
Share success stories!
Take them on a tour if possible
Celebrate!
Celebrate the success!!
Let everyone know you reached your goal!
How to Start and Run Your First $100,000 Fundraising Campaign
My gift to you
Get a free 20-minute strategy session!!
www.TalkWithSandy.com
Questions?
Sandy Rees, CFRE!
www.GetFullyFunded.com!
www.Facebook.com/GetFullyFunded
Stay Connected!
!
!
!
Next  Webinar:  
!
Mobile  Impact  101  
!
Darian  Rodriguez  Heyman  
!
Wednesday,  July  2  –  1:00pm  EDT
https://bloomerang.co/resources/webinars

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How to Start and Run Your First $100,000 Fundraising Campaign

  • 1. How  to  Start  and  Run   Your  First  $100,000   Fundraising  Campaign   ! 6/26/14   1pm  EDT   ! Sandy  Rees,  CFRE
  • 2. Your  Presenter 3 Sandy  Rees,  CFRE   Get  Fully  Funded   ! Sandy  is  the  author  of  Get  Fully  Funded:  How  to   Raise  the  Money  of  Your  Dreams,  6  Figure   Fundraising,  Fundraising  Buffet,  and  Simple  Success   Fundraising  Plan.  She’s  a  frequent  contributor  to   Fundraising  Success  magazine  and  authors  the  blog   Get  Fully  Funded.   ! Sandy  is  an  accomplished  presenter  and  an  AFP   Master  Trainer.  She’s  led  fundraising  seminars  for  the   Association  of  Fundraising  Professionals,  the   Chattanooga  Center  for  Nonprofits  and  many  local,   regional,  national,  and  international  conferences.
  • 3. 6-Figure Campaign Structured way to raise $100,000 or more for a specific purpose.
  • 4. The 80/20 Rule Major Givers make up 20% of your donor base and provide 80% of your funding
  • 5. A Major Gift is Defined by you ! “Stop and think” kind of gift! Joyful for the Giver
  • 7. Not just about the money!
  • 8. 12 steps to 6 figures
  • 9. Step 1 - Define the need What are you raising money for?! How much will it cost?! When do you need it?! Are you ready to undertake this kind of fundraising campaign?
  • 10. Step 2 - Agree on the amount
  • 11. Step 3 - Develop the case Why would someone give?! Why your organization?! Why now?! Why this amount?
  • 13. Step 4 – Recruit Leadership Who can help you to guarantee the success of this campaign?! ! Who is it that key donors can’t say “no” to?
  • 14. Step 5 – Develop the plan Goal! Start/end dates! Reason for raising money! Leadership! Other notes
  • 15. Step 6 – Create the Gift Table No. of gifts needed Amount of each gift Total at this level Cumulative Total # prospects needed at this level 1 $15,000 $15,000 $15,000 3 2 $10,000 $20,000 $35,000 6 4 $5,000 $20,000 $55,000 12 8 $2,500 $20,000 $75,000 24 10 $1,000 $10,000 $85,000 48 20 $500 $10,000 $95,000 60 Many Below $500 $5,000 $100,000 50+ ! 45+ donors ! 200+ prospects
  • 16. Step 7 – Identify Prospects
  • 18. Step 8 – Cultivate relationships
  • 19. Cultivation plan Donor name: Betty Jo Smith! ! Donor record number: 3345! Date Activity Notes 6-26-14 Called Betty Jo Thanked her for her past support. She mentioned that her parents struggled through the Depression and she can’t bear the thought of anyone going hungry. I invited her for a tour of our food bank so she can see first-hand what her donation is making possible. She’s coming June 30. 6-30-14 Facility tour Need to find out what her ‘hot button’ is about the organization. Need to find out her favorite program. Mid July Lunch Want to arrange lunch with her and our Program Director to talk more about her favorite program. 2 or 3 days later Call Follow up call to see what she thought. Start to prepare an Ask from that conversation. Mid August Personal visit in her home Present an Ask proposal. Amount and project will depend on her favorite program and how passionate she is about it.
  • 20. Step 9 – Ask for the Gift
  • 21. Step 9 – Ask for the Gift Listen for “gift noises”! Ask for support for the RIGHT thing! Ask for the RIGHT amount
  • 22. The Ask Conversation 1. Warm up! 2. Transition! 3. Information – Relationship building! 4. Transition! 5. ASK! 6. Negotiate and answer questions
  • 23. Step 10 – Thank the Donor Warm, prompt, sincere Thank You letter! Thank again in meaningful ways
  • 24. Step 11 – Follow Up Keep the donor posted about the project! Share success stories! Take them on a tour if possible
  • 25. Celebrate! Celebrate the success!! Let everyone know you reached your goal!
  • 27. My gift to you Get a free 20-minute strategy session!! www.TalkWithSandy.com
  • 30. ! ! ! Next  Webinar:   ! Mobile  Impact  101   ! Darian  Rodriguez  Heyman   ! Wednesday,  July  2  –  1:00pm  EDT https://bloomerang.co/resources/webinars