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Slide 2023 Bloomerang Webinar .pdf

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Slide 2023 Bloomerang Webinar .pdf

  1. 1. RAISE MORE IN 2023 AND BEYOND WITHOUT ALL THE CRINGEY FUNDRAISING STRATEGIES
  2. 2. NICE TO MEET YOU, I’m Mallory.
  3. 3. I became an accidental fundraiser as a nonprofit Executive Director….
  4. 4. IMPACT REPORT FAKE pretending like everything was great BUT IN REALITY…. this is how i felt at the end of every day
  5. 5. I WAS SANDY.
  6. 6. I GAVE UP.
  7. 7. AKA...I SWITCHED ORGANIZATIONS.
  8. 8. BUT THEN I BECAME SANDY, AGAIN.
  9. 9. HOW ON EARTH COULD I DO THIS?
  10. 10. SO I DECIDED TO CHANGE.
  11. 11. THE POWER PARTNER FORMULA WAS BORN.
  12. 12. So how do you raise more WITHOUT all the cringey fundraising strategies?
  13. 13. Stop overfocusing on warm contacts TIP #1
  14. 14. YOUR GOAL = GETTING IN FRONT OF THE RIGHT PEOPLE REGULARLY
  15. 15. OLD FASHIONED GURUS FOCUS ON THE WARM INTRO. BUT WE NEED TO BE FOCUSED ON THE RIGHT PERSON STRATEGY
  16. 16. HOW OLD FASHIONED GURUS TEACH PROSPECTING & ENGAGEMENT ...SO NOW WHAT DO I DO WHEN NO ONE RESPONDS TO MY OUTREACH? DO A SEARCH BASED ON WEALTH & LOOSE MISSION ALIGNMENT LOOK FOR A WARM CONNECTION GET INTRO (MAYBE) AND THEN CRICKETS
  17. 17. PROSPECTING AND OUTREACH STRATEGIES HOURS SPENT WEEKLY Broad LinkedIn mining 8 Emails to BOD and volunteers asking for introductions and ghost writing outreach 12 Emails to donors for ‘listening tour’ 10 Funding research based on ‘warm’ leads 15 TOTAL HOURS 45
  18. 18. THESE 45 HOURS OF WORK LEAD TO...67 OUTGOING EMAILS... 10 response emails 8 ideal prospects identified 5 meetings with an ask 1 yes
  19. 19. THIS IS A BROKEN STRATEGY
  20. 20. BUT IF YOU FOCUS ON THE RIGHT PERSON AND THE WIN-WIN SUCCESSFUL COLD OUTREACH IS EASY
  21. 21. HOW I TEACH PROSPECTING & ENGAGEMENT WHAT ACTUALLY CREATES FUNDRAISING SUCCESS FOR YOUR NONPROFIT FUNDER ALIGNMENT WHAT ARE DIFFERENT FUNDERS LOOKING FOR? FUNDER MATCHING IDENTIFICATION, SEGMENTS, CONNECTIONS AND CALENDAR ASSET MAPPING KNOW WHAT TO LOOK FOR IN A PARTNER - WHAT THEY WANT AND WHAT YOU HAVE TO OFFER
  22. 22. CREATING A FUNDER MAP STEP #1: IDENTIFY OPPORTUNITIES
  23. 23. CREATING A FUNDER MAP STEP #2: FUNDER DECISION MAKING
  24. 24. CREATING A FUNDER MAP STEP #3: ASSET MAPPING
  25. 25. CREATING A FUNDER MAP STEP #4: DONOR MATCHING
  26. 26. LET ME GIVE YOU AN EXAMPLE…. Let’s talk about Annie’s dog rescue organization…. One of the assets that she has is staff members who are dog trainers. She set up her sponsorship tiers once. She has a monthly free training opportunity for people who have fostered through her org and others. She designed her effective engagement communications that are designed to convert Spends her time on outreach to companies trying to get in front of dog owners.
  27. 27. CREATING A FUNDER MAP STEP #3: ASSET MAPPING
  28. 28. WHAT MAKES THIS WORK IS THAT IT’S ALL ABOUT TRUE WIN-WIN ALIGNMENT COLD OUTREACH WORKS WHEN YOU MAP YOUR FUNDERS AND SPEAK TO THE WIN-WIN IN YOUR OUTREACH
  29. 29. Don’t be transactional (but this doesn’t mean what you think it means) TIP #2
  30. 30. BEING TRANSACTIONAL TALKING ABOUT MONEY
  31. 31. BEING TRANSACTIONAL = ONLY CARING ABOUT MONEY
  32. 32. 2 WAYS TO CULTIVATE A DONOR #1 THE CAR SALESPERSON WAY #2 THE POWER PARTNERS WAY
  33. 33. CAR SALESPEOPLE WAY WHY DO CAR SALESPEOPLE MAKE US UNCOMFORTABLE?
  34. 34. HOW DO YOU KNOW IF YOU’VE BEEN TAUGHT TO CULTIVATE THE CAR SALESPERSON WAY? #1 If you aren’t being totally transparent about why you actually want to meet with a funder #2 It always feels uncomfortable - like you’re doing something wrong - and you’re constantly getting ghosted by funders #3 If your fundraising is not consistent - you may be fundraising some but you can’t rely on it.
  35. 35. Build Trust Through Transparency Not Perfection TIP #3
  36. 36. KNOW, LIKE, TRUST KNOW How did they come to know you? And how well do you know them? LIKE How do you know they like you? What’s the biggest area of alignment? TRUST What have you done to ensure they trust you?
  37. 37. THE POWER PARTNERS WAY KNOW = REAL STORIES & REAL PEOPLE LIKE = VULNERABILITY & RESPECTING THE RELATIONSHIP TRUST = SHARING CHALLENGES & MISTAKES
  38. 38. THE POWER PARTNERS WAY ● Find the win-win ● Be transparent & authentic ● Bring YOUR Power Partner energy to the meetings
  39. 39. Jenna Streit ADVANCEMENT DIRECTOR
  40. 40. Be aware of your thoughts and beliefs so you can harness your energy. TIP #4
  41. 41. EVERYTHING STARTS WITH AWARENESS AROUND OUR EMOTIONS
  42. 42. © Mallory Erickson Coaching Beliefs Energy/ Action Thoughts Emotions YOU The Core of Coaching
  43. 43. © Mallory Erickson Coaching GREAT FUNDRAISING IS NOT AN ASK, IT’S AN OFFER
  44. 44. “I wanted to let you know that all of us at Tandana are thrilled with the results of our fall fundraising campaign, especially the major donor asks. The support and encouragement of the [Simple Yes System] have been instrumental in making this great success possible, particularly in giving me the confidence to actually do it and the know-how to approach it well.” Anna Taft EXECUTIVE DIRECTOR
  45. 45. TIP #5 Bucket your time to optimize your energy.
  46. 46. MOST FUNDRAISING FEELS SCATTERED
  47. 47. WE SPEND WAY TOO MUCH TIME CONTEXT SWITCHING
  48. 48. BUCKET YOUR TIME ● By type of funder ● By interest area ● By assets (when applicable)
  49. 49. QUICK RECAP: Bring awareness to the way the cognitive behavior loop relates to your fundraising Identify your organizations assets and focus on alignment Don’t be transactional, but you can talk about money Optimize your time to build momentum and overcome fear Build deeper relationships through transparency and integrity
  50. 50. THE 3-PART POWER PARTNER FORMULA
  51. 51. MALLORYERICKSON.COM/INVITED CODE: BLOOMERANG ENROLLMENT NOW OPEN
  52. 52. THANK YOU FOR HAVING ME! 🎤 Host of What the Fundraising 📝Creator of the Power Partners Formula 🌐 malloryerickson.com Say hi on IG _malloryerickson!
  53. 53. whatthefundraisingcommunity.com WHAT THE FUNDRAISING The Community COMMUNITY
  54. 54. QUESTIONS?

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