#GivingTuesday is Over, Now What?

Fundraise Faster.
Est. in Austin, TX 2007

#GivingTuesday is over, now what?

•  Sr.
Product
Marketing
Manager

•  Strengths:

Peer-‐to-‐Peer

Campaigns,
Karaoke,
Coffee

•  Weaknesses:
Coffee,
Chocolate

•  Nonprofit
tech
nerd:

Implementing,
Participating

Writing,
Marketing
for
9+
years

@tshankcycles

Email:
taylor@kimbia.com

Taylor
Shanklin,
“T-‐Shank”

Embed into your existing
website for:
•  Branding control
•  Improved donor experience
Social sharing integration
Integrates with YOUR other
systems
£€
¥
$ Multi-Currency
Multi-Language
20+
Gateways
Everything is Mobile-ready
responsive right out-of-the box
Helping organizations fundraise faster through online solutions.

•  Founder:
Girlstart

•  Strengths:

Fundraising,

parenting
twins

•  Weakness:
Queso

•  Featured
on:
Oprah,
CNN,
the

Today
Show

•  AFP
Outstanding
Fundraiser
of

the
Year

@rachelmuir

rachel.muir@pursuant.com

www.rachelmuir.com

Rachel
Muir,
CFRE

What
Rachel
does:

Custom
training

VIP
days

Webinars

Live
classes

Speaking

All
on
fundraising…

Want to explore training with me? Calendly.com/rachelmuir

Get invited to Rachel’s
webinars!
Rachelmuir.com

Join Rachel for a webinar series

$50 off for today’s webinar guests! https://
Where your best prospects are hiding
The BEST discovery questions ever asked
How donors make decisions
How surveying donors boosts revenue
Here’s what
you’ll learn!
The Ask: Who, When, How and How Much?

#GivingTuesday
is
over,
now
what?

2!
#1 way to
ensure
another gift
Thank
you’s
they’ll
cherish
Tips to
reveal their
interests
Q & A
@rachelmuir

@tshankcycles

How to
prioritize a
portfolio to
upgrade
donors

Was your #GivingTuesday this good?
Poll: Did you do
better, the same or
worse as last year?

How to retain & upgrade new donors
How video can build a portfolio
Easy (and free!) apps to help you
get the visit, do great discovery &
deliver thoughtful stewardship
Templates you can use right now
What will I learn today?
Download at rachelmuir.com/guides
Using donors surveys to segment

15
READ LESS MINDS, ASK MORE
QUESTIONS

16
USING DIGITAL TOOLS TO
BUILD A
PORTFOLIO

Survey
your
donors
on
what
they
care
about

Communication preferences
Why’d they join/give?
What do they most want to
support?
What to survey
Beneficiary preferences
@rachelmuir

@tshankcycles

Satisfaction levels

DON’T
ask
these
3
things

1.  When they gave
2.  How much they gave
3.  ANYTHING you already know
@rachelmuir @tshankcycles

Watch at bit.ly/OpSmileExample

Video lets prospects self identify
Prospects
Printed Invitation PURL Gift Officer(s)
Completed Form?
Yes
No
Email Invitation(s)
(1 initial send, 2 resends)
Observation Data & Donor Reprioritization Reports
Uncover affinity and inclination using direct
mail, video and email

Data identifies prospects & interests
Personal URL
(Direct Mail)
Cultivation
Email
Face-to-Face
Visit
Appointment Setting
Stewardship
Microsite
Personalized
Update
OBSERVATION DATA
VISIT
DATA
Welcome
Series
Prioritization & Coaching
Segment Count
A. Inbound Leads 145
B. Completed Video 175
C. Started Video 440
D. Visited Microsite 615
F. No Interaction 3,625

Video is scalable
Targets
Sent
Opened
Clicked
Video Started
Video Finished
Inbound Leads
You can spend more time on revenue
generating activities (like visits)

Innovative
Stewardship
+
Tools

Download stewardship template
rachelmuir.com/guides

LinkedIn

Google+

Twitter

Pinterest

Charlie

Norbert

What are your clients doing to start a giving avalance?
Simple Pay is like the
one-click payments
for the charitable world.
•  Repeat donors can give again faster
•  Two simple steps: Name & Zip code,
click to donate
•  Secure information always remains with
your payment gateway
INCREASE ENGAGEMENT & DOLLARS
30+ % Higher
Conversion

LinkedIn

Google+

Twitter

Pinterest

Charlie

Norbert

What are your clients doing to start a giving avalance?

“Legal
stalking”
with

donors/prospects

LinkedIn

Google+

Twitter

Pinterest

Charlie

BombBomb

Norbert

Bananatag

Want to explore training with me? Calendly.com/rachelmuir

@rachelmuir

#npstoryconf
Charlie
app

Email tracking: www.bananatag.com

Sample video emailTool
spotlight:
video
email

Watch the video at http://bit.do/careshare
Tool spotlight: Video email

Best part: seeing who watched it.
@rachelmuir

Facebook.com/RachelMuirFundraising

Email me for an example
Rachel.muir@pursuant.com
BombBomb.com

Sample personalized stationary
Though,ul,
inexpensive
follow
up
that
wows

Check out
Feltapp.
com

Download
today’s
guide:
rachelmuir.com/guides

@rachelmuir
@tshankcycles

Sample personalized stationaryFeltapp.com

Feltapp.
com
@rachelmuir


Check
out
Bond.co
Type
handwritten
notes
–
Bond.co

@rachelmuir
@tshankcycles

•  Goal: 24-48 hrs (“thank before you bank”)
•  Don’t exceed 5 days (but late is better than
never)
•  Make it personal, i.e. stories, visuals
•  Allocate MORE time and staff during the
holidays
•  Daily stewardship “power hour”
5
Thank
you
letter
“Do’s”

Source: The Millennial Impact Report

7
Thank
you
letter
“Don’ts”

Don’t
•  Don’t start with a “Thank you”
•  Don’t be predictable
•  Don’t ask for another gift in the thank you
•  Don’t continue to “sell”
•  Don’t recycle the same copy indefinitely
•  Don’t use pre-printed mass addresses cards
•  Don’t give them homework
Source:
Donor
Centered
Fundraising,
Penelope
Burke

Steal this!
“You
made
your
gift
just
one
(week,
month)

ago
and
already
you’ve…
(insert

amazing
accomplishment
here)

Makeover - Before
When you give to ____________ , you’re
making a major difference in the lives of
children in your community. Each year, nearly
25,000 patients come to us.
Your gifts not only support our core medical,
surgical and rehabilitative services, but also
allow us to offer support to struggling families.

Makeover - After
Your $100 donation will give a
cancer patients mother a
home away from home tonight.

#Bridge16

Here’s
how
Girlstart
crushes
it

Cultivation
events
are
great
stewardship

Get the guide!
www.rachelmuir.com/guides

Download at
RachelMuir.com/
Guides

Fundraisers rely too heavily on gift value as
a determinant of future potential. ”
“
Penelope
Burk,
The
2014

Burk
Donor
Survey

Board
members
make
thank
you
calls
at
meeting

Thanksgiving
(Call/Card/Email)

Valentine’s
Day
(Call/Card/Email)

“Donorversary”-‐
Anniversary
of
1st
gift

Welcome
thank
you
call
for
1st
time
donors

Practice
Random acts
of
thankfulness!

How
much
does
a
board
thank
you
call

improve
donor
retention?

Take our
quick poll!

Truth
bomb

Thank you call
from board
member
Source: Burk, P. (2012). The Cygnus Donor Survey, Where Philanthropy is Headed in
2012, US Edition. Chicago: Cygnus Applied Research

Thank you call
from staff
member

Impact
on
giving
amounts

Thank you call
from board
member w/in 24
hours
Source: Penelope Burk & Cygnus Research

14 months
later
70% retention!

What inspired you to make
your gift?
Do you have any feedback for us?
Is there any way we can make
your experience more positive?
Can I bring you
(show you, invite you…)?
Great
discovery
questions

Source: Penelope Burk, 2013 Donor Survey

Thank
You!

Free stewardship template at:
Pursuant.com/StewardshipPlan
Free webinars:
Kimbia.com
rachelmuir.com
Contact us:
taylor@kimbia.com
rachel@rachelmuir.com
Facebook.com/KimbiaInc
@rachelmuir @tshankcycles
#kimbiawebinars @kimbiainc

Ready to start an avalanche of giving in 2017?
Email taylor@kimbia.com
&
Register for more Kimbia webinars at kimbia.com/resources/webinars/

On The Way – It’s Coming To Your Inbox!

#GivingTuesday is Over, Now What?

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#GivingTuesday is Over, Now What?