Successful Fundraising in a Recession
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The version of Fundraising in a Recession seminar I gave at the Blaine House Conference on October 13, 2009. It includes ideas for fundraising in a recession and some introduction to social media for nonprofits.
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Successful Fundraising in a Recession
- 1. Successful Fundraising in a Recession A talk given at the Blaine House Conference on Volunteerism Marc A. Pitman, FundraisingCoach.com
- 2. The bad news seems to keep on coming The bad news seems to keep on coming
- 3. And the media needs to fill time And the media needs to fill time
- 4. Stress Stress is increasing for all of us – for donors AND fundraisers!
- 5. Keep proper hygiene But with proper hygiene—mental and physical—will save the day
- 6. We can succeed But we can proceed with confidence and see our missions funded!
- 7. The Present Condition Been in “recession” for almost a year and a half now.
- 8. No news is stil news, aer we out, are we not Pundits have lots of fodder to sell issues of magazines.
- 9. After a free fall, stocks feel like they are on a roller coaster Huge DNA picture strandLots of things are connected, in tandem
- 10. Odd characteristics of this recession CaMore people across, degrees Men and women Even fundraisers are getting fired!mpfire picture with people talking
- 11. Media has LOTS of space to fill 24 hours a day, 7 days a week. Print, radio, tv, online 100’s of channels 1000’s of magazines and radio stations Millions of blogs, and tweets, and podcasts
- 12. This situation is really tough For businesses and small businesses: Employment IS helping our community. Ask anyone that’s lost employers. Assets aren’t equal to cash flow NO ROOM FOR ENTITLEMENT! It’s ugly
- 13. Media, businesses, even our friends getting impacted—This stuff is catchy. ANYTHING we’re exposed to THAT much would be catchy!! Effects on Giving? Annual funds are seeing more gifts but smaller ones – people really do help others in need Solicitations are taking longer – 30-40% more activities to yield same results Major gifts & sponsorships less “sure” – wait and see approach (retirements have shrunk) Lead gifts still coming in This stuff is catchy. A trip to the grocery store
- 14. Because you had a bad day, I should suffer? Remember Fiddler on the Roog?
- 15. Homelessness is on the rise
- 16. More and more people are hungry—not not just here, but around the GLOBE. Our mission is as needed as ever! WE MUST BE OUT THERE RAISING FUNDS FOR OUR CAUSES!
- 18. THE BASICS ARE EXTREME!
- 19. 3 Source of Funds: Giving USA 2006
- 20. Get R.E.A.L.!
- 21. RESEARCH
- 23. Organizational Google Profile Google allows you free advertising:Edit your profile Upload photos, logos, times, tons of information Tricking out your orgs Google profile helps your donors find you (even if YOU don’t Google things, you donors DO!)
- 25. ENGAGE ENGAGE Now’s the time! Have you noticed: 30-60 minute appointments now taking 90-120! People seem to have lots more time. Show donors that you really do value the relationship – Engaging is 2-way, it’s dating
- 26. Free publicity
- 27. Your words or theirs
- 28. These are words they’re interested in!
- 29. Social media
- 32. Try Others
- 39. 3 minutes – 1000’s of people
- 41. ASK
- 42. Even on a post-it note
- 43. Not asking is not an option There’s nothing compassionate about not asking!
- 44. Enage about cuts Ask them how they’re dealing with the recession
- 45. LOVE The final step in REAL: Love How many times are you supposed to say “thank you” between asks? SEVEN Flexible with pledge payments: be proactive- even if donors don’t take you up on this, they’ll be grateful. All the things FP “Dust Picture” – to all last year’s sponsors, advertisers, & ticket purchasers AND – to all in any previous year Message: We’re investing your gift right now
- 46. Communicate with your top 100 Top 100 gives 84% of money One page Anecdotes Monthly From CEO
- 48. The bad news probably will keep on coming!
- 49. And we’ll keep hearing about it
- 50. It will be stressful
- 51. Keep up the hygiene!
- 52. We can proceed with confidence!
- 53. Free Resources www.FundraisingCoach.com Blog Articles on Twitter Audio Give me your business card for Free subscription my ezine Free copy of my email solicitation guide
Editor's Notes
- This situation is really tough For businesses and small businesses:Employment IS helping our community. Ask anyone that’s lost employers.Assets aren’t equal to cash flowNO ROOM FOR ENTITLEMENT! It’s ugly
- Homelessness is on the rise
- NBA team: Not practicing Michael Jordan gravity-defying tricks. Still practicing simple lay ups. Not silver bullets. But the basics.THE BASICS ARE EXTREME!
- So let’s get to the sanitizing! In my book, I simplify fundraising to four steps: research, engage, ask, and loveYou all know these already. Today, let’s examine each in light of a recession
- Saying you’re an authority is one thing.Having a major news publication say it is MUCH more convincing. And being cited in a NYT’s article makes your board and donors proud too!HARO is free and gives you the opportunity to help reporters with their stories.
- Watch your phraseology: (wordle.net)This is the Inland Foundation website. Check out the language we FR’s use.
- This is the hospital website. THESE are the words our donors are interested in.They expect us, as professionals, to know the other slide. But we need to engage them in this conversation.
- Go where the conversations are! Check out social media. -Create videos with a Flip-upload photos with Flickr (Or Microsoft Photosynth)**Not a fundraising substitute.** Fans, donor evangelists, will use it to fundraise. So orgs should be familiar these tools.Start a blog. Play with Twitter. Seek out colleagues. Seek out people interested in your cause.Most importantly: LISTEN. Use these tools to LISTEN.
- Wordpress – much more customizable Can use your email newsletters (blog posts stay up even after emails get deleted)
- These are my favoritesOur customers are using them
- My 74 cause members
- But wait there’s more – this let’s me go to ALL my networks
- Get your business where the conversations are already happening
- Board member got excited about me raising $30K in sponsorships and said we should be raising $50k.So I asked him for $10,000. He said no to $10,000. So I asked for $1000. “Inland is lucky to have you!” trying to stay in the black and keep people employed.But staying in black is the goal.
- Your missions matters! People need you to fundraise!Don’t make up the mind for your donor. Give them the dignity by respecting them enough to make up their own mind!SYBUNTS: be sure to ask them, direct mail, phone callsDonor Profile: Do you really know who’s giving to you? I thought it was elderly Eleanor (80 y.o. widower) but found out is was Baby Boomer Bill & Betty!
- LOVE The final step in REAL: LoveHow many times are you supposed to say “thank you” between asks? SEVENFlexible with pledge payments: be proactive- even if donors don’t take you up on this, they’ll be grateful.All the things FP “Dust Picture” – to all last year’s sponsors, advertisers, & ticket purchasers AND – to all in any previous yearMessage: We’re investing your gift right now
- Jerry Panas last week:100 people are going to give 84% of your money. (Really now that 4-5% give 97% of money)So identify those 100. And do a monthly anecdotal letter from the president. Hand signed. Hand addressed. Just to those 100.