The backbone of good Bequest Marketing is ThankQ

Essential Elements in a Bequest Program Planning Back office – staffing and setting up systems Segmenting and creating a Prospect list Mailing to Prospects Following-up and Cultivation of Leads Conversion of Leads Recognition of Benefactors - Heritage Club Recognition of Heirs

Are your systems in place? Your Back Office. Good database software Adequate staffing who can do both record keeping and all follow-up and cultivation activities A hygienic database and agreed upon protocols Someone to answer the phone in a timely manner The receptionist knows who to pass messages on to and how to handle complaints Minimal time guaranteed to respond to a supporter’s request

Good database software Database Capability Flexibility How ThankQ can help you.

Prospects are loaded into a mailing which is sent and logged

On Contact Details the individual prospect is marked as mailed

Prospect responds by requesting booklet & indicating they Intend to leave a bequest … Action is set up …..

Prospect moves from Intends to Benefactor - Copy of Will Received

Report on Mailing - at this stage we have one response…

Responses can be tied to a particular mailing – these are the stages – not number of individuals who have responded.

An individual donor’s progress report

Report by years

Report over several years

Contact Details

Contact Details

Shows the record moving through the process over time i. e Shows the record moving through the process over time i.e. the 2011 dates and the 2015 date

Questions www.emassociates.com.au evelyn@emassociates.com.au Tel: 02 9403 1954 Mobile 0412 812 824