1. Strategies for Getting in the Door
John J. Zabinski
Senior Vice President, Rowan University
Executive Director, Rowan Foundation
October 9, 2018

2. Impressions of a Fund Raiser
What our friends think we do
What our bosses think we do
What our families think we do
What our parents think we do
What our donors think we do
What we actually do

3. Learning Objectives
Make sure that we are contacting the “right” people
First impressions matter…reaching out in ways that will improve getting the appointment
Strategic techniques to organize yourself to make the greatest impact and improve your efforts

4. The Major Foci of Fund Raising
Fund raising is a business of RELATIONSHIPS
Our goal is to build a relationship between the donor and your organization (not a single individual) based upon TRUST

5. Learning Objectives
Make sure that we are contacting the “right” people
First impressions matter…reaching out in ways that will improve getting the appointment
Strategic techniques to organize yourself to make the greatest impact and improve your efforts

6. Who are we contacting? Alumni Trustees Faculty and Professional Staff
Friends
Patrons
Foundations
Corporations
Current Students and Residents (Medicine)
Parents (Current and Former)
Medicine Grateful Patients (including family and friends)

7. Three Primary Objectives
Assess Financial Capacity Assess Philanthropic Interest Assess Philanthropic Intent

8. Why are we requesting a visit?
Identification – does the individual(s) have sufficient wealth to give?
Qualification – is there inclination to give?
Cultivation – developing the willingness to give at a substantial (even sacrificial) level
Solicitation – presenting the opportunity to give
Stewardship – expressing thanks and demonstrating effective use of support

9. Things to consider Trust your assignment and research process
Avoid data, sorting and research paralysis
Focus on gift anniversary dates
Make discovery visits a priority
Review Daily Gift Reports
Effort creates results

10. Learning Objectives
Make sure that we are contacting the “right” people
First impressions matter…reaching out in ways that will improve getting the appointment
Strategic techniques to organize yourself to make the greatest impact and improve your efforts

11. Positive Vibes
Organize yourself in a way that will help you succeed. When you succeed, the team succeeds. When the team succeeds, your organization is a better place!

12. What's old is new! First time contact - send introduction letter
On your official letterhead
Use a stamp
Hand write address on envelope
Confirm contact information
Enclose business card
State when you will make contact

14. Get Organized Before You Call
Where are you going?
When are you going?
Prioritize who you need to see (anchor visits)
Clearance to visit
Sent an introduction letter or
What are you going to say when you call?

15. Why am I calling? The purpose of this visit is…
Learn about your experiences at Insert your Name
Learn about your life after Insert your Name
Understand what Insert your Name means to you…
Receive your impressions of Insert your Name today…
Better appreciation of your philanthropic interests…
Where does Insert your Name stand in relation to your interests…
Understand what would you like to accomplish with your money that is meaningful to you…
Ask for your support – it is okay to make a request for an annual gift on the first visit, and, it is okay to ask, have you considered making a gift in your estate

16. The Biggest Challenge Scheduling the Appointment
Pick-up the phone!
Send an !
Persistence REWARDS!
Ratio
Be ready to negotiate for the appointment
Confirm/ask for directions
Confirm full name and of the “gate keeper”
Confirm your name and phone numbers

17. Persistence Rewards

18. After the Call Send email or note to confirm your meeting
Follow through with questions that need answers
Keep making contacts and fill-out the schedule

19. Learning Objectives
Make sure that we are contacting the “right” people
First impressions matter…reaching out in ways that will improve getting the appointment
Strategic techniques to organize yourself to make the greatest impact and improve your efforts

20. Strategic Techniques to Consider
Block time on your calendar
Systematic Approach
Utilize Reports of Contact
Utilize Outlook
Utilize Filing

21. Strategic Techniques to Consider
High performers suggest:
Figure out the address
Capitalize on referrals
Utilize LinkedIn
Who is having success
If your stuck, try something new, be creative
Take advantage of your events
Watch for clues…note on BRE
Eliminate hurdles
Practice
Effort matters

23. Contact Information
John J. Zabinski
Phone: