1. Building Donor Relationships
HOW TO MAKE THE ASK
Building Donor Relationships
FCFH 2010 Covenant Partners Conference

2. WHAT UNLOCKS THE HEART AND MOTIVATES PEOPLE TO GIVE?
They want to change lives
The need to be a part of a larger cause
Strong desire to give back to the community
Past/personal experience with donor organization
FCFH 2010 Covenant Partners Conference

3. WHO ARE YOUR POTENTIAL DONORS?
Churches
Individuals
Corporations
Small Businesses
Foundations
Community Organizations
Clubs ( i.e. Rotary, Lions, Junior League)
Board Members
YOU
FCFH 2010 Covenant Partners Conference

4. HOW DO YOU APPROACH THESE GROUPS?
FCFH 2010 Covenant Partners Conference

5. WAYS TO ENGAGE NEW DONORS
Set appointments and make personal visits
Share testimonies and show examples of your work in the community
Prospect ways to be a guest speaker
Invite supporters of the mission to join your board
Invite them to tour build sites ( example: Millard Fuller Legacy Build)
Invite them to participate in a build
Send them links on projects and your website
Use the resources on the Fuller Center website
Stay active with Fuller Center projects in your community
FCFH 2010 Covenant Partners Conference

6. Know who you are speaking to, and do research on new donors
BEFORE THE ASK
Know who you are speaking to, and do research on new donors
Be familiar with their giving habits and who they support
Prepare your presentation based on need
Know the scope of your project and be prepared to explain it in detail
Have a compelling testimony of the program’s success
Determine if an individual or team approach is the best way to reach the donor
Is this someone you visit with alone, or with their colleagues/ team members
Be current on what The Fuller for Housing is doing globally(events, projects, etc.)
Have a specific amount in mind for the ask
Above all else don’t forget to pray for guidance
FCFH 2010 Covenant Partners Conference

7. EASE INTO THE CONVERSATION
Guide the conversation
Listen , listen, listen, listen
Take notes
Anticipate questions and do not respond until they are finished asking
Answer questions knowledgeably and honestly
Be prepared for objections or concerns about supporting the mission
Stay focused on why you are there
Do not take the tone of a used car salesman or be over anxious
FCFH 2010 Covenant Partners Conference

8. Extraction Entry…The Opening
Breathe calmly
Open with personal conversation
Share the story of the Fuller Center for Housing
Share why you are a part of this ministry
Share what we have accomplished the last 5 years
Share what you have done locally to impact lives of those in need
Watch your tone, and their body language
FCFH 2010 Covenant Partners Conference

9. THE BIG MOMENT- MAKE THE ASK (NEW DONOR)
Use their name and ask if they would consider making a donation
Remember to give them the amount you are requesting
If it is for an event/ and or special project, give a timeline
Re-state the purpose of how the funds will be used
Emphasize stewardship
Remind them of why the need for affordable housing is so critical
Explain how they will be acknowledged
In-kind donations state what, where, when , how , and how many
FCFH 2010 Covenant Partners Conference

10. THE ASK- (LOYAL FULLER CENTER SUPROTER)
Have an idea of their current/ past giving
Share how their donations were used
Remind them of how important they are to our mission
Update them on projects
Thank them for what they have contributed
Ask for a donation larger than the last. They will be flattered !!!
FCFH 2010 Covenant Partners Conference

11. WAYS TO HANDLE OBJECTIONS
Always stay calm and be respectful. Continue to listen and ask probing
questions or make positioning statements such as:
What can I clarify for you? Be transparent here about our work.
Have you had a bad experience supporting non-profits in the past?
What you need from us to change that experience?
Allow me to share a testimony. MORE THAN HOUSES !!!!!
Share stories of other donors and how their giving has impacted their lives.
Remain engaged and offer positive information on the issue/concern.
What additional information can I offer you to address your concerns?
If you are not sure how to address the issue, just say “let me get back with you.”
FCFH 2010 Covenant Partners Conference

12. Give the potential donor an idea of when you will follow up
BRING TO A CLOSE
Give the potential donor an idea of when you will follow up
Use this opportunity to restate your request
Restate the importance of their donation
Remind them of our mission to eliminate poverty housing
Remind of how partnering with us can assist them in their goal/mission
Thank them for their time and for allowing you to share our mission
If they have given in the past, thank them for their continued support
FCFH 2010 Covenant Partners Conference

13. Be your word and follow up when you said you would
TIPS ON THE FOLLOW UP
Be your word and follow up when you said you would
Forward any additional information requested ASAP
Use your internal resources for additional support
Share your visit with your team
Be persistent and remain positive
Don’t get discouraged if there is a delayed response
Make sure you send a hand-written thank you note
Make additional contact phone, appointment,
Remind them of any pressing deadlines
FCFH 2010 Covenant Partners Conference

14. Nailing Down The Method
Identify potential donors
Get to know them
Share our Mission
Ask for support
Thank, thank, and thank again
FCFH 2010 Covenant Partners Conference

15. The number one goal for all of us should be engaging our current
and future donors in our projects.
FCFH 2010 Covenant Partners Conference

16. “Money Follows Involvement”…
Millard Fuller
FCFH 2010 Covenant Partners Conference