1. The backbone of good Bequest Marketing is ThankQ

2. 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

3. 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

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

5. Prospects are loaded into a mailing which is sent and logged

6. On Contact Details the individual prospect is marked as mailed

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

8. Prospect moves from Intends to Benefactor - Copy of Will Received

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

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

11. An individual donor’s progress report

12. Report by years

13. Report over several years

14. Contact Details

15. Contact Details

16. 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

17. Questions www.emassociates.com.au evelyn@emassociates.com.au
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