1. League of Women Voters Presenter: Kim Klein Klein and Roth Consulting kim@kleinandroth.com Kim Klein is a fundraiser and trainer. She is the author of Reliable Fundraising in Unreliable Times,and the classic Fundraising for Social Change, (now in its 6 th edition). Kim has provided training and consultation in all 50 United States, 5 Canadian provinces and 21 other countries. She is a member of the Building Movement Project and lives in Berkeley, CA

2. Focus on one question: What does the organization want back for the time and $ they are spending?

3.  Money  New Donors  Happy donors  Legacy donors  Advocates  Volunteers  Visibility www.kleinandroth.com

4. TOTAL GIVING: $316.23 billion  Individuals: $228.93 73%  Bequests: 23.41 7%  Foundations 45.74 14%  Corporations 18.15 6% Source: Giving USA

5.  Most people: 70% of adults give away $$  Give to 5-10 organizations each year, most of which are fairly similar  Equal numbers of men and women  60% of all money given away comes from families with incomes of $90,000 or less  # 1 reason people make a donation: someone asked them  #1 reason people keep giving: someone thanked them www.kleinandroth.com

6. Invite the first gift: (mail, on-line, special events, thank yous) Invite the donor to give over and over: mail, phone, e-alerts, signature events, personal notes on letters, thank you notes Invite the donor to give thoughtfully: (personal calls, visits, personal asking ) Invite a legacy gift (bequest): information repeated over time in various ways.

7.  Goal: money and people  Apprpropriate strategies  Volunteers  Strong “back office” support www.kleinandroth.com

8. One Thing Will Never Change: Personal face to face Asking will always be the most successful strategy www.grassrootsfundraising.org Nothing takes the place of face to face asking

9. 1. Success is asking Fundraising is a volume business Tip: Create a visual, such as a thermometer, which shows # of asks completed

10. 2. Be OK with NO People say no. “No” has nothing to do with you. People say no because:  They have too much else on their minds  They have given already to someone else  They don’t have the money

11. “I’ll get back to you.” “I have to ask my partner/spouse.” “I haven’t had time to look at your information” “Send me something in the mail” “I’ll look at your website and give on-line” “I’m giving to so many other things right now.” “Yes, I’ll send something” (which never happens.)

12. 3. Believe in your cause What you believe in must be bigger than what you are afraid of. Pick an image of your work and lead with that.

13. 4. Ask some people. Don’t ask everyone. In general, don’t ask people who: you know will give only so that they can ask you for their cause, owe you a favor, you don’t like, really don’t want to

14. www.kleinandroth.com Go from this: “Please, please, please…” To this: “I think you would be interested….”

16. Use a combination of letter/e-mail, phone call and face to face to face meeting

17. People have a lot going on in their lives, and they put down your letter or they delete your e-mail. Not responding is does not mean “no.”

18. Have ready:  Opening sentence  Message for VM  Most exciting thing about the project  Where are you toward the goal?  How much do you want?  Stop and THINK:  Who is this donor?  What are you interrupting?  Are you prepared to hear yes? No?  Questions?

19. Have ready: Stories Statistics, including comparisons Philosophical reasons why this is important Responses to common objections and questions Budget and fundraising success so far Keep in mind:  The donor/s agreed to see you  They already like your organization  Appreciate what they have done already, and reassure them it is enough  Invite them to stretch and do more

20. Prepare for Objections: “ That’s a good question” “ I have had that same feeling” “ What would you advise us to do differently?” “ Would you be willing to give when...?” “How shall we leave this today? PRACTICE PRACTICE PRACTICE

23. Dear Friend, It’s December again, and if you’re like me, you are wishing you had started your holiday shopping earlier. Buying presents for friends at this time of year can be fun, but if you’re short on time or ideas, it can be nerve-wracking. Some friends are particularly hard to give gifts to because they don’t seem to need or want anything. Should I get them another CD? Another book? Another piece of pottery? This year I have decided to give many people on my holiday list a glimpse into Oceans Forever. I serve on the board and donate money and time to this group because I am convinced that the work we are doing is making a difference. I know my friends want to make a difference also, so I am giving Oceans Forever a gift in their name. Do you want to join me? Simply send us a donation in the name of a friend, family member, or co-worker. We will send them a lovely card telling them about your gift. www.kleinandroth.com

24. The minimum gift is $15, but you can give any amount above that. I have given what I would have spent on a present for each of my friends. You can give as many or as few gifts as you wish. A donation to Oceans Forever in the name of a friend is perfect for someone who: knows how important oceans are; appreciates an effective organization; is interested in what you are up to these days. I hope you will join me in giving your friends a healthy ocean. Just go online or use the enclosed form by December 15 so that we can let your friends know of your gift. Best wishes for the holiday season, Mary Goodboardmember www.kleinandroth.com

25. This is a great idea! Save time and oceans too! I’d like to give $___ (minimum $15) for each of the following people: 1. Name______________________________________________________ Address ___________________________________________________ Message: (up to 20 words)__________________________________ 2. Name____________________________________________________ Address__________________________________________________ Message: _______________________________________________ 3. Name_____________________________________________________ Address___________________________________________________ Message:__________________________________________________ Total enclosed: $__________ Use additional sheets as needed or go on-line to www.oceans\gifts (Name, Address, etc. Payment options) www.kleinandroth.com

26. Create a script for people to use. Most of the time you will be leaving a message. MESSAGE “Hello, this is Daryl Dogood. I’m a volunteer with Friends of the Friendless. I’m calling to follow up on a letter we sent recently asking you to renew your support for our work. You have helped us in the past and we could use your help again. Please take a moment to review the letter or go to our website: www.Friendsof.org for a description of what we have done and what we are planning. Thanks for your part in all of it—we look forward to hearing from you.” www.kleinandroth.com

27. “ This is Wanda Volunteer from Friends of the Friendless. Do you have a moment to talk right now? (If yes), “I’m following up on a letter we sent recently. I know everyone is swamped with appeals, but I wonder if you remember it?” (If yes,) “Do you have any questions or comments about our work—including criticisms or suggestions? (If yes, then discuss. If no,) “Can you help us again this year with a gift of $___?” Use this as a chance to verify address and phone number. If the person says they would rather not be phoned in the future, make a note of that in your record, and in their thank you note. www.kleinandroth.com

28. If you reach someone, send a thank you note: “thanks for taking the time to talk with me this evening. We all so appreciate your pledge of $50. I’ve enclose an envelope in case you can’t find the one we sent.” OR: “Thanks for taking the time to talk with me this evening. I appreciate your willingness to think about making a year end gift. And, once again, thanks for your past support.” www.kleinandroth.com

29. Each phone volunteer should have a spreadsheet with columns as follows: Donor: Last Gift: Summary of Giving: Phoned: Summary of Call: Name Address Phone: Donor: Last Gift: Summary of Giving: Phoned: Summary of Call: Name Address Phone: www.kleinandroth.com

30. As many as 90% of on-line donations are made in December and as many as 90% of those are made Dec 30-31! Create an e-appeal to be sent to all donors you have e-mail addresses for. Send on Dec 22, Dec 27 and Dec 30. Suppress names of respondents. www.kleinandroth.com

31. Segment into those who need:  a personalized holiday card  a special invitation to your Open House  to be called and thanked or asked  visited and thanked or asked Form a committee of three-four people (at least two board members) and assign yourselves the task of taking care of three major donors a week from now through Dec. 30 www.kleinandroth.com

32. Call your current donors and thank them. Write a brief message which the caller can memorize to leave on voice mail Prepare a few FAQs and talking points for when the caller reaches a real person People are very pleased with these calls, and it will show up in increased renewal rates next year. Perfect strategy for the shy board member www.kleinandroth.com

33. “Hello, this is Vincent Volunteer calling from the Affordable Housing Coalition. I’m calling to thank you for your support over this past year and wish you happy holidays. We had many accomplishments this year, but two stand out: --Passing a rent control ordinance that was supported by both renters and progressive landlords --Creating a loan fund with zero interest and 12 months to pay to enable poor families to put down deposits on apartments and homes. We’ve made 200 loans since April. Your donations helped make all this possible. Thank you again.” Volunteers need to practice saying this slowly and clearly. www.kleinandroth.com

34. People for Everything Good Needs:  Cash donations  Coffee Urn for Community Meetings  Sturdy Bookshelves, any size  Ergonomic office chairs  Toys for Children’s Area  New fax machine Please contact Meryl at 433-221-1112 or write: info@goodgroup.org www.kleinandroth.com

37. If I found out about your organization from --your website, --your e-newsletter --a friend --a special event --dropping by your office Would I know that you raise money from people like me? www.kleinandroth.com

38. Ideally this includes the board, but does not need to only be board members. www.kleinandroth.com

39. Keep your spirits up by:  Making your own gift first  Keeping current on stories that make you proud of your organization  Remembering that if you ask enough people, you will raise your money.

40. Magazine and e-newsletter Grassroots Fundraising Journal www.grassrootsfundraising.org Books by Kim Klein Reliable Fundraising in Unreliable Times Fundraising for Social Change Other recommended books: Working Across Generations by Robby Rodriquez, Frances Kunreuther and Helen Kim Accidental Fundraiser by Stephanie Roth and Mimi Ho Order from www.josseybass.com or your local bookstore www.josseybass.com