1. Communicating with Donors Move them to Give Again and Again

2. Some Assumptions You have donors In a data base You have a budget You are already doing some fundraising

3. Quick Survey

4. Don’t Panic

5. Session Objectives Why do people give and stop giving How many times should you ask How do you build donor loyalty How do you get donors to give even more

6. State of Fundraising According to Atlas of giving through June of 2013: Year to date total giving = $197.06 Billion YTD Giving is up 8.3% from 2012 Giving in May alone was $33.18 billion June giving decrease of 0.7% from May

7. Is their ever a good time to ask?

8. Giving USA 2012 individuals, bequest, and family foundations amounted to 86 percent of total giving in 2012

9. Why do people give?

10. Bank of America 2010 study on Affluent donors Top motivators for giving were: 72% Being moved by how their gift made a difference 71% Giving to an organization that will use their donation efficiently 66% supporting the same causes or organizations annually

11. Bank of America 2010 study on Affluent donors Top why donors stopped giving: 59% too frequent solicitation – asked for inappropriate amount 34% decided to support other causes 29% organization changed leadership or activities

12. How do you move donors Treat donors as people Take time to cultivate Make appropriate asks Send consistent, meaningful communications Keep donors engaged / giving

13. Donor Cycle Builds Loyalty

14. Loyalty starts with the 1 st gift Acknowledgement Have a new donor process Welcome letter/packet Credibility letter (within 2 months) Newsletter

15. Deepen donor relationships Phone Call – by board member Personal visit Ask questions and listen Learn their interests Tour of facility or camp Connect similar donors Report use of gift Plug in to volunteer opportunities

16. Don’t over solicit

17. When to ask again Donors expect 7 touches before you ask again “78% of individual donors said they would definitely or probably give again to a charity that provided them with prompt personal gift acknowledgement, followed sometime later with a meaningful update on the program they funded.” Penelope Burk Thanks! A guide to donor centered fundraising

18. Communicate

19. Effective Appeals Emotional – Puts a face on your service Compelling – Shows a valid need Responsive – Clear call to action Multichannel – Meets donors where they are Easy – For donors to respond

20. Give them what they want Develop a schedule for interacting with donors several times a year with information that is of interest to them Prospec t Name Affinity Stage Product Capacity Gift Sought Lead Staff Natural Partner Secondary Volunteer Interest Action #1 January Action #2 February Action #3 March Action #4 April Action #5 May Jim Davis 339100K75K Jones Tom Smith John King Camping Lunch Annual Dinner Newsletter Phone Call Camp Invitation

21. Fundraising challenge The Fundraising Bucket: Acquisition and Retention We lose 5 donors for every 6 we obtain A 10% increase in donor retention can increase the lifetime value of the donor database by up to 200%

22. Get donors to give again (and more) After proper cultivation and stewardship: Ask Again Ask for Upgrades Identify and Ask for Major gifts

23. Keep you fundraising alive Philanthropy Continues even in a bad economy Donors are People – you have to build trust with effective communication and interaction Retention is KING – spend your time with your donors – they’re worth it.

24. Questions