1. Stephen Pidgeon Fundraiser How to love your donors (to death!) 1 Stephen Pidgeon

2. Stephen Pidgeon Fundraiser Some contact details…  Email me: stephenpidgeon @ gmail.com  Website: www stephenpidgeon.co.uk  Rarely, I tweet: @ stephenpidge Published last Spring

3. Stephen Pidgeon Fundraiser Four amazing facts that should change your fundraising for ever Eight simple ways to love your donors And a short reminder of why this could be SO profitable Today…

4. Stephen Pidgeon Fundraiser Fact 1 …from excellent research by Jen Shang and Professor Adrian Sargeant in 2009 - 2011

5. Stephen Pidgeon Fundraiser Social information increased giving from new members (Number of Callers = 317) Jen Shang and Adrian Sargeant 2009 - 2011

6. Stephen Pidgeon Fundraiser Similarity Matters (Mary vs.Tom, she vs. he) ‘Identity’ can be expressed in all sorts of ways: faith, where you live, age, work, pets, views…. Jen Shang and Adrian Sargeant 2009 - 2011

7. Stephen Pidgeon Fundraiser Fact 2 As yet unpublished work from Professors Shang and Sargeant

8. Stephen Pidgeon Fundraiser

9. Fact 3 Behavioural Insights Team (2013) ‘Applying behavioural insights to charitable giving’. Cabinet Office/Remember a Charity

10. Stephen Pidgeon Fundraiser A test campaign with lawyers: Control group – no reminder Test 1 – “Would you like to leave any money to a charity in your will?” Test 2 – “Many of our clients like to leave money to a charity in their will. Are there causes you are passionate about?” Interesting research Cabinet Office/Charities Aid Foundation 2013

11. Stephen Pidgeon Fundraiser

12. Facts 1 – 3 illustrate… …that giving is FAR from being a transaction Making a donation is deeply important to the donor Giving is NOT about money!

13. Stephen Pidgeon Fundraiser Fact 4 Figures in August this year from The Royal British Legion, with their kind permission This IS about money!

14. Stephen Pidgeon Fundraiser Some key figures for you…

15. Stephen Pidgeon Fundraiser Four amazing facts that should change your fundraising for ever Eight simple ways to love your donors And a short reminder of why this could be SO profitable Today…

16. Stephen Pidgeon Fundraiser Giving them moments of EMOTION Treating them like you would treat your grand - mother Loving your donors

17. Stephen Pidgeon Fundraiser That basic rule: people give to people Who uses the phrase… Building emotion… ‘Please give us a donation and we will….’

18. Stephen Pidgeon Fundraiser That basic rule: people give to people Engage people’s emotions before you ask We are told Building emotion… We must tell stories!

19. Stephen Pidgeon Fundraiser We ignore hundreds of stories every day …because we are not ‘engaged’ Engaging people with a written story is INCREDIBLY difficult Writing an engaging story when ten people have to approve the copy… …is IMPOSSIBLE! Telling stories is difficult…

20. Stephen Pidgeon Fundraiser Learning from  …two-stage recruitment

21. Stephen Pidgeon Fundraiser Engage people BEFORE you ask …and just telling stories will not engage them My learning…

22. Stephen Pidgeon Fundraiser …your story must deliver DRAMA and I have to be part of it To engage ME… This has DRAMA!

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24. That basic rule: people give to people Engage people’s emotions before you ask Building Emotion…

25. Stephen Pidgeon Fundraiser That basic rule: people give to people Engage people’s emotions before you ask Give really good feedback Building Emotion…

26. Stephen Pidgeon Fundraiser That basic rule: people give to people Engage people’s emotions before you ask Give really good feedback Telephone them to say ‘thanks’ Building Emotion…

27. Stephen Pidgeon Fundraiser …increased Revenue Retention by: 40% That 40% increase will pay for the telephone calling 3x or 4x…or use volunteers! Telephoning to thank a new supporter… Donor-Centred Fundraising Penelope Burk, Chuck Longfield (Blackbaud) cited in SOFII

28. Stephen Pidgeon Fundraiser That basic rule: people give to people Engage people’s emotions before you ask Give really good feedback Telephone them to say ‘thanks’ Building Emotion… 4

29. Stephen Pidgeon Fundraiser Giving them moments of EMOTION Treating them like you would treat your grand - mother Loving your donors

30. Stephen Pidgeon Fundraiser Do you thank them affectionately? Loving them like your grand-mother!

31. Stephen Pidgeon Fundraiser From John Grain Associates…

32. Stephen Pidgeon Fundraiser Do you thank them affectionately? Do they know how important they are to you? Do you really think of your donors?

33. Stephen Pidgeon Fundraiser Dear Mr. Pidgeon, Forgive me writing out of the blue like this but I’ve noticed that it is five years this month, since the Irish Red Cross received your first kind donation. I do hope our records are accurate but I wanted to say how very much we’ve appreciated your support and kindness over these years. …and that is made possible only because of steadfast kindness such as yours. I do thank you, Mr. Pidgeon and offer you my warmest wishes. Irish Red Cross

34. Stephen Pidgeon Fundraiser Do you thank them affectionately? Do they know how important they are to you? Can they choose how often you write to them? Do you really think of your donors?

35. Stephen Pidgeon Fundraiser Do you thank them affectionately? Do they know how important they are to you? Can they choose how often you write to them? Do you make sure every sort of donor is catered for? Do you really think of your donors?

36. Stephen Pidgeon Fundraiser Do you thank them affectionately? Do they know how important they are to you? Can they choose how often you write to them? Do you make sure every sort of donor is catered for? Do you really think of your donors? 8 …or do you just bang out appeals to nearly everybody on your database?

37. Stephen Pidgeon Fundraiser Four amazing facts that should change your fundraising for ever Eight simple ways to love your donors And a short reminder of why this could be SO profitable Today…

38. Stephen Pidgeon Fundraiser This is huge money…

39. Stephen Pidgeon Fundraiser …you have to ask! If the relationship is right, they will see it as a privilege, a joy If you want a gift in their will…

40. Stephen Pidgeon Fundraiser …you have to ask! If the relationship is right, they will see it as a privilege Talk about it regularly, it is completely natural If you want a gift in their will…

41. Stephen Pidgeon Fundraiser …you have to ask! If the relationship is right, they will see it as a privilege Talk about it regularly, it is completely natural Invite them to hear the impact of their support If you want a gift in their will…

42. Stephen Pidgeon Fundraiser …you have to ask! If the relationship is right, they will see it as a privilege Talk about it regularly, it is completely natural Invite them to hear the impact of their support If you want a gift in their will… Legacies bring HUGE money!

43. Stephen Pidgeon Fundraiser This much huge money…

44. Stephen Pidgeon Fundraiser Four amazing facts that should change your fundraising for ever Eight simple ways to love your donors And a short reminder of why this could be SO profitable Today… Thank you!

45. Stephen Pidgeon Fundraiser Some contact details…  Email me: stephenpidgeon @ gmail.com  Website: www stephenpidgeon.co.uk  Rarely, I tweet: @ stephenpidge Available on dsc.org.uk/lov