Never Too Small to Succeed: Major Gifts for Small Shops

Published on Jun 08, 2018

With all the day to day demands of a development program, particularly at small to mid-size shops, it can be difficult, if not impossible, to think about cultivating major donors. Growing a major gifts program takes time, right? Yes, but any organization and any size staff can find a way to add philanthropic thinking to their all their fundraising strategies, which can lead to major gifts without a lot of additional effort. This session will share practical strategies on how to make big gifts happen regardless of your resources.

PRESENTATION OUTLINE

Never Too Small To Succeed

Major Gifts for Small Shops
Photo by Reiterlied

@goalbusters
@aliceferris @goalbustersjim

Topics

  • Challenges
  • Major Gift Fundamentals
  • Action Plan
  • Other topics?

Challenges

What's getting in your way?

Why do you want to do this?

Photo by m.gifford

If you don't have
the why,
the what and how
will never happen

Create a ritual

  • Trigger
  • Action
  • Reward
Photo by JusDaFax

Fundamentals

Photo by Iker Urteaga

Congratulations!

Photo by AMagill

How did this happen?

  • You understood your donor
  • You communicated the impact that your organization would make
  • You effectively asked for the gift
Photo by Greg Rakozy

Untitled Slide

Understand Your Donor

Photo by Reiterlied

Prospect Research

Three C's

  • Connection
  • Concern
  • Capacity
Photo by Jeremy Thomas

Past behavior is indicative of
future behavior

VALS

Values and Lifestyles Segmentation

Google
VALS Survey
take your test

Principle, Status, Action

Principle

Principle

  • Right and wrong

Principle

  • Right and wrong
  • Strict moral code

Principle

  • Right and wrong
  • Strict moral code
  • Should

Principle

  • Right and wrong
  • Strict moral code
  • Should
  • What IS good

Status

Status

  • Role conscious

Status

  • Role conscious
  • Keeping up appearances

Status

  • Role conscious
  • Keeping up appearances
  • What LOOKS good

Action

Action

  • Emotion

Action

  • Emotion
  • Hands on

Action

  • Emotion
  • Hands on
  • What FEELS good

How would you communicate with these types?

Photo by Tom Coates

Telling Your Story

Photo by Luna*--

It's not about you.

Who you are
What you do
Why it matters
How you can help

Photo by riekhavoc

Create a
cultivation ritual

Social media
Email
Notes
Visits
"Get dirty"

Awareness drives
Interest drives
Action

Asking

Photo by Ben White

Who's on your team?

Photo by Cayusa

Untitled Slide

Photo by jgarber

Connectors

Photo by erik jaeger

Experts/Mavens

Salespeople/Closers

Untitled Slide

Who's on THEIR team?

Decision maker
Buying influencer
Coach/mentor
Gatekeeper

Advances v. Continuances

Photo by John Baker

Problems v. Conditions

Photo by Wil Stewart

Exercise:
With the VALS type and role we provide, create the most appropriate pitch

Action Plan

  • What are your daily, weekly and monthly major gift rituals?
  • Who can help you?
  • Who can you ask NOW?

GoalBusters Consulting

Alice Ferris and Jim Anderson