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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.

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PRESENTATION OUTLINE

1.

Never Too Small To Succeed

Major Gifts for Small Shops
Photo by Reiterlied
2.

@goalbusters
@aliceferris @goalbustersjim

3.

Topics

  • Challenges
  • Major Gift Fundamentals
  • Action Plan
  • Other topics?
Photo by Sergei Golyshev (AFK during workdays)
4.

Challenges

What's getting in your way?
Photo by marvelousRoland
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Why do you want to do this?

Photo by m.gifford
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If you don't have
the why,
the what and how
will never happen

7.

Create a ritual

  • Trigger
  • Action
  • Reward
Photo by JusDaFax
8.

Fundamentals

Photo by Iker Urteaga
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Congratulations!

Photo by AMagill
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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
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Untitled Slide

12.

Understand Your Donor

Photo by Reiterlied
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Prospect Research

Photo by thebadastronomer
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Three C's

  • Connection
  • Concern
  • Capacity
Photo by Jeremy Thomas
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Past behavior is indicative of
future behavior

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VALS

Values and Lifestyles Segmentation
Photo by Vincentiu Solomon
17.

Google
VALS Survey
take your test

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Principle, Status, Action

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Principle

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Principle

  • Right and wrong
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Principle

  • Right and wrong
  • Strict moral code
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Principle

  • Right and wrong
  • Strict moral code
  • Should
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Principle

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

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Status

  • Role conscious
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Status

  • Role conscious
  • Keeping up appearances
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Status

  • Role conscious
  • Keeping up appearances
  • What LOOKS good
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Action

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Action

  • Emotion
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Action

  • Emotion
  • Hands on
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Action

  • Emotion
  • Hands on
  • What FEELS good
32.

How would you communicate with these types?

Photo by Tom Coates
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Telling Your Story

Photo by Luna*--
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It's not about you.

35.

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

Photo by riekhavoc
36.

Create a
cultivation ritual

Photo by Grégoire Jeanneau
37.

Social media
Email
Notes
Visits
"Get dirty"

Photo by Glenn Carstens-Peters
38.

Awareness drives
Interest drives
Action

39.

Asking

Photo by Ben White
40.

Who's on your team?

Photo by Cayusa
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Untitled Slide

Photo by jgarber
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Connectors

Photo by erik jaeger
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Experts/Mavens

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Salespeople/Closers

45.

Untitled Slide

46.

Who's on THEIR team?

Photo by FUEL Barcelona
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Decision maker
Buying influencer
Coach/mentor
Gatekeeper

48.

Advances v. Continuances

Photo by John Baker
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Problems v. Conditions

Photo by Wil Stewart
50.

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

51.

Action Plan

  • What are your daily, weekly and monthly major gift rituals?
  • Who can help you?
  • Who can you ask NOW?
52.

GoalBusters Consulting

Alice Ferris and Jim Anderson
Photo by Kristopher Roller

Alice Ferris

Haiku Deck Pro User
http://goalbusters.net