AFP Permian Basin: Asking for Major Gifts, Expecting the Unexpected

Association of Fundraising Professionals Permian Basin Chapter

Carolyn M. Appleton | April 25, 2018

Asking for Major Gifts: Expecting the Unexpected

Are you ready for a major gift campaign?

Have you asked yourself: ● ● ● ● ● ● ● ●

Is the work you do truly essential and meaningful?

Is your nonprofit known and respected?

Is your nonprofit focused and healthy?

Are your Board members and staff ready?

Have you conducted research to identify your best prospects?

Have you put those prospects on the pathway to greater knowledge about your nonprofit and its needs?

Have you interviewed your constituents, community influencers and donors, responded to questions, and informed them of your plans?

Can you spend money to make money?

Will your major gift campaign make a difference?

Is it exciting?

Yes! You are ready to start asking ...

Experiences from Real Life “Asking”

Angry Donors

Shy Volunteers

Executive Directors

Despite our best efforts we sometimes encounter prior donors who are upset or angry.

You arranged your in-person solicitation with the help of a trusted volunteer. But when you get to the meeting ...

We love them but sometimes fundraisers must carry on despite them.

Flexibility is: “characterized by a ready capability to adapt to new, different, or changing requirements.”

Merriam-Webster

The Basics How to prepare for in-person solicitations, and to follow-up: ● ● ● ● ● ● ● ●

Think of every possible question a prospect might ask, in advance Test any equipment you will be using, and pack your equipment and documentation well in advance (not at the last minute) Confirm who is attending, and provide driving directions and exact location information Arrive early (find the plugs) Look your prospects in the eye (as is appropriate) Be yourself At the conclusion of your meeting, verbally recap next steps and thank everyone involved Follow-up with answers to questions, promptly (in writing)

What if your prospects won’t agree to meet in person (or via video conference)? ● ● ● ●

●

Keep your online presence up to date Use the regular mail to communicate in a meaningful fashion If you know they have professional advisors, bring them into the loop Always be sure your programs are strong and keep doing what you do best very well Make sure all staff - top to bottom are aware of the campaign (serendipity happens).

Thank you!

Carolyn M. Appleton Email | carolynmappleton@gmail.com Blog | carolynmappleton.com

Credits Carolyn’s logo of a sunflower in the sun is courtesy of Fotolia.

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All “knowledge” content in this presentation is by Carolyn M. Appleton, Carolyn M. Appleton, Inc. All rights reserved.