Four Tips for Big Results With a Mid-Level Program
3) Mid-level donors appreciate and respond well to personal contacts. We found that most donors enjoy engaging in conversation with their development associate. We used the opportunity to find out if our donors were happy with the volume of mail that they were receiving at home, and we found that most donors did not complain about mail volume but some requested adjustments. The development associates were able to make these adjustments over the phone.
4) Intensive orientation and on-going training is crucial to the success of the development associates and of the program. Each development associate really needs to know our organization very well before picking up the phone and talking to a donor. It is very important to invest in the time and resources to build in a detailed training that covers all of the key sectors for your organization. For CRS, some of the logistical details were more time consuming than originally anticipated (setting up phones, computers, etc.). We also took the time and effort to locate the right person to fill the role of development associate.
Jean M. Simmons is director of direct-response fundraising at Catholic Relief Services. She can be reached via www.crs.org.