Face-to-face Fundraising

Looking the Donor in the Eye: Why Face-to-Face Fundraising Is Still Essential
January 30, 2017 at 10:30 am

I know that some major donors have given extremely large gifts over the phone, or even in a direct-mail appeal. I’m sure you have heard those stories. But, it’s rare. Donors want you to sit down with them and ask for a significant investment. If you are at a point where it’s time to challenge your donors, the only way to get over that hump is to look a donor in the eye and ask for that gift...

Make Better Presentations With 10 Powerful Tips
December 22, 2016 at 9:00 am

Imagine if you could make great presentations. I’m not talking about merely good speeches. Instead, I’m speaking of truly memorable, meaningful, influential presentations at staff meetings, board meetings, professional conferences and gatherings of prospects and donors. Would taking your presentations to the next level help you more effectively guide your staff, inform your board, teach…

3 Ways to Build Authentic Donor Relationships
March 28, 2016 at 10:46 am

The modern world has allowed us to connect like never before. The Internet and social media have made it possible to reach people with any message you want to share. Everyone can now have an audience. However, you don’t just want any audience. You don’t want to be yet another voice in a loud and…

Fundraising Lessons From Yogi Berra
March 15, 2016 at 11:49 am

You don’t have to be a baseball fan to love Yogi Berra. Originator of many popular "Yogisms," including “When you come to a fork in the road, take it” and "It's déjà vu all over again,” Berra was known as much for his malapropisms as his MLB career. One of my newsletter subscribers reminded me of my favorite "Yogism" just the other day. Her organization has considered enrolling in a big-ticket, sustainable fundraising coaching program...

A Family Affair: Bush and Clinton's Election 2016 Fundraising, Mapped
February 9, 2016 at 10:30 am

Throughout the 2016 campaign, two candidates have lapped the field when it comes to throwing fundraisers—former Gov. Jeb Bush and former Secretary of State Hillary Clinton. And for two politicians with a complicated history of both distancing and embracing their family names, Clinton and Bush now are calling on kin to help them raise cash…

9 Guaranteed Ways to Get the Major Donor Visit
January 20, 2016 at 12:21 pm

“If you want to milk a cow, sit by its side,” said veteran major gifts fundraiser Jerold Panas in his iconic book, "Asking." Did you know, according to Panas, you’re 85 percent on your way to securing a gift if you can get your prospect to agree to a visit? But how do you get…

Donor Visits: Be in the Moment
December 23, 2015 at 10:20 am

People talk about being in the moment. It is a very important lesson for fundraising professionals. Be alert. Be where you are. Be engaged with the people around you. It is essential in our business to do the same with prospective donors...

What You Need to Make the Ask
December 21, 2015 at 11:19 am

Major gift officers often ask Richard and me what do they need to bring with them when they solicit a donor? Many of these MGOs have crazy ideas that they have to bring elaborate and expensive pieces with them to “make the sell.” Videos, highly designed 20-page proposals, expensive gifts. We’ve seen it all. Let me tell you—you don’t need all that.

Let Them See You: Building Relationships Through Twitter, Video and More
December 16, 2015 at 9:32 am

There is nothing that can replace being face to face, in person with someone. But thanks to basic technology, there are incredible ways to deepen relationships, and overcome travel and expense barriers. Today’s world is increasingly global, and organizations have supporters and friends all over. Use technology in a focused and strategic manner to connect with your best friends, potential friends and donors...

Are You Asking for Donations or Apologizing?
September 21, 2015 at 10:49 am

Last week, while in the checkout line of a well-known national grocery chain (the one infamous for taking all or most of your paycheck), I was asked, “How would you feel about rounding up to the next dollar for charity?” A quick glance at the register told me that the ask was for 21 cents.…