Actually, unless you’re an accomplished baker, this is easier than pie. Simply prepare to send 4 es the final week of the year. I know, it sounds daunting. But… it’s easy! In fact, you should be able to craft these 4 es in less time than it takes to bake a pie. And, they’re foolproof!…
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This year Giving Tuesday is December 2nd. So, soon.
If you’ve not done so already, now is a good time to think about whether or not you want to jump on the bandwagon and, if so, how. There is more than one way to slice this particular piece of pie. And, really, that’s what Giving Tuesday is – just one piece of your total annual fundraising strategy.
You don’t want to blow it out of proportion. But you probably don’t want to ignore it. Rather, plan ahead to put it into a context where it will complement your other year-end communications and fundraising strategies.
Let’s take a closer look.
What is Giving Tuesday?
I confess I’ve been a bit of an apologist for the “holiday.” I like to turn the tables by actually giving to donors, rather than asking them to give yet one more time during this busiest fundraising time of the year.
Plus, I often say if you want gifts, you must give them. What better time to do so than on giving Tuesday?
Of course, asking can also be a form of giving. So, I love appeals on this date that give people the option of giving money or supporting you in other ways (e.g., volunteering; in-kind donating; advocating, etc.).
It’s all philanthropy (aka “love of humanity”).
What’s holding you back? Culture? Fear?
How do you help people afraid of fundraising become comfortable in what should be a mission-aligned role for everyone associated with your nonprofit organization?
After all, everyone benefits from increased philanthropy. Not just development staff.
Increasingly, successful nonprofits are adopting cultures of philanthropy where everyone involved – administrative staff, program staff, board members, committee members, direct service volunteers and even beneficiaries – comes together as ambassadors, advocates and askers on behalf of furthering the organization’s mission, enacting its values and fulfilling its vision.
Facilitating philanthropy is not rocket science, yet folks unaccustomed to the relationship cultivation and solicitation required to land major donations are fearful because they believe they don’t know how to do it. Actually, they do. They just need some guidance, hand holding and support along the way. Reluctant fundraisers tend to think fundraising is just about money. It’s a lot more than that.
It’s the job of a nonprofit’s leadership to work with insiders (staff and volunteers) to help everyone feel both passionate about the cause and confident in the fundraising process.
Of all the barriers to be overcome; first and foremost is fundraising fear. This fear takes many forms, and is perhaps best expressed in some of the questions I frequently receive. So I’m endeavoring to answer these questions below. Hopefully this will help you address these challenges within your own organization so you, too, can transform folks from fearful and reluctant “fundraisers” to joyful and ready “philanthropy facilitators.” It simply takes a little elegant reframing.
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Fundraising is too often seen, at best, as a ‘necessary evil.’
When viewed this way, folks – staff and volunteers alike – understandably prefer not to touch it with a 10-foot pole. Who wants to place themselves on the side of ‘evil?’
Yipes stripes!
But that’s not what fundraising is at all.
The tagline for my business, Clairification, is “philanthropy, not fundraising.” I often talk to folks about how the word philanthropy comes from the Greek and translates into “love of humankind.” Nothing evil about that!
In fact, if you ask folks to throw out the first word that comes to mind when you say ‘fundraising,’ and then ask them to do the same when you say ‘philanthropy,’ you’ll see it breaks down pretty neatly between good and evil.
If you’re coming at fundraising from the perspective of ‘necessary evil’ or ‘no pain, no gain,’ you’re never going to be effective. Especially when it comes to asking individuals, one-to-one, for passionate gifts.
As long as you hate it, donors will be able to tell you hate it.
I call this wallowing in the pain. Never a good approach. Distaste for asking begets distaste for giving. It’s done grudgingly, not passionately.
When donors can sense you’d rather be doing anything else than asking them for a gift, guess what happens? They follow your lead! In other words, they feel they’d rather be doing anything else than being asked (or making) a gift. Because you’re reducing everything to a monetary transaction.
What if you reframed fundraising so it’s seen as a really, truly good thing.
I like to reframe it thusly:
If you’re fortunate enough to be a successful nonprofit, this means you’re helping solve some of the world’s most pressing problems.
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EIght years ago,Tom Belford of The Agitator penned a post entitled “Donor Retention … Why Is It So Hard?”
At the time I thought: Great question!
Alas, things haven’t improved. It’s still hard.
Why, oh why, oh why?!?!
I’d like to explore this a bit, and I hope you’ll join me.
First, are you finding it difficult?
If so, why do you think that’s the case?
If not, and you’re being successful getting repeat gifts,
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What makes an effective major donor solicitation?
I could just say (1) prepare, (2) prepare, (3) prepare, (4) prepare, (5) prepare, and (6) prepare.
Did I mention that you really need to prepare?
Preparation is the meta-message of Shark Tank’s “Mr. Wonderful,” Kevin O’Leary, to would-be entrepreneurs seeking to get spots – and funding – on the television show.
In “How to Present the Perfect Pitch: From the Shark Tank to the Boardroom” he offers 10 strategies to help you ace a fundraising presentation.
Whether you’re seeking venture capital or a philanthropic gift, many of the principles are the same.
I’ve selected six strategies I find perfectly aligned with what it takes to make a successful nonprofit ask. I’ve also suggested eight specific action tips. Take them to heart, and you’re sure to make your next in-person fundraising presentation a winner.
Oh, and there’s one more important thing, says O’Leary:
“The number-one rule is to make your pitch incredibly dynamic.”
Let’s do it!
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Does your nonprofit promote stock gifts? You should!
A groundbreaking study by Dr. Russell James J.D., Ph.D., CFP®, professor in the Department of Personal Financial Planning at Texas Tech University, found nonprofits that consistently received gifts of appreciated stocks grew their contributions six times faster than those receiving only cash.
This is HUGE.
If you learn to ask for gifts from appreciated assets you’ll get more generous gifts. The study shows:
The most productive strategy is simply to accept gifts of stock.
But it’s up to you to offer up this giving framework to your supporters.
Otherwise, they’re apt not to see this as an opportunity.
And speaking of ‘framing,’ this can establish a persuasive reference point for would-be donors. Researchers have found people don’t treat all their money as if they have one big pool of it.
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Have you started working on your annual appeal and year-end fundraising plan?
It’s beyond time!
I worked for 30 years in the trenches, so I know exactly what this time of year feels like.
It feels like you’re at the base of a mountain you’re about to scale.
And this particular year, you may feel you’re taking two steps forward and three steps back.
That’s to be expected during times of great uncertainty.
Expected or not, I know you’re still anxious and thinking “What if we don’t reach the top?”
Don’t worry, I’m here to help.
This year you may need the equivalent of a few extra granola bars for energy. And maybe an extra tool or two to help you get a grip.
Right now I want to give you a few specific, timely tips you might not be thinking about.
Here are some strategies I hope will give you a leg up, so to speak.
Here are 11 tips I’ve learned over the years.
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Gratitude. Thankfulness. Appreciation. The feels both you and a donor feel whenever someone contemplates, or gives, a gift to your organization. Acknowledgement. Recognition. These are the underlying secrets known by successful fundraisers worth their salt. At base, they’re about the obligation philanthropy facilitators carry to show supporters how much their support means. Sounds simple. And…
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In an issue of her Loyalty Letter, Lisa Sargent recently noted:
“I just wrapped up supporter survey season in my little copywriting studio. And every year, the most powerful answers come from one simple question:
“WHY DO YOU GIVE?”
The responses stop me in my tracks every time. I smile. I cry. I sigh. My coffee turns tepid in its insulated mug. And I remember why we’re here.”
It’s a really good idea to stop and pause, every now and then, to think about why people give to you.
In fact, you might want to do your own survey. Or you can ask people to answer this on your appeal remit piece or donation landing page. Because once you understand your donors’ motivations, you can tap into them when crafting supporter communications.
I’ve grouped some of the answers Lisa shared (in quotations). They jumped out at me because they’re emblematic of the pillar fundamentals of a successful fundraising program. People don’t just give because you ask them for money. Sure, they must be asked. But, that alone is insufficient to inspire philanthropy. There’s another, deeper reason people give.
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