Moving Extreme Fundraising feed to Wordpress

Hi there,

I'm having a problem getting Feedburner.com to recognize my EFE blog at http://fundraisingcoach.com/blog/ It still thinks it's at blogspot.

I'm going to delete this subscription. You'll have to resubcribe, hopefully by going to:
http://feeds.feedburner.com/extremefundraising
Sorry for the trouble!

The Extreme Fundraising Blog

I've moved this blog back to my Fundraisingcoach.com site.

Check it out there: The Extreme Fundraising Blog

More thoughts on Rainmaking

Last time, we looked at a concept in the book How To Become A Rainmaker by Jefferey Fox.

In that book, he say's the "Killer Sales Question #1" is

Do you have your appointment calendar handy?

What a great question. According to Fox, this results in an appointment more than 90% of the time!

If you're like me, you're the only person in your nonprofit solely dedicated to fundraising. Even thought I love fundraising, I keep getting bogged down by the aspects of my job that I'm not good at, the things that don't come naturally: event management, receipting, pledge reminders, the never ending details of direct mail, etc.

These activities are necessary but they don't bring in money to the hospital. Asking does. Especially face-to-face.

Most of my development carrier has involved a national constituency. I'd fly to a place, easily set up appointments, and make the calls. But here, 98% of our donors live in the area. Setting up appointments with local folks is an entirely different beast.

When you're flying in, you're a novelty. People make room in their schedule. When they see you each week at Rotary, you're a great guy, lot's of fun, but not a novelty. It's easy to let the discipline of face-to-face visits slide.

This summer I realized that, even though I know who my 100 top prospects are, I'm not seeing them. So I've set a goal of at least 2 face-to-face donor meetings a week. I have a standing Wednesday morning appointment with myself to book the visits for the following week. And I've asked a colleague to call me to see if I've done the visits and if I've set up next week's.

And I'll be asking this wonderful question:

Do you have your appointment calendar handy?

Conference for Nonprofits

The lovely folks at Blackbaud have asked me to do two seminars.

If you're coming to Conference for Nonprofits in South Carolina this October 22-25, you can find me doing "Creating Donor Evangelists" on Monday and "Asking For Money: Taking the Fear out of Face-to-Face Solicitations" on Wednesday!

Be sure to let me know if you're coming. My email is marc@fundraisingcoach.com.

Have you thought of a non-event?

We've had an interesting discussion on the AHP email list on holding "non-events," events that raise money but don't have any real event.

Rodger Wetzel from ND gave these great suggestions:

One example: A Non-event

Send out invitations that say something like: (Your organization) is holding its first annual Black Tie Non-Event. The event will NOT take place on (date). Cocktails (or refreshments) will NOT be served at 6 p.m., and dinner will NOT be served at 7 p.m. NO program will be held at 8 p.m. You will be saving yourself (itemize the money they will save by not having to attend your event, such as tuxedo rental, buying a new dress, babysitting, parking, cost of the dinner, cocktails/refreshments, having your hair done, etc.)

Then ask for a donation equaling that amount. If you're looking for smaller donations, make the non-event more casual (beach party, cocktail party, etc.)

Another example: The 'Stay at Home' Event
Ask people to buy a ticket to a non-event, entitling them to stay home and relax. Explain how much money the charity is saving by not renting a room, purchasing food/beverates, and entertainment. Emphasize how much the donor saves, with no expenses for a salon appointment, baby-sitter, parking, tuxedo rental, and so on. This is especially good if your target audience are people who are constantly on the go, who crave a quiet night at home. If your supporters who really look forward to a chance to get together, this may not be the right fit.

An extra benefit can be had by scheduling the non-event for the same night as a television show or TV special related to your cause. This could be an investigative report or a movie dramatizing your issues. It could be a concert, or a game your team is playing. Urge people to watch it, and learn more about what you do. Attach a couple of teabags, or packet of coffee - donated, of course - to the ticket.

You can even encourage the donors to throw their own neighborhood fundraising party. This do-it-yourself event may result in dozen of mini-events on the same night. Each can raise a little money, at minimal cost and send it to you. They can even compete for titles such as 'Most Money Raised', 'Most Fun', or 'Most Innovative'.

Rodger W. Wetzel, LSW, MPA/MHA
Director Eldercare,
Community Health & Foundation
St. Alexius Medical Center
PO Box 5510
Bismarck, ND 58506-5510

Example of using stories

In my decade or so of doing fundraising, I don't ever remember having a community member tell me they really liked a fundraising letter I sent them.

This summer it happened! Someone at the gym I go to told me how much they enjoyed the letter they'd just received.

Could it be because I used stories?

Here's the letter, you be the judge. (This letter went to our inhouse mailing list.)

June XX, 2006



Name
Astreet
City, ST ZIP

Dear Name,

I’ve recently had the opportunity to read Pauline Buxton’s personal collection of Inland Hospital’s history. Her scrapbooks include pictures, newspaper clippings, and personal notes.

Amid all the articles about Inland, the most striking impression was the community support that’s been so significant in our 63 years.

• Drs. Clare and Nora Brown saw a gap in healthcare in the community and moved 14 other physicians to give time and money to start what is now Inland.
  
• Political leaders like Senators Margaret Chase Smith and Edmund Muskie helped secure necessary funding and equipment.
  
• Community members were so committed they gave everything from hand-knitted bandages and teddy bears to huge fundraising balls and capital campaigns on behalf of Inland and Lakewood.

Inland has returned that commitment by providing five-star patient care and service, 24 hours per day, 7 days a week, for more than six decades. Today Inland is leading the way with electronic medical records to ensure physicians have all the information they need to treat patients with the best care possible. In addition, beginning this month, Inland is offering the area’s first non-invasive, three-dimensional diagnosis for heart disease using our brand new 64-slice Cardiac CT Angiography service.

Inland has come a long way since 1943. But some things haven’t changed. We are still a not-for-profit community hospital committed to serving the people of Waterville and the surrounding communities…and we continue to rely on these communities for support.

Please consider making a gift today...it will make a difference in our community. Your donation may be designated to the program of your choice or given in honor of your favorite caregiver.

Thank you,

Marc A. Pitman
Director, Inland Foundation

Thoughts on Rainmaking

We've spent the last few issues of Extreme Fundraising looking at the importance of story. While reading Jeffrey Fox's "How to Become a Rainmaker" I recently read a question that will help you tell your story. Right at the beginning of the book he says:

Always Answer the Question, "Why Should This Customer Do Business With Us?"

What a great question for fundraisers!

It's so easy for us to focus in the "need" we have. I'm shocked at how many prospective clients and colleagues have answered the "why should a donor give to this project" with basically "If we don't have this capital expansion we'll die."

That won't motivate many donors.

It will motivate employees. (Or have the opposite effect of getting them so stressed out they become paralyzed and ineffective.)

It may motivate a few donors. If you're blessed with a core of diehard donors that have stuck with your organization for decades, this may be effective for them. But even they will get tired of "our future is doomed unless this happens" appeals.

So ask yourself: "Why should this donor make a substantial gift to us?"

If you don't know why most of your donors give to you, ask them. Either in your normal face-to-face conversations or in a survey or in a focus group. Don't ask them "Why in the world to you give to us?!" But ask them things like:

• What caused you to make us one of your favorite charities?
  
• What do you like most about the work our organization does?
  
• What do you see as the most important things our group brings to the community?

Answers to these questions are gold! They will help you tell your story and attract more donors.
If you can't come up with any answers as to why a donor should give to you...it may be time to dust off your resume and think of your exit strategy. Sometimes you just get burnt out at a place and lose the ability to see all the great things your nonprofit is accomplishing. If this sounds like you, you're probably no longer serving your organization as well as it deserves. So start looking for the next thing, and for people that could take over for you.

For many of us, figuring out why a donor would do business with us is a bit challenging at first. But it soon becomes an excercise that sells us on our organization all over again. You'll be thinking "Hey, we really are doing cool things! We really are 'all that' to some people!"

That enthusiasm will shine through as you tell your story and ask for money.

In the meantime, consider going to your library or Amazon to pick up Fox's book How to Become a Rainmaker.

Who's Telling Good Stories?

A few weeks back, a reader asked me for examples of organizations that told their stories well.

I drew a blank. Do you know of any groups that you think are telling their story well? Let me know by making a comment to this blog post.

One group that is incredibly consistent in their story telling is The Boston Project Ministries. (In the interest of full diclosure, I was with them when they started 10 years ago and I am currently coaching their board chair. But I have nothing to do with their excellence in story telling!)

Check them out at: http://www.tbpm.org/

And leave your comments below!

Another job opportunity: Cape Cod

Here's another great looking job opportunity that's come across my desk:

Cape Cod Healthcare Foundation
Senior Development Officer
(Major Gifts)
Hyannis, MA
Summer 2006

NATIONAL SEARCH
Cape Cod Healthcare Foundation (CCHF) is seeking a talented, senior fundraising professional to participate in its upcoming, system-wide $100M capital campaign and to advance the major gifts program for Cape Cod Healthcare, a comprehensive medical network located throughout Cape Cod. Serving primarily the needs of Cape Cod Hospital, Falmouth Hospital and the VNA of Cape Cod, the SDO will work closely with volunteers, the Board of Trustees, physicians and administrative leaders. The Senior Development Officer (SDO) will be a proven professional capable of working independently and collaboratively as part of a strong advancement team.

THE OPPORTUNITY
Reporting directly to Tom Mundell, President of Cape Cod Healthcare Foundation, the SDO will join a development team strongly committed to the mission, vision and values of Cape Cod Healthcare. The SDO will work in a fundraising environment that measures success by the achievement of shared and individual goals and the ability to collaboratively plan and execute effective fundraising strategies.

The SDO is a newly added position to the fundraising team in response to the high volume of identified but uncultivated donor prospects on Cape Cod.

As an important member of the campaign team, the Senior Development Officer will:

• Develop a portfolio of 75-100 major gift prospects with 6- to 7+ figure capacity through research and mining the Raiser’s Edge ® database;
• Identify, cultivate and solicit major gifts from individuals and family foundations through planning and executing small events and other strategic relationships;
• Work closely with volunteers, the Board of Trustees and community leaders to advance philanthropic giving;
• Collaborate with CCH’s major gift team to coordinate fundraising efforts for the entire system;
• Effectively articulate the message that individuals don’t need to leave the Cape for quality health care;
• Travel out of state for approximately two weeks in the winter for visits with current and prospective donors.

Successful Candidates should demonstrate:

• At least 10 years of increasing responsibility in major gift fundraising or a closely-related area;
• Outstanding verbal and written communication skills;
• Proven success with:
  ______ Prospect identification ______ Cultivation
  ______ Gift strategy development ______ Solicitation
  ______ Ask/close ______ Stewardship
• Ability to work collaboratively with staff at all levels within an organization, as well as with board members, volunteers, and community leaders;
• Capability to work both collaboratively as well as independently, and to think strategically;
• Outstanding organizational skills with focused attention to detail and follow through
• Ability to handle multiple projects concurrently.

Note: Previous healthcare experience is not required.

Cape Cod Healthcare and Cape Cod Healthcare Foundation are equal opportunity employers.

For more information about Cape Cod Healthcare Foundation, please visit:
www.givetocapecodhealth.org

For more information about Cape Cod Healthcare, please visit:
www.capecodhealthcare.org

Email resume and cover letter in confidence to: capecodhealthcare@developmentguild.com

Lisa Gell, SPHR, Development Guild/DDI. 1-800-537-9011 x 293

Quick Survey UPDATE

WOW! I'm excited about the enthusiasm you're expressing for this upcoming course!!

Thank you all for the quick response to my Fundraising Master Mind survey.

Unfortunately, I wasn't clear on the first question. I'm trying to see what course you think would be the most helpful for you.

Rather than making everyone do the entire survey over, would you answer this even quicker follow up survey?

The follow up survey link is: http://www.surveymonkey.com/s.asp?u=537822469644

Help Needed: Quick Survey

Greetings from Maine!

I'm looking at starting a very special Fundraising Coach Master Mind Group next January.

This group would be limited to 12 participants. Through weekly calls, we'll focus on a specific fundraising or nonprofit management topic. Over the weeks, each participant will be able to incorporate the aspects of the course into their daily lives. Each call will allow time for group conversation. And there will be a group email list as well as the ability to email me directly.

I'm really excited about this! I've made incredible leaps forward because of groups like these.

Would you help me design this course? I've set up a brief, 1-page survey at:
http://www.surveymonkey.com/s.asp?u=621862466367

Thank you!

Marc

Fundraising in the Bible

For the first time ever, my ongoing article on Fundraising in the Bible is available in web format.

Web pages: http://fundraisingcoach.com/bible.htm

PDF version http://fundraisingcoach.com/fundraisinginbible.pdf

I'd love to hear your thoughts!