By Laurence A. Pagnoni, MPA This is part three of a four part series on year-end giving tips. To read Tip #1, click here. To read Tip #2, click here. To read Tip #3, click here. Many nonprofits receive 40 percent or more of their annual fundraising in the final weeks of the year. Start planning now – don’t wait until it’s too late. I have a few really hot “tips” for you about year-end giving, but first, here’s the data supporting the “tips.” By sharing these first, my “tips” will be self-evident. Charitable gifts were up 3% last year,
Category: Donor Communications
By Laurence A. Pagnoni, MPA As you write a new donor appeal letter (or email), close your eyes and see the donor. See their smile, speak their name, blink at them, and make it real. This process is very important, because writing and speaking directly to the donor, in a conversational tone, simply produces greater financial returns, not to mention that it’s more genuine. You may be tempted to lapse into a story about a client and that’s okay, but tell the story as if the donor were sitting before you over a cup of coffee. Tell them how their
By Laurence A. Pagnoni, MPA I’m beginning to think the old-fashioned phone call is going the way of the hand-written letter: ancient history! With texting, tweeting, and email as the easy, quick alternatives, picking up the phone and having a two-way, voice-to-voice conversation with a real human being feels almost scary. Yet it is precisely what is needed to develop and maintain donor relationships. That genuine dialog is at the heart of donor cultivation—it’s the magic. If you plan to use the Benevon Model for its intended purpose—to engage and develop relationships with lifelong individual donors and build towards long-term
By Laurence A. Pagnoni, MPA The Call Report is an effective tool to record observations and strategies following a donor (or prospective donor) meeting. Used well, it serves the dual purposes of recording information and documenting the necessary follow up actions. The resulting document is saved electronically and/or in a paper file for future reference. The template for the Call Report is simple: (1) List attendees and their various roles; (2) State the meeting purpose; (3) Brief bullet points describing major items discussed; (4) Record consensual conclusions reached or points of non-alignment. The Call Report is short and sweet, avoiding
The Call Report is an effective tool to record observations and strategies following a donor (or prospective donor) meeting. Used well, it serves the dual purposes of recording information and documenting the necessary follow up actions. The resulting document is saved electronically and/or in a paper file for future reference.