2014 WEB/AUDIOCONFERENCES

Transcription

1 Association of Fundraising Professionals 2014 WEB/AUDIOCONFERENCES Educating Fundraisers in the 21 st Century Opening the Door to Major Gifts: Mastering the Discovery Call Presented by: John Greenhoe, CFRE August 13, :00 2:30 p.m. Eastern Noon 1:30 p.m. Central 11:00 a.m. 12:30 p.m. Mountain 10:00 11:30 a.m. Pacific 9:00 10:30 a.m. Alaska Association of Fundraising Professionals 4300 Wilson Boulevard, Suite 300, Arlington, VA (U.S. & Canada) (Mexico)

2 SITE ROSTER FOR SITE COORDINATOR ONLY: FOLLOWING THE PROGRAM, PLEASE COMPLETED ROSTER TO or FAX TO The Association of Fundraising Professionals WEB/AUDIOCONFERENCE 2014 August 13, 2014 John Greenhoe, CFRE Opening the Door to Major Gifts: Mastering the Discovery Call If an AFP Chapter is sponsoring this site, please check the box and list the name of the sponsoring AFP Chapter: Site Coordinator/Registrant (the name of the person to whom the site is registered): Location (City) (State/Province) Total number of participants at this site Please Print Clearly NAME: ADDRESS: MEMBER (Y/N)

3 John Greenhoe, CFRE John Greenhoe, CFRE, is an internationally recognized speaker who is noted for providing intriguing and stimulating presentations centering on the topic of philanthropy. His speaking credits include Festival del Fundraising (Italy), Fundraising Institute of New Zealand and Southern Africa Institute of Fundraising The author of the best selling book Opening the Door to Major Gifts (Charity Channel Press), Greenhoe has more than 25 years of experience in non-profit leadership roles and currently serves as Director of Major Gifts at Western Michigan University. He has successfully trained thousands in the art of the qualification or discovery call. For information on John s book, please visit about.me/johngreenhoe.

4 Opening the Door to Major Gifts Mastering the Discovery Call John Greenhoe, CFRE AFP Webinar August 13, 2014 John Greenhoe, CFRE John Greenhoe, CFRE, is an internationally recognized speaker who is noted for providing intriguing and stimulating presentations centering on the topic of philanthropy. The author of the Amazon.com best selling book "Opening the Door to Major Gifts" (Charity Channel Press), Greenhoe has more than 25 years of experience in non-profit leadership roles and has successfully trained thousands in the art of the qualification or "discovery" call. 1

5 A Missing Resource 2

6 A Missing Resource The Ask Important, But A Missing Resource The Ask Important, But The ID Call Must Also be Emphasized 3

7 A Missing Resource The Ask Important, But The ID Call Must Also be Emphasized Must Be Done Face to Face AFP Quick Poll What causes most apprehension? Twenty-six percent Involving Board in Fundraising Twenty-five percent Calling on a Prospective Donor Eighteen percent Making the Ask Twelve percent Writing a Grant Application Eight percent Other Six percent Writing Fundraising Copy Five percent Using New Technology March-April 2011 Quick Poll 4

8 Why Discovery Calls? Why Discovery Calls? To Maintain Donor Pipeline 5

9 Why Discovery Calls? To Maintain Donor Pipeline To Increase Donor Retention Why Discovery Calls? To Maintain Donor Pipeline To Increase Donor Retention To Create Pool of Major Donor Prospects 6

10 Purpose of the Discovery Call Prospect s Ability to Give You may already have evidence of this Purpose of the Discovery Call Prospect s Ability to Give You may already have evidence of this Interest in Your Organization 7

11 Purpose of the Discovery Call Prospect s Ability to Give You may already have evidence of this Interest in Your Organization Inclination to One Day Consider a Major Gift They Really Work! My story Two years of ID calls Final month of capital campaign Secured eight major gifts ($10,000 or more) 8

12 Today s Session Setting Expectations Making Contact Strategically Conducting the Discovery Call Continuing the Relationship Setting Expectations What s Realistic? My Boss Expects Me to Ask on the First Visit!!!! Turn the Tables Role Play 9

13 Before You Start The Right Mindset Project the Positive Don t Think Imposition Think Opportunity!! Does This Sound Like You? 10

14 Does This Sound Like You? I really hate to bother you Does This Sound Like You? I really hate to bother you You wouldn t have time to meet, would you? 11

15 Does This Sound Like You? I really hate to bother you You wouldn t have time to meet, would you? I d be grateful for any time you have Making Contact Strategically Walk in Their Shoes Donor-Centric Approach Provide Value What Can You Offer? 12

16 Warming the Phone Call Introductory Letter Mailed at least a week before call Purpose of Visit To Inform To Assess To Ask Advice The Intro Letter 13

17 The Intro Letter Who You Are The Intro Letter Who You Are Your Purpose 14

18 The Intro Letter Who You Are Your Purpose Why the Prospect Should Respond/Participate The Intro Letter Introduction from Person of Authority Purpose Share Strategic Plan Get to Know Constituents 15

19 Phone Call Strategies OARS Method Phone Call Strategies OARS Method One Hour Each Day 16

20 Phone Call Strategies OARS Method One Hour Each Day At Least Seven Calls Per Prospect Phone Call Strategies OARS Method One Hour Each Day At Least Seven Calls Per Prospect Recycling Your Prospects 17

21 Phone Call Strategies OARS Method One Hour Each Day At Least Seven Calls Per Prospect Recycling Your Prospects See Them or Cross Them Off Phone Call Strategies Vary the Times When You Call Try the Office First Early Morning, Late Afternoon Can Be Productive 18

22 Voice Mail Strategies Leave a Message! Brief but Compelling The Voice Mail Be Prepared 19

23 The Voice Mail Be Prepared Be Clear The Voice Mail Be Prepared Be Clear Be Concise 20

24 The Voice Mail Be Prepared Be Clear Be Concise Be Compelling The Voice Mail Be Prepared Be Clear Be Concise Be Compelling Be Welcoming 21

25 The Voice Mail Be Prepared Be Clear Be Concise Be Compelling Be Welcoming Be Reachable The Voice Mail Be Prepared Be Clear Be Concise Be Compelling Be Welcoming Be Reachable Be Persistent 22

26 Your Message Hi, this is John Greenhoe. I'm a development officer in the College of Education at Western Michigan University. My phone number is Mr./Mrs./Dr., I believe that you have a degree from Western in our college. I've been asked to contact some of our most outstanding alumni to update them on our latest education initiatives and also to ask for their advice. I'd greatly appreciate it if you would return my call at your earliest convenience. Again, my number is Why Won t They Call Me Back? Consider Major Life Events Overseas Trip Recently Promoted Death in Family Just had a Baby Sick/In Hospital Just Got Married 23

27 The Gatekeeper Make Them an Ally Gain Their Insights Ask for Their Help! Speaking With Your Prospect Intrigue the Prospect Promise Value Emphasize Convenience Secure the Meeting or Offer a Compromise 24

28 Addressing Skepticism Is This About A Gift? Addressing Skepticism Is This About A Gift? Purpose is Not to Solicit 25

29 Addressing Skepticism Is This About A Gift? Purpose is Not to Solicit What s Appropriate? Addressing Skepticism Is This About A Gift? Purpose is Not to Solicit What s Appropriate? Purpose = Introduction 26

30 Addressing Skepticism Is This About A Gift? Purpose is Not to Solicit What s Appropriate? Purpose = Introduction Purpose = Relationship Building Addressing Skepticism Why Me? 27

31 Addressing Skepticism Why Me? Outstanding Supporter Addressing Skepticism Why Me? Outstanding Supporter Accomplished Alumnus 28

32 Addressing Skepticism Why Me? Outstanding Supporter Accomplished Alumnus Dedicated Volunteer Addressing Skepticism Why Me? Outstanding Supporter Accomplished Alumnus Dedicated Volunteer Community Connections 29

33 Addressing Skepticism Why Me? Outstanding Supporter Accomplished Alumnus Dedicated Volunteer Community Connections We Need Your Involvement Getting Ready for the Meeting 30

34 Getting Ready for the Meeting It s About You! (Not Your Organization) Getting Ready for the Meeting It s About You! (Not Your Organization) Prep Work Show Respect for Prospect s Time (Ground Rules) Remember Their Interests Be Ready to Drop Names 31

35 Getting Ready for the Meeting It s About You! (Not Your Organization) Prep Work Show Respect for Prospect s Time (Ground Rules) Remember Their Interests Be Ready to Drop Names Location, Location, Location Conducting the Visit 32

36 Conducting the Visit Your Objectives Conducting the Visit Your Objectives (Do Not) Curb Your Enthusiasm 33

37 Conducting the Visit Your Objectives (Do Not) Curb Your Enthusiasm Casual but Purposeful Diffusing Tension 34

38 Diffusing Tension Relaxing the Prospect Diffusing Tension Relaxing the Prospect A Good Fit? 35

39 Diffusing Tension Relaxing the Prospect A Good Fit? Tell Them What to Expect Conducting the Visit 36

40 Conducting the Visit Ask Questions (Written If Necessary) Conducting the Visit Ask Questions (Written If Necessary) Determine Interest and Inclination 37

41 Conducting the Visit Ask Questions (Written If Necessary) Determine Interest and Inclination LISTEN Conducting the Visit Ask Questions (Written If Necessary) Determine Interest and Inclination LISTEN Opportunities for Follow Up 38

42 Conducting the Visit/Questions 1. What are your impressions of our organization? What are its strengths and weaknesses? Script/Questions 2. How does our nonprofit compare with other institutions offering similar programs? 39

43 Script/Questions 3. How has our organization helped in your career? Script/Questions 4. Do you receive our publications (newsletters)? What are your impressions of these? What topics would you like to know more about? 40

44 Script/Questions 5. (If prospect is a financial contributor) Thank you! Why do you support our organization? Are there particular services we provide/things about our nonprofit that motivate you to give? Script/Questions 6. What do you feel are the top priorities for which our organization should seek financial support? 41

45 Script/Questions 7. Would you consider financially supporting these priorities? Script/Questions 8. Would you be willing, in some fashion, to serve as a volunteer for our organization in our efforts to attract private support? 42

46 Script/Questions 9. Can you name three friends/colleagues who might like to learn more about our organization or who might also be interested in serving as volunteers? Before You Close Use Caution Take Time to Assess 43

47 Pause and Reflect Quick Analysis. Is This Relationship Worth Pursuing? Do You Have a Next Visit/Logical Next Step? Pause and Reflect Are You Prepared To Devote Time/Resources? To Follow Through on Promises? 44

48 Closing Steps Thank the Prospect Confirm Interests/Common Ground Ask Permission to Continue Relationship Secure the Appointment Sample Closing Script "Mrs. Smith, thank you so much for taking the time to answer my questions so thoughtfully. 45

49 Sample Closing Script "Mrs. Smith, thank you so much for taking the time to answer my questions so thoughtfully. I was particularly intrigued to hear about your interest in (name of program) and wondered if you would like to learn more about it. Sample Closing Script "Mrs. Smith, thank you so much for taking the time to answer my questions so thoughtfully. I was particularly intrigued to hear about your interest in (name of program) and wondered if you would like to learn more about it. I'm planning to be back in town next month and would like to bring you some additional information. Do you think Tuesday the 23 rd or Wednesday the 24 th might work better for you?" 46

50 Following Up Following Up Do Your Call/Trip Report Immediately 47

51 Following Up Do Your Call/Trip Report Immediately First To Do Task Thank You Note The Next Visit What Does the Prospect Want to Know? 48

52 The Next Visit What Does the Prospect Want to Know? Who Can Best Tell The Story? (i.e., direct recipient) The Next Visit What Does the Prospect Want to Know? Who Can Best Tell The Story? (i.e., direct recipient) Remember the Prospect Team 49

53 Future Trends Future Trends Electronic Communication 50

54 Future Trends Electronic Communication Special Events Future Trends Electronic Communication Special Events Competition for Major Donors 51

55 Closing Thoughts Quality ID Calls = Future Success Use ID Calls Strategically Build Donor Pipeline Create Transformational Gift Opportunities Planting Seeds Build Donor Loyalty Ultimately, Attract Legacy/Deferred Gifts Thank You! John Greenhoe, CFRE about.me/johngreenhoe 52

56 Coming Next. September 9, :00 2:30 p.m. ET Extreme Social Media Makeover: Nonprofit Edition! Allan Pressel For a listing of the 2014 AFP Webinar Series, please visit our website at in the professional development section. 53

57 CERTIFICATE OF PARTICIPATION I was a participant in the AFP Webinar held August 13, :00 2:30 PM Eastern Opening the Door to Major Gifts: Mastering the Discovery Call Presented by: John Greenhoe, CFRE Full participation in this session is applicable for 1.5 points in Category 1.B Education of the CFRE International application for initial certification and/or recertification. Signed This is for your records only.

58 Association of Fundraising Professionals August 13, 2014 Opening the Door to Major Gifts: Mastering the Discovery Call You may use this form to capture your immediate impressions. Please complete the evaluation online by August 20, 2014 at: EXCELLENT AVERAGE POOR (7) (6) (5) (4) (3) (2) (1) 1. OVERALL RATING 2. CONTENT 3. HANDOUTS 4. AUDIO QUALITY 5. EASE OF REGISTRATION 6. SIMILARITY OF ACTUAL PROGRAM VERSUS ADVERTISED CONTENT 7. VALUE PRESENTER: OVERALL EFFECTIVENESS 8. John Greenhoe, CFRE MY SITE PARTICIPATED AS: A WEBCONFERENCE AN AUDIOCONFERENCE WOULD YOU PARTICIPATE IN ANOTHER VIRTUAL SEMINAR? YES NO WHAT WAS YOUR OVERALL IMPRESSION OF THE EVENT AND THE VIRTUAL SEMINAR FORMAT? ANY ADDITIONAL COMMENTS? NAME (OPTIONAL): SITE LOCATION: YOUR FEEDBACK IS IMPORTANT! YOU MAY COMPLETE AN ELECTRONIC EVALUATION AT

59 Association of Fundraising Professionals 2014 WEB/AUDIOCONFERENCES Educating Fundraisers in the 21 st Century JANUARY 28, 2014, TUESDAY Inbound Marketing: The Latest Techniques To Attract More Donors, Volunteers and Others Allan Pressel JUNE 25, 2014, WEDNESDAY Creative Design for Fundraising Campaigns Derrick Feldmann FEBRUARY 12, 2014, WEDNESDAY Developing Earned Income Streams For Your Nonprofit Mazarine Treyz JULY 10, 2014, THURSDAY Developing a Relationship Management System Jennifer Filla FEBRUARY 27, 2014, THURSDAY Firing Lousy Board Members And Helping the Others Succeed Simone Joyaux, ACFRE JULY 22, 2014, TUESDAY Building Donor Loyalty: How to Double Your Major Gift Revenue Rachel Muir, CFRE MARCH 13, 2014, THURSDAY Millenial Motivation: What Makes Millenials Want To Give S. Michelle Cline, J.D. AUGUST 13, 2014, WEDNESDAY Opening the Door to Major Gifts: Mastering the Discovery Call John Greenhoe, CFRE MARCH 26, 2014, WEDNESDAY The Shifting World of Business and Community Jocelyne Daw, Joe Waters SEPTEMBER 9, 2014, TUESDAY Extreme Social Media Makeover: Nonprofit Edition! Allan Pressel APRIL 9, 2014, WEDNESDAY Creating a Breakthrough Strategy for Your Nonprofit Robert Sheehan, Ph.D., CFRE SEPTEMBER 24, 2014, WEDNESDAY Getting Your Organization Onboard with Fundraising: Weaving a Philanthropic Culture Andrea McManus, CFRE APRIL 24, 2014, THURSDAY Development from the Donor s Perspective Alice Ferris, MBA, ACFRE Jim Anderson OCTOBER 8, 2014, WEDNESDAY Incorporating Stories Into Your Fundraising Program Leah Eustace, CFRE MAY 7, 2014, WEDNESDAY Major Gifts for Small Shops Amy Eisenstein, ACFRE OCTOBER 21, 2014, TUESDAY Fundraising Basics Brian Bonde, ACFRE MAY 20, 2014, TUESDAY Case Studies: 24 Hour Turn Around Campaigns Michelle Conklin, CFRE NOVEMBER 18, 2014, TUESDAY Growth in Giving/Fundraising Effectiveness Project Erik Daubert, MBA, ACFRE JUNE 12, 2014, THURSDAY 6 Figure Fundraising: How to Create and Run Your First $100,000+ Major Gifts Campaign Sandy Rees, CFRE DECEMBER 10, 2014, WEDNESDAY Small Shop Success: Building Something from Nothing Starting a Well-Rounded Development Program Amy Wolfe, MPPA, CFRE CFRE Approved Continuing Education Provider *Please note each Web/Audioconference session offers CFRE points! ** Denotes ACFRE credit Web/Audioconferences will be held at 1:00-2:30 p.m. Eastern / 12:00-1:30 p.m. Central 11:00 a.m. 12:30 p.m. Mountain / 10:00-11:30 a.m. Pacific / 9:00-10:30 a.m. Alaska FEES: $159 (U.S.) per member session; $295 (U.S.) per nonmember session Special AFP Member Bundle - $99 per session when registering for 10 or more programs at one time!

60 AFP 2014 WEB/AUDIOCONFERENCE SERIES January 28, 2014: Inbound Marketing: The Latest Techniques To Attract More Donors, Volunteers and Others Allan Pressel February 12, 2014 Developing Earned Income Streams For Your Nonprofit Mazarine Treyz February 27, 2014 Firing Lousy Board Members And Helping the Others Succeed Simone Joyaux, ACFRE March 13, 2014 Millenial Motivation: What Makes Millenials Want To Give S. Michelle Cline, J.D. March 26, 2014 The Shifting World of Business and Community Jocelyne Daw, Joe Waters April 9, 2014 Creating a Breakthrough Strategy for Your Nonprofit Robert Sheehan, Ph.D., CFRE April 24, 2014 Development from the Donor s Perspective Alice Ferris, MBA, ACFRE and Jim Anderson May 7, 2014 Major Gifts for Small Shops Amy Eisenstein, ACFRE May 20, 2014 Case Studies: 24 Hour Turn Around Campaigns Michelle Conklin, CFRE June 12, Figure Fundraising: How to Create and Run Your First $100,000+ Major Gifts Campaign Sandy Rees, CFRE June 25, 2014 Creative Design for Fundraising Campaigns Derrick Feldmann July 10, 2014 Developing a Relationship Management System Jennifer Filla July 22, 2014 Building Donor Loyalty: How to Double Your Major Gift Revenue Rachel Muir, CFRE August 13, 2014 Opening the Door to Major Gifts: Mastering the Discovery Call John Greenhoe, CFRE September 9, 2014 Extreme Social Media Makeover: Nonprofit Edition! Allan Pressel September 24, 2014 Getting Your Organization Onboard with Fundraising: Weaving a Philanthropic Culture Andrea McManus. CFRE October 8, 2014 Incorporating Stories into Your Fundraising Program Leah Eustace, CFRE October 21, 2014 Fundraising Basics Brian Bonde, ACFRE November 18, 2014 Growth in Giving/Fundraising Effectiveness Project Erik Daubert, MBA, ACFRE December 10, 2014 Small Shop Success: Building Something from Nothing Starting a Well-Rounded Development Program Amy Wolfe MPPA, CFRE This order is for [ ] Live Event, [ ] Download, [ ] CD ($8.95 for shipping in the U.S., $20 for International orders) Four ways to register: Webconferences will be held at 1:00-2:30 p.m. Eastern / 12:00-1:30 p.m. Central 11:00 a.m. 12:30 p.m. Mountain / 10:00-11:30 a.m. Pacific / 9:00-10:30 a.m. Alaska FEES: $159 (U.S.) per member site per session; $295 (U.S.) per nonmember site per session Special AFP Member Bundle - $99 per session when registering for 10 or more programs at one time! Online: Fax: Phone: Mail: Peach New Media, 1100 Circle 75 Parkway, Suite 900, Atlanta, GA Please print clearly (especially the address) Name Member ID# Title Organization [ ] My Site is sponsored by an AFP Chapter Chapter Name Street Address City State/Province Zip/Postal Code Country Phone Fax Can t make a Webconference? Purchase the recorded session as a download or on CD. Call or visit our website at (Payment must accompany registration and must be paid in U.S. funds) Method of payment (check one): [ ] Check enclosed payable to Peach New Media [ ] MasterCard [ ] VISA [ ] AMEX [ ] Discover Card # CVV Code Exp. Signature 3-digit code on back of card Billing Address: City State Zip