News

Tip Sheet #1:  11 Simple Secrets to Fundraising Success

• Create your “elevator speech” and share it will all staff and board.  Describe your organization’s mission clearly and succinctly, as if you were in an elevator and had only the time it takes to go between floors to make your pitch.  
• People read the first paragraph and the end of a letter first (and may not bother with the rest).  Make sure the opening paragraph of your fundraising letter is short, punchy compelling and include a PS at the end telling the donor what you want him or her to do. 
• Be a story-teller.  Examples from a client’s life or other real experience are the best way to make what you do come alive to a funder.  You can back it up with statistics, but don’t lose the personal message.  
• Say thank you well and often.  The thank you is the first step toward the next gift.  Send a personalized letter with a real signature and get it out quickly.  Never send another request until you’ve thanked them for the last gift.
• Media relations are a free way to support fundraising.  The story about the family in the homeless shelter at Christmas will compel people to give.
• Look at who gives in America – individuals give more than 80% of the charitable gifts; foundations about 12% and corporations only 5%.  Are you concentrating on the areas with the smallest chance of return? 
• Bequests account for about 8% of individual giving.  Everyone on your mailing list is a prospect for planned giving because the fact is, we’re all going to die.  Encourage them to consider naming your organization in their will.
• Be specific in your requests.  Tell the donor how their money will be used, what will be accomplished; don’t just make a general plea for money.  People like to know what they’re giving to. 
• Donors are savvy today and want to know about administrative and fundraising costs.  If yours are low, find a way to work that into your material.  If they’re not, get together with your finance manager and look at where expenses are being charged to make sure legitimate program expenses are not ending up in the administration column.
• Fundraising isn’t rocket science.  There are models to follow in proposal writing, in conducting donor acquisition and renewal, in planning and executing special events.  Take advantage of the educational opportunities out there to develop the expertise you need to expand the range of your fundraising activities.
• Every board member should know before they join, that they are expected to make a donation that is significant for them.  But staff shouldn’t be soliciting board members.  Peer to peer solicitation by board members who have made gifts is essential.
• 11.5 Bonus tip:  Tell that board member who says, “I can’t ask my friends for money because then they’ll ask me to support their causes,” that the same thing happens to you.  You tell your friends you make a donation in an amount you can afford and that your friends understand and accept that.   If you can do that, so can they.