I Love You So Much, I Could Squish You!

Utilizing Stewardship to Create Joyful Donors

Leslie M. Brady, MSWDirector of Development

MUSC College of Health Professions843-792-8547 | BradyL@musc.edu

SCANPO Webinar - September 2, 2015 |

Thank You SCANPO…

for “gifting” me my first rodeo!

A Special Acknowledgement

Expectations

Your Questions

Additional Resources

A Little About Me

A Little About Me

Donor Retention(also known as Donor Love)

It is the single most important thing your organization can do to ensure

your impact is felt for generations to come!

- Dr. Adrian Sargeant

Numbers Don’t Lie!

First-year donor retention rates down

Three of four new donors leave in first year

Costs seven times more to retain new donor!

Why?

Major challenges lie, as always, in the nonprofit culture itself – in its willingness or resistance to change entrenched ways of thinking, acing, and organizing.

-Blackbaud, npEXPERTS, Chapter 1, by Roger Craver

Let’s Fall in Love

Thank you Phone Calls

Love Notes and Letters

Strategic Stewardship

Stewardship Phone Calls

Question for Webinar Participants:

How many of you are making thank you calls to donors?

A Killer Strategy to Increase Donations by 39%!

Organize board members to make thank you calls

After several tries, leave a message

NOT about another gift, stewardship only

Adventurous board member? They can ask why he/she chose to make the gift

Research Findings Penelope Burke, Donor Centered Fundraising

Found that after board phone calls, donors gave 39% more the next time solicited

After 14 months, those called were giving 42% more

Reality Check

Next Best Thing

Stand Out in the Crowd

Engage in Conversations

Dial the Donor

Get Prepared

Tuesday & Thursdays are Best

Check Time Zones

Make the Call – What do I say?

Answering Machine – Not so Fast!

Love Notes & Letters

Resist the Temptation, Please!

To begin your stewardship letters with “Thank You” or “On behalf of…”

Start using “YOU” and “YOUR”

You are a superhero!

You are amazing!

You and your gift raised the bar!

You are incredible!

You made it happen!

Donor-Centered LettersGail Perry, Fired Up Fundraising

Your gift will create….

Your gift will be used for…

You clearly believe in…

We are thrilled that you have joined

us.

Thank you for partnering…

Your participation means so much….

DO’s Gail Perry, Fired Up Fundraising

Be really, really prompt

Get the donors name right and personalize

Have a high-ranking person sign the letter

Show some emotion, positive and upbeat,

charming

Send several thank yous from different people

Mention how the gift will be used

Sign it with a real signature

Include contact name in case donor has

questions

Handwrite and use perfect grammar and

punctuation

DON’TSGail Perry, Fired Up Fundraising

X Don’t start with “On behalf of” or “Dear Friend”

X Don’t ask for another gift

X Don’t keep selling

X Don’t misspell their name

X Don’t go on and on, be concise and ditch the

verbosity

X Don’t be formal or lofty

X Don’t be vague about how the money will be

used

X Don’t sign it yourself unless you the at the top

Strategic Stewardship

Making Magic

Take the time you need - with your team - to strategize about your donors

Without distraction and during a special meeting time - behind closed doors

Create the most meaningful stewardship experience your time and resources allow

Steps You Can Take Today

Drip feed donors

Connect with donors, often

Be personal by sharing specific interests

(segment)

Develop like a good friendship (use the word

“you”)

Have different people connect with your

donors

Always communicate what their money is

doing

Tell your story

843-792-8547 | BradyL@musc.edu

Go forth and create more joyful donors!

Thank You