Step Four : 2017 Goal Increase Opportunity


So many times we make calls only to get the voice mail.  So let’s turn this into an opportunity.  Here’s a possible message:

“Hi, This is _______.  I am _______ at ___Name of organization________.  I am sorry that I missed talking with you today.  I am calling to let you know we appreciate your commitment to (mission) and your support last year”

“Since we haven’t connected with you this year I am calling to learn more about your interest in (name the mission) and if you would like to continue your partnership serving (name beneficiaries).  Lots can happen in a year and I want to catch up with you to learn more about your interest and your experience this year as a partner serving our community or to answer your questions.”

“If you are willing to have a short conversation please email me (email address) with some times you would be available for a call.”  

“Thank you so much for your commitment and caring for (mission).  We invite you to continue to share in the work.  I hope to talk with you soon.”

Keep it simple and recognize caring and meaningfulness of their commitment.  You do not need to talk about money specifically.

Step Three : 2017 Goal Increase Opportunity

It’s the third and final day of our challenge! Today you’re going to spend some time planning the calls and getting comfortable with the approach.

Here are some things to touch on during each call:

  • Invite them to tell you what they have liked about being a donors.  

  • Ask what they would like to know about the organization.

  • Confirm that the organization views them as partners with others within the organization, making programs possible for beneficiaries.  You want and need their continuing partnership.

  • Share a personal story. Creating human connection is best done through storytelling.

Remember to talk to the donor as a real person who care about the mission….as a friend…partner.  If they want to renew  their support they will.  If they feel you care about their experience ..they will respond.  You will learn why they haven’t continued their support.  

Make the mission and their commitment to it be the focus and reason for your call. Make the call friendly. Be interested and learn from them.

Step Two : 2017 Goal Increase Opportunity

It’s day two of our three day challenge and today we’re going to put some of your research into planning.

Schedule time to make 3-6 calls to donors per day based on the length of your list.

The goal is to connect with about 25 donors per week between now and new year. In 4 weeks that would be 100 donors! Think of the boost you can see to your goal and the mission by connecting with just 5 people per week. Each call should only last about XX minutes with moderate impact on your week. 

Planning the conversation will be important to help you feel comfortable and bring value to the donor. 

It’s ok if the first few calls feel uncomfortable, it’s a normal part of stepping out of the comfort zone! But after a few tries, you’re sure to find it fun and look forward to that part of your day.  

Step One : 2017 Goal Increase Opportunity

Welcome to the first step of the gift increase challenge! Here is your first action:

Make a list of the 2017 donors who haven’t given yet this year.

Prioritize the list based on how many gifts each donor has given.  Fore example, someone who has given 5 gifts would go higher on the list than a donor who has given 1 gift.  Count only gifts given in 2016 or later.

Learn as much as you can about your donors from this data. Make notes next to each person on the list if anything jumps out at you. Think of what you could learn from donors who already have confirmed interest in the mission.