I’m going to be honest… I really didn’t feel like writing a blog post today.
I have a million other things to do and I didn’t get a great night sleep. I’m more than a little cranky. I seriously considered skipping it this week.
Then I thought about what I teach in terms of raising major gifts… it’s all about sticking with it.
Consistency.
Accountability.
Five hours every week — even when you don’t have time, have a million other things to do, or just don’t feel like it.
Yes, You’re Busy — But That’s No Excuse
With year-end coming, you probably have more than a few things to do. And with the added pressure of raising money by December 31st, major gifts may not seem like a priority at the moment.
However, think back on your commitments — especially if you opted into the Major Gifts Challenge this year.
In the beginning of this year, I made a commitment, too. I committed to posting new content every week on my blog — to bring you best practices, new tools and techniques, and in general, keep you motivated. I pushed myself to prepare a post, even when my time was at a premium.
In the same way, you should push yourself to continue with your major gifts plan. And here are four steps you can take this week to reignite your commitment.
4 Steps to Raise Major Gifts through the End of the Year
To stoke the fire, remind yourself about how much good those major gifts will do for your cause. Here’s what you can do this week, next week, and every week through the end of the year in order to keep your eye on the big prize.
1. Schedule donor visits.
Schedule one or two in-person visits per week with your top donors and prospective donors between now and the end of the year.
- If you have not asked these donors for a major gift yet this year, it’s time.
- If they have already given generously, say thank you. And, let them know how their gift was used.
- If there’s someone on your list you haven’t met yet, make it a priority. Ask their advice about what they love most and least about your organization, and what they would do to make it better.
2. Schedule a board retreat.
Haven’t had a board retreat yet this year? There’s still time to get one in. Or, schedule one for early next year. Plan to provide fundraising training and discussion in addition to strategic planning.
3. Engage your board members.
Pick one activity to engage all board members by the end of the year. Can they make thank you calls or write thank you notes? Will they sign appeal letters?
4. Send Thanksgiving cards.
Plan to write Thanksgiving cards to all your major donors. How can you make them personal and special? Include stories, thank you cards, or pictures from your clients.
What Else Can You Do to Raise Major Gifts?
What are some other things you can do this year to engage your major donors… even when you don’t feel like it?
Share your ideas in the comments below.
Amy,
Thanks for the great advice. However, I am running into the problem of my major gift prospects not returning my calls to set up meetings. I have been reaching out every month but no response. I don’t want to “bug”
them with repeated calls. Any advice?
Keep calling. Call at least seven times – yes, SEVEN. It may seem arbitrary, but it works. Also, make it worth their time, “Name-of-important-person said I should speak with you…” “Your advice on said-topic would be valuable…” If they don’t respond or you can’t reach them after trying seven times, then you can take them off your discovery list or mark them for followup at a later date.
Great advice, Kelly! Seven calls over what period of time… don’t want to cross the line, but I agree with persistence. Good advice about trying to find a connection and asking advice!
What are you saying when you call for a meeting? I’ll do a post on the best things to say in a future post.
Amy, I am experiencing a similar issue as Michelle. I am new to an organization and as the director of development, I’m reaching out to all of our supporters. My response has been low, so far approximately 20%. I’m calling donors if we have their phone numbers, emailing second if no numbers, and if we don’t have the first two I’m even sending cards with a piece about the program
Any suggestions?
Hi Mia,
I know fundraising can be frustrating at times. What are you saying in your calls and emails? Are you calling to ask for their advice or simply to tell them about the organization? I have lots of posts on how to get better response rates and will do more in the future.
Keep at it!
We get many gift-in-kind donations, particularly at holiday time. What is the most effective way to convert those to cash donations? We suspect that these donors feel more secure in knowing that their “in kind” donation will directly help a child in need.
Clearly it depends on what the donations are. Are they used computers? Clothes? Food? If so, they are probably not worth anything in terms of cash. You should only accept what you need or can use (possibly auction or sell, but only if it’s worth the return on your effort). Can you give me an example of what you’re getting?
Amy:
Great, practical website.
This message is in response to Jonathan’s question about in-kind gifts. Have you considered including them in a silent auction for one of your signature events? If you do not have such, perhaps you could create one just to auction the items – especially if they are high-end.