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What donors want-and how to give it to them

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Laura Waller Miller
Laura Waller Miller

Too often, the only question a fundraiser has about a prospective donor is: "How much can I ask him for?" When we don't focus on the passions and vision of donors, we are leaving a lot of money on the table . . . But many fundraisers are unskilled and lacking in confidence on how to talk about these deep, personal issues. Join Laura Waller as she focuses on a few pages from Micheal J. Rosen's Book - Donor-Centered Planned Gift Marketing. We will discuss What People Want - and how to give it to them! Gain the clarity that leads to increased income for your nonprofit . . .

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What donors want . . . . . . . And how to give it to them Laura Waller-Miller
Chapter 3 (C)Copyright2014,LauraWallerMiller
Motivation - Inspiration Motivation (inside the donor) What drives the donor Emotion-based - - - Lifetime of background 8 classes of motivation / background Jay Steenhuysen Inspiration (communication WITH the donor) Encouraging donors to take desired action Story-based About Satisfaction for the DONOR Manipulation Being sold Product based About money (C)Copyright2014,LauraWallerMiller
Trust Credibility Reputation Organization Development professional Personal connection K-L-T model Community Network (C)Copyright2014,LauraWallerMiller
Clarity Clear, simple messages Themes Stories Values, ideas Unifying strategies Identity What is the organization doing The organization is effective The organization is competent Real-life impact (C)Copyright2014,LauraWallerMiller
Stability - Longevity Success Security Growth Low risk Firm foundation Adaptable structure Low turnover (C)Copyright2014,LauraWallerMiller
Satisfaction Donors want to feel Successful Significant Secure (C)Copyright2014,LauraWallerMiller
8 -Fold Path to Satisfaction Different communication for different motivations Build trust, clarity Communicate Stability and Longevity Establish a recurring experience of satisfaction (C)Copyright2014,LauraWaller Miller
8-Fold Path to Satisfaction Charitable Intent Values Leverage Role Model Family Philanthropy Expert Legacy Significance Its NEVER about MONEY!!!! (C)Copyright2014,LauraWaller Miller Thank you, Jay Steenhuysen of PPP for this list of donor motivations.
Build the story . . . The story of ME The story of US The story of NOW 8 discernment questions to get the ball rolling Decision Action (C)Copyright2014,LauraWallerMiller
. . . Back it up! Engaging experiences Building the community around your cause Systems, operations All levels of donors Advisors + Fundraisers (C)Copyright2014,LauraWallerMiller
(C)Copyright2014,LauraWallerMiller O - Overarching vision of the organization and partners P - Purpose of the collaborative plan U - Unifying Strategies : 3- 5 (not 35!) S - Scorecard for Significance: meaningful metrics POP = Playbook of productive action : integrating the unique skills of the entire team - - - EXECUTION
(C)Copyright2014,LauraWallerMiller SYSTEMS / OPERATIONS / STRUCTURE Trends & Stories Community & Networks Discernment & Decision 3 Unifying Strategies
(C)Copyright2014,LauraWallerMiller If you give me a fish, then you have fed me for a day
(C)Copyright2014,LauraWallerMiller If you teach me how to fish . . . . . . then you have fed me until the river is contaminated or the shoreline is seized for development.
(C)Copyright2014,LauraWallerMiller But if you teach me to ORGANIZE . . . . . . then whatever the challenges, I can join together with my peers and we will fashion our own response.
OPUS + POP Do it for me (give a fish) Custom Consulting Do it with me (give a fish / teach to fish) Team Facilitation Let me figure it out (give a fish / teach to fish) Unleashed Abundance eBook / Manual Show me how to ORGANIZE Unleashed Abundance Community (C)Copyright2014,LauraWallerMiller
Unleashed Abundance Cohort Process for rapid growth Community of mutual support Handbook / manual Videos Group coaching LIVE! Conference 12 weeks + 12 months OPUS POP Stories /Community/ Structure (C)Copyright2014,LauraWallerMiller
Are you surviving or thriving? Coaching What is the most significant obstacle preventing you from experiencing even more success? www.liveninja.com/lauranne/ FREE session to get started Unleashed.abundance@gmail.com Unleashed Abundance New tools that you can apply immediately to improve relationships with donors, family and friends Process that leads to undeniable fundraising success. Access to a members-only community of resources and on-going support http://Unleashed-abundance.kajabi.com http://philanthropy2.wordpress.com (C)Copyright2014,LauraWallerMiller

More Related Content

What donors want-and how to give it to them

  • 1. What donors want . . . . . . . And how to give it to them Laura Waller-Miller
  • 3. Motivation - Inspiration Motivation (inside the donor) What drives the donor Emotion-based - - - Lifetime of background 8 classes of motivation / background Jay Steenhuysen Inspiration (communication WITH the donor) Encouraging donors to take desired action Story-based About Satisfaction for the DONOR Manipulation Being sold Product based About money (C)Copyright2014,LauraWallerMiller
  • 4. Trust Credibility Reputation Organization Development professional Personal connection K-L-T model Community Network (C)Copyright2014,LauraWallerMiller
  • 5. Clarity Clear, simple messages Themes Stories Values, ideas Unifying strategies Identity What is the organization doing The organization is effective The organization is competent Real-life impact (C)Copyright2014,LauraWallerMiller
  • 6. Stability - Longevity Success Security Growth Low risk Firm foundation Adaptable structure Low turnover (C)Copyright2014,LauraWallerMiller
  • 7. Satisfaction Donors want to feel Successful Significant Secure (C)Copyright2014,LauraWallerMiller
  • 8. 8 -Fold Path to Satisfaction Different communication for different motivations Build trust, clarity Communicate Stability and Longevity Establish a recurring experience of satisfaction (C)Copyright2014,LauraWaller Miller
  • 9. 8-Fold Path to Satisfaction Charitable Intent Values Leverage Role Model Family Philanthropy Expert Legacy Significance Its NEVER about MONEY!!!! (C)Copyright2014,LauraWaller Miller Thank you, Jay Steenhuysen of PPP for this list of donor motivations.
  • 10. Build the story . . . The story of ME The story of US The story of NOW 8 discernment questions to get the ball rolling Decision Action (C)Copyright2014,LauraWallerMiller
  • 11. . . . Back it up! Engaging experiences Building the community around your cause Systems, operations All levels of donors Advisors + Fundraisers (C)Copyright2014,LauraWallerMiller
  • 12. (C)Copyright2014,LauraWallerMiller O - Overarching vision of the organization and partners P - Purpose of the collaborative plan U - Unifying Strategies : 3- 5 (not 35!) S - Scorecard for Significance: meaningful metrics POP = Playbook of productive action : integrating the unique skills of the entire team - - - EXECUTION
  • 13. (C)Copyright2014,LauraWallerMiller SYSTEMS / OPERATIONS / STRUCTURE Trends & Stories Community & Networks Discernment & Decision 3 Unifying Strategies
  • 14. (C)Copyright2014,LauraWallerMiller If you give me a fish, then you have fed me for a day
  • 15. (C)Copyright2014,LauraWallerMiller If you teach me how to fish . . . . . . then you have fed me until the river is contaminated or the shoreline is seized for development.
  • 16. (C)Copyright2014,LauraWallerMiller But if you teach me to ORGANIZE . . . . . . then whatever the challenges, I can join together with my peers and we will fashion our own response.
  • 17. OPUS + POP Do it for me (give a fish) Custom Consulting Do it with me (give a fish / teach to fish) Team Facilitation Let me figure it out (give a fish / teach to fish) Unleashed Abundance eBook / Manual Show me how to ORGANIZE Unleashed Abundance Community (C)Copyright2014,LauraWallerMiller
  • 18. Unleashed Abundance Cohort Process for rapid growth Community of mutual support Handbook / manual Videos Group coaching LIVE! Conference 12 weeks + 12 months OPUS POP Stories /Community/ Structure (C)Copyright2014,LauraWallerMiller
  • 19. Are you surviving or thriving? Coaching What is the most significant obstacle preventing you from experiencing even more success? www.liveninja.com/lauranne/ FREE session to get started Unleashed.abundance@gmail.com Unleashed Abundance New tools that you can apply immediately to improve relationships with donors, family and friends Process that leads to undeniable fundraising success. Access to a members-only community of resources and on-going support http://Unleashed-abundance.kajabi.com http://philanthropy2.wordpress.com (C)Copyright2014,LauraWallerMiller