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Now Available: Executive Summary (PDF) of My Webinar On ‘Fundraising Climate Change’

iMarketSmart

A few weeks ago I hosted a webinar about Fundraising Climate Change (a term I developed some time ago and included in my book titled Engagement Fundraising ).

When you should NOT conduct face-to-face fundraising

iMarketSmart

Essentially, there are two types of face-to-face fundraising. When fundraising staff meet with highly qualified, major and or legacy gift donors and/or prospects; When part-time staff stand on street corners interrupting passersby asking them to give (I call this ‘street spam’).

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Why You Need Tech-Enabled Donor Discovery

iMarketSmart

For decades, fundraisers have sought a ‘magic box’ to identify the most ideal donor prospects for outreach, relationship-building, and solicitation. Of course they do. Who wouldn’t want one? With a ‘magic box’ a fundraiser could become much more efficient and effective.

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Engagement Calling Metrics for Lead Outreach Associates Tasked With Arranging Meetings With Major Donor & Legacy Donor Prospects

iMarketSmart

Engagement calling, not cold calling! About 1 1/2 years ago I introduced the concept of Engagement Calling as the best way to land appointments with highly qualified, major gift donor prospects (much better than cold calling). But back then I failed to provide metrics for managing the process.

7 Data Points That Prove ‘Fundraising Climate Change’ Is Real And Happening Now

iMarketSmart

What’s in a name? In my book (titled Engagement Fundraising ) I briefly described the changes affecting nonprofits and their fundraising staff. The label I applied to the trend was ‘Fundraising Climate Change.’

Why hardly anyone reads your planned giving newsletter (and what you can do about it).

iMarketSmart

Confusing? Too often planned giving newsletters are written by lawyers and the lawyers at nonprofits think they are just dandy. However, most of your supporters are not lawyers. Did they opt-in? Your planned giving newsletter is designed to educate people about planned gifts, right?

All About Fundraising Climate Change (And What You Can Do About It)

iMarketSmart

The world of fundraising is facing a climate change. For years, the environment has been shifting. The storm clouds have been gathering. I’ve been talking about this for approximately 10 years. And now, finally, the day of reckoning is upon us.

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Musical chairs, your donors, and fundraising?

iMarketSmart

I think fundraisers should recognize that donors are playing a lifelong game of musical chairs. The people you consider to be YOUR donors are circling around many other charities and, from time to time, they ‘sit’ with one that engages them properly and makes them feel good.

Why treating philanthropists like s#!t is hurting our society.

iMarketSmart

From bad to worse. When I first saw the pictures of the flames engulfing Notre-Dame, I thought to myself, “That’s terrible.” ” But now, that the fire has been extinguished, I’m feeling like something else is even worse.

What is donor qualification and why should you care about it?

iMarketSmart

What is donor qualification?

Are you doubling down on stupidity?

iMarketSmart

A client recently told us she was being asked by her leadership to consider cancelling her MarketSmart subscription. . She told us that last year, during Q4, the organization decided to spend more money on Giving Tuesday and its end-of-year marketing.

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3 reasons why I use curse words (but only one that matters)

iMarketSmart

She told me others would say I was unprofessional. I was asked to lead a roundtable discussion at a conference recently. So I did. And afterward one of the attendees approached me as I got a cup of coffee in the sponsorship expo room.

Words 203

How to understand your donor’s consideration process so you generate more major gifts

iMarketSmart

First things first. Too often fundraisers, board members, and nonprofit leaders spend way too much time thinking and talking about their organization’s or their employee’s process for raising major gifts (including legacy gifts).

16 Simple Things Your Best Donors Want

iMarketSmart

Here’s my list of essential major donor needs that you must aim to fulfill: 1. Your best donors want you to do the important work they can’t or won’t do. Your best donors want you to give them the credit and praise for your achievements. They want to be the hero in the story, not you.

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3 tips for your fundraising career

iMarketSmart

Always add value. The best way to ensure that you have a job all the time is to make it a point to consistently try to add value to the lives of all the people with whom you come in contact. Everyone! Always! That includes the waitress, the janitor, and the guy who parks your car.

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Engagement Fundraising in Action with Erin Troia (EF-S03-E03)

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Greg interviews Erin Troia about her “Engagement Fundraising” experiences. Erin recently finished reading an advanced copy of Engagement Fundraising and tried out some of the concepts she read about in the book. Learn more about MarketSmart at [link].

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Thanking vs. Appreciating

iMarketSmart

Mechanized thank you’s. I’ve been thinking that, perhaps, too many organizations have turned thanking into an automated obligation. They realize it’s something they’re supposed to do. So, they do it as cost-efficiently as possible.

What is 3-to-1 Major Gift Fundraising?

iMarketSmart

Let’s face it, your supporters want something in exchange for their cash. But, sadly, many nonprofits don’t give. This compelled me to come up with a simple methodology that I call “ 3-to-1 Major Gift Fundraising.

Beware of the fundraising Illuminati

iMarketSmart

The Illuminati is the name given to real and fictitious secret society groups claiming special knowledge or enlightenment. . In the nonprofit sector, such groups of ‘experts’ exist; make no mistake!

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10 traits of terrible major and legacy gift fundraisers

iMarketSmart

Sadly, I’ve witnessed all of these but I truly believe #1 is the worst. Here are my top 10 traits of terrible fundraisers that drive major donors away: . Showing up late; 9. Failing to do something that was promised; 8. Talking about how great they are at raising money; 7.

A bunch of reasons why January is NOT necessarily the best time to ‘hit your donor’s mailbox’

iMarketSmart

Recently I saw a question posted on a discussion board that was inspired by a blog (NOT mine) titled: WHY YOU NEED TO HIT YOUR DONOR’S MAILBOX FIRST THING IN 2019. The question was: Planned/legacy giving marketing – when do you mail? Here’s the response I posted.

Today I think I’ll take a victory lap. Will you join me?

iMarketSmart

I get things wrong all the time. Back in 1993 when I quit my first ‘real’ job in the newspaper business I predicted printed newspapers would be gone by now. Sure, they are having a hard time these days but they are still kicking!

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The 8 Components of Engagement Fundraising

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There are eight components of my innovative fundraising methodology : 1. Accepting the Pareto principle. We’ve called it the 80/20 rule, but it’s more like the 90/10 rule when applied to fundraising.

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Will You Become an Engagement Fundraiser?

iMarketSmart

For the sake of donors, volunteers, advocates, and members everywhere who want to change the world but need an organization bigger than them to get it done, I sincerely hope you’ll consider becoming an engagement fundraiser.

The Top 3 Reasons Spray-And-Pray Fundraising Communications Fail

iMarketSmart

The traditional spray and pray marketing communications tactics just don’t work. Here’s why: 1. They are Irrelevant. In this day and age, people get bombarded with thousands of messages a day. To cut through the clutter communications must be relevant. If they aren’t they’ll be easily overlooked.

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Top 7 Fundraising In’s and Out’s for 2018

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OUT: Making donors feel bad , twisting their arms, telling them to give ’til it hurts and shaming them. IN: Making donors feel good , treating them like people (not ATM’s), partnering and giving them the value they want.

ROI 206

You Don’t Need Data, You Need Actionable Intelligence

iMarketSmart

You have plenty of data. That data probably includes donation recency, frequency, and monetary value. You might also track involvement information (participation in events, volunteerism, board leadership) and interaction information (notes from discussions collected during donor calls and visits).

Top 2 cringeworthy things some fundraisers say to major donor prospects (and what they might want to say instead)

iMarketSmart

“I’d like to meet you to update you / tell you what we do / tell you what we’ve been doing , etc.” ” I’ve had fundraisers approach me this way. It’s all about them and their organization.

How You Can Build Relationships With More Hi-Value Supporters at Lower Costs

iMarketSmart

Your job is tough! If you’re like most fundraisers, you’re already working hard. You don’t have enough time, you’re pulled in too many directions, and you’re constantly swatting flies. Your board is probably breathing down your neck and your boss is probably on your back!

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Cold calling major donors to arrange appointments doesn’t work— but this method does

iMarketSmart

No one likes getting cold calls and you probably don’t like making them.

Work 205

Follow This Example To See How Automated Cultivation Can Work To Meet Donor Needs.

iMarketSmart

If you were a fundraiser at my alma mater seeking a donation from me for a new building, a progressive campaign might look like this: Step 1 – Awareness. The first step might be an offer (seemingly from you) to see if I’d like a digital version of my yearbook from my graduation year.

10 Ways to Use Body Language to Close More Major Gifts

iMarketSmart

Almost 50 years ago, Albert Mehrabian figured out that our words matter least and our body language matters most in face-to-face communications.

4 types of supporters that self-qualify their interest in being in your portfolio/caseload.

iMarketSmart

If you’ve been reading this blog for a while, you probably know that I think donor surveys are great for qualifying and prioritizing your supporters for outreach.

Too much major and legacy gift fundraising is focused on HOW when it should be focused on WHY.

iMarketSmart

What the heck am I talking about?

Funnel 130

What The Heck Is Progressive Profiling And Why You Need To Do It?

iMarketSmart

It’s about their timing, not yours. Fundraisers, as well as their organization’s leadership and board members, need to come to terms with the fact that donors make decisions based on their timing, needs, wants, desires, and interests, not your organization’s.

It’s too bad that nonprofit leaders and board members thwart risk-taking

iMarketSmart

I think too many in the nonprofit sector fear failure. Unfortunately, that paralyzes people. It prevents them from making decisions and thwarts innovation. In most cases it isn’t the fundraisers fault. They want to take risks.

Let’s treat donors like piggy banks, not ATMs!

iMarketSmart

Stay with me on this. Of course, you can’t expect to get money out of a piggy bank unless you first make deposits. That framework has resulted in positive outcomes for eons. That’s why you should treat your supporters like piggy banks! You, the fundraiser, must make deposits first.

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Why Your Year-End Fundraising Failed To Generate As Much Revenue As You Hoped

iMarketSmart

If your end-of-year ‘interruption’ marketing results were not what you hoped for, perhaps my prediction about ‘ FUNDRAISING CLIMATE CHANGE ‘ ( in my book, Engagement Fundraising ) is finally coming true.

3 simple steps to break your transactional, spray-and-pray fundraising addiction

iMarketSmart

Nonprofits tend to get addicted to transactions. Of course addictions are hard to break. But that doesn’t mean they shouldn’t be broken at all.

Funnel 141

Isn’t it time you leveraged technology so you can be the fundraiser you always wanted to be?

iMarketSmart

Let technology do what you don’t do well. Everyone knows that technology has been the key for innovation in the private sector. But the nonprofit sector is still mostly employing CRM, email, and social media to build relationships with supporters. .

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Top 3 ways to determine whether or not a so-called expert is worth listening to

iMarketSmart

Most people don’t know what the hell they’re talking about. On social media you’ll find a lot of people posting and making comments on posts. At conferences you’ll hear speakers babble on about stuff.

The Four Selfs

iMarketSmart

I think donors like to qualify themselves, educate themselves, involve themselves, and solicit themselves. I call these the “four selfs” of Engagement Fundraising: Self-qualification Self-education. Self-involvement. Self-solicitation. Self-qualification.

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Automated Cultivation vs. “Moves Management”

iMarketSmart

I’ve never really felt comfortable with the phrase “moves management.”. If you’re unfamiliar with the term, it refers to a process Gift Officers or other fundraising professionals use for moving donors from cultivation to solicitation. .