A harsh reality most fundraisers don’t want to face

iMarketSmart

>> Most planned gift prospects don’t ever want to meet you. What donors value is often their time without you and not their time with you. That’s right. I said it. And I know it’s hard to take.

4 things you need to know to qualify your major gift and planned gift prospects

iMarketSmart

Recommendations: >> 8 Surefire Ways to Run a Successful Fundraising Campaign. >> 7 Key Questions for Qualifying Your Major and Planned Gift Prospects. The post 4 things you need to know to qualify your major gift and planned gift prospects appeared first on MarketSmart, LLC |. What follows are the 4 things you need to know in order to close more gifts faster: 1. Who has the capacity to give. Why they care. When you should reach out to them. What you should say.

Are planned giving prospects on the Internet?

iMarketSmart

I think it’s safe to say that the argument is over— seniors and all other planned giving prospects are on the Internet. Generation” (adults who are currently age 76 and older)1 than among other age groups. generation internet online online marketing seniors

7 key questions for qualifying your major gift and planned gift prospects

iMarketSmart

The funny thing about fundraising is that just about every nonprofit has plenty of data, plenty of prospects, and some even have wealth screened data— so they have plenty of prospects that they know have the capacity to give. Too many fundraisers spend too much time with unqualified prospects. The post 7 key questions for qualifying your major gift and planned gift prospects appeared first on MarketSmart | .

What do you really think about DONOR SCORING?

iMarketSmart

A ranking of a prospect’s ability and propensity to make annual fund, major and legacy donations. A confidence level that the wealth and philanthropy information is correctly matched to a prospect. Here are some types of donor scores I’ve seen: Wealth scores.

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Top 10 Ways You Can Benefit from Conducting a Donor Survey

iMarketSmart

Identify – Decide who your best donor prospects are based on what they say. Generate leads – Get major donor and legacy gift prospects to raise their hands showing interest in giving or volunteering. Understand – Where each donor prospect resides in the consideration process for giving so you focus on those who are ready. Raise money – If you want advice, ask for money. If you want money ask for advice. Surveys raise money.

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Could your volunteers solve most of your fundraising problems?

iMarketSmart

Volunteerism is the gateway drug leading to major giving and legacy gifts. Therefore, your best prospects are probably already in your midst, right under your nose. Proof can be found in the 2016 U.S. Trust® Study of High Net Worth Philanthropy. The study is based on a survey of U.S.

The 4 levels of donor commitment according to Mal Warwick

iMarketSmart

All of these folks are great legacy gift prospects. Direct Marketing Fundraising Lead Generation Major Giving Planned Giving charity blog donor persona examples donor personas donor retention fundraising blog major gift cultivation Mal Warwick planned gift marketing

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19 reasons why nonprofit donor surveys are awesome

iMarketSmart

They help you generate highly qualified leads for major gifts and planned gifts. They help you gather interest among major donor prospects in participation on a committee or in a leadership role (such as a board since that’s a huge way to move them to make a major gift).

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What planned and major gifts officers can learn from Shark Tank

iMarketSmart

Make sure you cultivate your prospects properly so they are ready for the ask (that includes doing your research so you send the right messages to the right people at the right time ).

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Stop swopping your donor lists with other nonprofits

iMarketSmart

This strategy could be catastrophic because many low-level donors make great planned giving prospects. Fundraising Planned Giving Lead generation for planned giving

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4 simple suggestions to improve your planned giving marketing.

iMarketSmart

Here are some really simple suggestions for generating planned gifts. Instead they try to figure out who is a likely planned giving prospect in their current database and they target those folks with letters or newsletters. We have found that you can and should get people to raise their hands and show interest first with acquisition (lead generation) marketing efforts. That means that a lot of people could be worthwhile prospects who rarely get planned giving messages.

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How many LinkedIn contacts do you have?

iMarketSmart

Assuming they work for an organization that has a committed donor base and assuming that they have determined who their prospects are… they simply must have more donor relationships than that!

Consider using the word “consider” more often

iMarketSmart

Therefore, it is important to ask your legacy and major gift prospects if they would consider a legacy or major gift before you actually ask for the gift. Fundraising Lead Generation Planned Giving strategyConsider this.

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The more things change, the more they stay the same

iMarketSmart

They also help fundraisers zero-in on the best prospects. Here’s an ad we created for our little invention ( SurveyGiftmaker ) to inspire fundraisers to see for themselves why surveys are the most powerful way to generate major gifts and legacy gifts at very low cost.

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15 telephone call don’t’s for major and planned gift fundraisers

iMarketSmart

You’re not sorry, and your prospect knows you it. Talk over your prospect – it shows you aren’t listening. Two days ago I outlined my “ do’s “ Today, here are my “don’t’s” Both can be found here on this cheat-sheet. 15 Don’t’s.

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How to prep for your next big ask

iMarketSmart

Review your notes about the prospect (his/her wants, needs, desires and philanthropic goals). Fundraising Lead Generation Major Giving Planned Giving asking for a donation best practices for fundraising How to ask for a donation philanthropy blog

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

iMarketSmart

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). However, they are usually not yet leads and probably not ready for outreach.

7 things about email subject lines that will help you save the world

iMarketSmart

Doing these things will allow you to gain more interest from your prospects: Keep them short and sweet. Firstly, email subject lines are actually headlines. The great advertising legend David Ogilvy once said, “On average, five times as many people read the headlines as read body copy.

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The top 10 reasons why your donor outreach fails

iMarketSmart

Recommendations. >> The Nonprofit Times: Scoring donors and adding prospects. >> 5 thoughts that might lead your supporters to feel donor remorse. It’s boring. #9. It’s impersonal. #8. It’s irrelevant. #7. It lacks emotion. #6. It’s confusing. #5.

Test with email first.

iMarketSmart

And here are some numbers I just received from a real prospective client. VS. Email and landing page lead generation campaign: Strategy/Copy/Design/HTML Code, Test and blast.

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7 Solid Reasons Why You Should Kill Your Printed Planned Giving Newsletter

iMarketSmart

We need to blanket the prospects that have high-planned giving scores. In fact, one of our clients generates planned gifts and leads as a result of the newsletter we produce for them AND they also generate $200,000 in cash per issue.

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Are face-to-face meetings with donors overrated?

iMarketSmart

When I first got into professional sales at Washingtonian Magazine I was taught that the only way to really sell anything was to get face-to-face with a prospect. Instead, I think you need to determine first which donors and/or prospects do want and need to meet with you. Prospects lie. So how the heck are you supposed to raise a lot of money if your prospects are going to lie and you don’t know what value you can provide for them?

What activity metrics you should measure for effective long-term planned giving marketing

iMarketSmart

Here are the activities we recommend you measure for effective long-term planned giving marketing: 1- Lead generation and disclosures. Number of leads generated. Cost per lead generated. Number of highly qualified leads generated.

If you don’t read this right now, you’ll miss out!

iMarketSmart

Perceived scarcity generates demand because we are hardwired to be loss averse. In other words, they aim their scarcity approaches at premium prospects and supporters (major and legacy gift prospects) while providing them with value, exclusivity, and urgency. Related posts: >> 16 Ways to Get a Meeting With Wealthy Donors and Major Gift Prospects. >> After reading that headline, did you feel a sense of urgency?

3 ways to use direct mail effectively in the age of social media

iMarketSmart

MarketSmart has generated millions of dollars for clients with direct mail. Drive respondents online for more information – then give them opportunities to convert into leads. To improve your response rate, you must send highly targeted, relevant offers and information to your prospects. While small postcards are a form of direct mail, they are cheaper to produce and deliver than full-blown direct mail packages or sales letters, and they are great for generating leads.

What to do instead of the crusty old estate planning seminars you run hoping to generate planned gifts?

iMarketSmart

I’m not sure the old-fashioned estate planning seminars really work to generate legacy gifts. Once there, ask them how they think the organization should prepare to serve future generations. Those that come forward will obviously care about the organization’s future— qualified leads. Ask the members how they think the nonprofit should prepare to help future generations.

Cast a wide net for planned gifts.

iMarketSmart

We don’t recommend targeting by age initially but, rather, we recommend building awareness for planned giving and generating leads. Anyone can be a planned gift prospect. Then cultivate the leads you generate with relevant, personalized messages based on interest… not age.

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4 email metrics that matter most for major and legacy gifts

iMarketSmart

3- Time-on-site (time the prospect spent viewing the planned giving pages). 3- And, the number of leads that were generated from each campaign effort. Email Marketing Lead Generation Strategy Uncategorized Fundraising

What to do with wealth screened data that’s “sitting on the shelf” unused

iMarketSmart

They called the prospects but they weren’t ready or interested. Learn who would be willing to introduce you to other wealthy prospects. BASICALLY, SURVEYS HELP YOU GENERATE HIGHLY QUALIFIED LEADS! Wealth screening your data is a good idea! My firm doesn’t provide that service but there are plenty that can help you to determine who among your donors has the capacity to give more.

How MarketSmart Works With Partners

iMarketSmart

They entwine their life story with the organization’s purpose thereby creating a bond that leads to massive giving now and/or after someone’s lifetime. They lead the initiatives. They’ll understand that getting major gift and planned gift fundraisers connected with and in front of major gift and planned gift prospects at the right time, when they are ready to talk and willing to meet, is essential.

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5 reasons fundraisers won’t call their hot leads

iMarketSmart

Here are 5 proven reasons why fundraisers won’t call their leads to ask for donations: Fear of rejection: This is the most common reason for call reluctance. Nine out of ten times, your hot lead will be glad you did. But if you offer your hot leads value when you reach out to them, they’ll be glad you interrupted whatever they were doing. Be real with your hot leads.

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9 content offers that work well to generate planned giving leads

iMarketSmart

In order to generate highly-qualified leads for planned gifts, you’ve got to offer something to your prospects. We recommend information that educates prospects about ways they can leave a gift to your organization. Here are some titles for free reports that we have found generate leads effectively: How to make a gift that costs nothing now.

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Phyllis Freedman’s excellent synopsis of how planned giving target marketing is changing

iMarketSmart

The best prospects for a planned gift (60%) are donors age 40-54. This helps explain why younger donors can be good prospects. Blogging Donors Fundraising marketing Planned Giving Planned giving Planned Giving Marketing strategy Direct Marketing lead generationVery few people write as clearly, concisely and intelligently as Phyllis Freedman (aka- The Planned Giving Blogger).

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The planned giving marathon is all about engagement.

iMarketSmart

Recently someone told me that their organization doesn’t consider a planned giving lead to be a “real lead” unless someone is calling in or requesting specific information about how to definitely leave a gift. Use email, personal letters and social media to engage with your prospects. Bottom line : Get people to raise their hands (lead generation).

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Engagement Fundraising in 7 simple bullet-points

iMarketSmart

Generate leads- Generate highly-qualified leads among people who have a lot of money using a survey. Prioritize- Prioritize the leads (hot, warm, cool, cold, and opt-out). Arrange calls and visits- Reach out to meet with the hot (and some warm) leads. Cultivate- Cultivate the rest of the leads over time with highly personalized, relevant engagement offers that reflect their interests and make them feel good (based on what they said in the survey).

Nonprofits and New Blood

Marketing for Nonprofits

Here are 6 techniques for “filling your fundraising pipeline” and finding new prospective donors online. Requiring a prospect’s first name will enable you to personalize your communications to your new recruits. U se advocacy as a tactic to engage new “leads.”

The difference between wealth screening and wealth appending

iMarketSmart

Put another way, once the list has been ‘distilled’ for potential wealth, then you should further qualify it but not with prospect research. Prospect research is expensive and time-consuming while the best, fastest and most cost-effective way to further qualify your list is actually with donor lead generation and donor self-qualification. Donor lead generation using your refined (‘wealth-screened’ list). First, wealth screening.

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

iMarketSmart

But they don’t work nearly as well as communications that appeal to the majority of donor prospects in the why stages of the consideration process. It’s your supporters and donor prospects who should love your marketing. Your legacy and major donor prospects are no different.

The 8 Components of Engagement Fundraising

iMarketSmart

The bottom line is that your offers shouldn’t always involve an ask for your supporters and prospects to give you money. Focusing on lead generation. At this stage, it’s important to recognize that the most vital part of any lead generation effort is your approach.

Why I Give So Much Away for Free

iMarketSmart

If you don’t know my story, basically I was running a marketing agency for private/commercial businesses focusing on lead generation. How to reach out to major and planned giving prospects using LinkedIn.

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7 More 2013 Nonprofit Marketing Trends That Impact YOU—Part 3

Getting Attention

It’s where most of your prospects and supporters spend their digital time, so you have to be there too. It’s vital for lead generation, and for motivating action. That will lead to smarter and more effective campaigns. 2013 Trends Part One and Part Two.

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Classy … Or Not?

The Agitator

These offerings (basically, business lead generators, about which I’m not complaining) provide some basis for separating the wheat from the chaff, but having been one of ‘them’ I’m hesitant to draw conclusions from what I see from a distance. There’s no substitute for kicking the tires face-to-face as a prospective client. I rarely comment on fundraising businesses.