Re-Prospecting Donors

A Small Change

I’m advocating that if a donor gives a significant gift and then does not give again at that level they should be “re-prospected.” Re-prospecting should be a part of this process.

3 reasons why your donors and donor prospects won’t call you back.

iMarketSmart

Thanks to our system, lots of donors disclosed that they already left her organization in their estate plans and many more donor prospects said they might consider such a gift. The post 3 reasons why your donors and donor prospects won’t call you back. Frustration! Recently I was visiting a customer and one of the fundraisers was very frustrated.

Elusive Prospects

A Small Change

We all have those prospects which we can never get on the phone. It is almost always difficult to connect with a new prospect as nobody likes to receive a phone call from a stranger. If these are prospects that could be movers and shakers for your organization, think carefully about who calls them. Related posts: Nine Cold Prospects Get on the Phone This Thing Called Follow-up Sending on Behalf The Immediate Thank You Call.

Elusive Prospects

A Small Change

We all have those prospects which we can never get on the phone. It is almost always difficult to connect with a new prospect as nobody likes to receive a phone call from a stranger. If these are prospects that could be movers and shakers for your organization, think carefully about who calls them. I had a great question in my post, This Thing Called Follow-up , and I wanted to provide a bit more of a comprehensive response.

3 Ways Prospect Research Can Help Nonprofits Raise More Money at Events

EveryAction

Read on for tips from DonorSearch 's Ryan Woroneicki on how to make prospect research part of your event planning. prospect research eventsDo you have events planned as part of your end-of-year fundraising push?

Prospecting and Asking the Right Questions

A Small Change

Good prospect research can be invaluable but needs to be paired with good question asking. Make sure to check out other posts I’ve done regarding prospect research. It is great to learn house values & business ownerships, etc.

3 Ways Prospect Research Can Help Your Nonprofit Attract More Major Gifts [Guest Post]

EveryAction

Major gift prospects are the heavy weights of the fundraising world. fundraising guest post major gifts prospect research D o some jumping jacks to get the blood flowing. Don’t arch your back. Inhale as you lift. Focus on the muscle group you’re working. Just like lifting more weight, raising more money requires proper technique. You have to want more, strive for more, and do what it takes to attain more.

Why your donor prospects lie to you and won’t accept your outreach

iMarketSmart

Your major gift and legacy gift donor prospects feel the same way. They call the donor prospect and say something like, “I just wanted to thank you” or “I just wanted to update you.” Then, when a customer or donor prospect reaches the desire stage of the consideration process, they’ll be most accepting of one-to-one outreach. You must give to your donor prospects with no expectation of anything in return.

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

iMarketSmart

I guess they figure they’ll ‘wow’ donor prospects into giving because they and their organization are so awesome. Most major donor prospects are not looking for an update.

Prospect Research and the Consideration Continuum with Kelley McGeehan (Season 2, Episode 8)

iMarketSmart

She is a prospect researcher and in this episode we get a chance to explore why prospect research is valuable, the consideration continuum, why some organizations fail even with the right data at the right time and much more. You can also listen to episode 15 of the How I Built My Fundraising Consultancy podcast for a different discussion that dives into how she built her business as well as some more prospect research topics. Prospect researchers and MarketSmart [19:46].

I Am Not A Prospect

A Small Change

I am not a “prospect&#. But, please don’t call me a prospect. To me, the word “prospect&# minimizes my potential contribution to your organization by narrowing it to a single concern. It implies a one-dimensional relationship that, at its worst, just involves the “prospect&# of a donation. Each time I read the term “prospect&# in non-profit-related literature, I wince a little… and feel somewhat objectified.

Quality vs. Quantity: Which is better for selecting fundraising prospects?

iMarketSmart

>> The 3 types of planned giving prospects. >> The post Quality vs. Quantity: Which is better for selecting fundraising prospects? I’ve always felt that nonprofits spend way too much time and money looking at historical donor data to try to predict future giving.

[Guest Post] Improve Your Nonprofit’s Fundraising with Prospect Research

Fundraising Coach

I''m pleased to welcome Bill Tedesco, founder and CEO of DonorSearch , my favorite prospect research tool. Prospect research is so vitally important to successful nonprofit fundraising. Improve Your Nonprofit''s Fundraising with Prospect Research. What is prospect research?

Nine Cold Prospects

A Small Change

The Art of Phone Follow Up Question: Who’s a Good Prospect? There are a number of different theories on cold calling. Very rarely will you meet someone who enjoys cold calling but if it works 1 time out of 10, then you are bound to try it again. One theory on cold calling is that it is a great tool to reach into new markets where you do not have any connections. If you do not know people in a specific neighborhood, then one of the only ways to reach out to them is through a cold call.

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. Here are some findings from the recent Pew Research Center’s study (released in June 2012) : Half of adults age 65 and older are online.

How to Reach Out to Your Major or Legacy Gift Prospects Using LinkedIn

iMarketSmart

Next, you send a letter to your prospect and promise to follow it up with a phone call. But first, some of you might doubt that LinkedIn will really work to help connect you with prospects. Your prospects are using LinkedIn. Just click on your prospects’ profile.

Do You Have a Whites-Only Prospect List?

Non Profit Marketing 360

The post Do You Have a Whites-Only Prospect List? Cartoon by Thomas Nast. Roger Craver, whose blog isn’t called “The Agitator” for nothing, has laid out a provocative question to fundraisers: Are you making the same demographic mistake as the Republican Party ?

Who is a nonprofit major gift prospect?

Get Fully Funded

Who Is A Major Gift Prospect ?? The wrong assumption that many people make — and one that can become a major time waster — is that an organization’s prospect list should contain the names of every conceivable wealthy person. But the distinction is whether they are likely to become “prospects.”. You can have a long list of wealthy people, but unless they meet the criteria, they’re not “Prospects.” Thanks to my guest Hank Lewis for today’s post.

You’ve got leads (identified major donor prospects) but are they ‘outreach-ready’?

iMarketSmart

During our chat, I told her that most ‘identified’ major and planned gift prospects need to be cultivated before outreach. We train them to reach out to prospects as soon as they’re identified.” The post You’ve got leads (identified major donor prospects) but are they ‘outreach-ready’? People and vendors in our sector talk a lot about identifying donors, but getting them ready to meet with you is a different story.

10 Ways to Deliver Value to Your Major Donors and Planned Giving Prospects

iMarketSmart

Draw out these feelings and your major and planned gift prospects will get more value out of the interactions they have with you and your organization. The post 10 Ways to Deliver Value to Your Major Donors and Planned Giving Prospects appeared first on MarketSmart.

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.

Most planned gift prospects don’t ever want to meet you

iMarketSmart

Most planned gift prospects actually don’t ever want to meet you. The post Most planned gift prospects don’t ever want to meet you appeared first on MarketSmart | . That’s right.

What’s stopping you from communicating with your legacy giving prospects?

iMarketSmart

Getting a single email, letter or telephone call out to a legacy giving prospect isn’t always easy. In fact, with all we have to do each day, it’s downright challenging (at best) or even, sometimes, impossible (at worst).

Question: Who’s a Good Prospect?

A Small Change

It is tremendously difficult to understand who to prospect and who not to prospect. How do you figure out who is a good prospect? How can I most appropriately use my time in prospecting and talking with donors? Donor Prospecting- What is the Point? Prospecting and Asking the Right Questions Prospecting New and Existing Donors. Tags: Prospecting Questions I Have

Acquisition: Prospecting Hope For Small Organizations

The Agitator

Ann clearly documented what I suspected: that for a small, local nonprofit it was nearly impossible to build a prospecting campaign using standard donor response lists in either the rental or exchange market … but successful modeled lists can be built.

Why Marketing Only to Older Planned Giving Prospects is a Bad Idea

iMarketSmart

One of the most foolish things a nonprofit can do is to only focus their planned giving marketing efforts on older prospects. And focusing only on older prospects is a bad idea. The post Why Marketing Only to Older Planned Giving Prospects is a Bad Idea appeared first on MarketSmart.

How to Get Prospects and Supporters to Your Website

Getting Attention

As useful, timely and engaging as your organization’s online content and community may be, there are a finite number of folks who will come to your site directly — through a reference from a friend or searching for your organization by name.

Engage Prospects With Visual Content

The Agitator

From Marketo , seven reasons why visual content is more compelling than text … Less Time – According to a 3M Corporation study, we process visual information 60,000 times faster than text. In an age when grabbing someone’s attention in an instant is critical, visuals work. Less Complicated – Complex material can often be presented more simply through visuals. A common example is the “quick setup guide” your digital camera came with.

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 | .

10 Ways to Deliver Value to Your Major Donors and Planned Giving Prospects

iMarketSmart

Draw out these feelings and your major and planned gift prospects will get more value out of the interactions they have with you and your organization. The post 10 Ways to Deliver Value to Your Major Donors and Planned Giving Prospects appeared first on MarketSmart.

10 Ways to Deliver Value to Your Major Donors and Planned Giving Prospects

iMarketSmart

Draw out these feelings and your major and planned gift prospects will get more value out of the interactions they have with you and your organization. The post 10 Ways to Deliver Value to Your Major Donors and Planned Giving Prospects appeared first on MarketSmart.

How to increase the likelihood that your major or legacy donor prospects will engage in a meaningful conversation with you by 700%

iMarketSmart

I believe major and legacy gift fundraisers reaching out to donor prospects in a timely manner will garner the same results— they'll be 700% more likely to have a meaningful conversation with them. You’ve got leads (identified major donor prospects) but are they ‘outreach-ready’? The post How to increase the likelihood that your major or legacy donor prospects will engage in a meaningful conversation with you by 700% appeared first on MarketSmart, LLC |.

Finding Prospects, Building Relationships, Enticing Investors

Fundraising 123

An easy way to find your best qualified prospects are to look at the three P''s: priorities, programs, and projects. Set your priorities and have a master prospect list ordered in importance. Ordering a prospect list alphabetically won''t do you much good if your best prospect''s last name begins with a "z." What about the 10 best prospects after that, and the 20 best after that?

Donor Research: 7 Tools for Creating a Prospect Profile

Fundraising Coach

A good practice is to run yourself through the prospecting tool first. Creating a Donor Prospect Profile. Record all the pertinent information on the address, contact, spouse/partner, and background information fields of your prospect profile. Google the prospect’s name.

How to make the initial engagement with a planned giving prospect.

iMarketSmart

Recently on the Smart Planned Giving Marketers group on LinkedIn , a member of the group asked the following about making the initial engagement with a planned giving prospect: “How can I be honest about my intention (to discuss planned gifts) without scaring them away?” And I don’t think you are being dishonest by not doing so because, in fact, at this stage you should merely try to build a relationship with that prospect and uncover their needs.

Why you need to focus on the most qualified donors

iMarketSmart

They don’t just identify prospects with wealth screening. They don’t even care if a prospect gave to a similar organization. Focus. Because… the world is quickly becoming one that has fewer donors giving more.

Newsletter: How to Identify & Research Corporate Prospects ; Six Retailers to Add to Your Prospect List ; Wounded Warriors Loses $90M

Selfish Giving

We're ready to tackle our third goal of the year, which readers identified via a survey back in January: how to identify and research corporate prospects. To address this topic, Catalist's Brittany Hill and I are hosting a FREE webinar on identifying and researching corporate prospects.

August Webinars: Email Prospect List, Personality, Low Budget, Donate Pages

Kivi's Nonprofit Communications Blog

Learn how to build your nonprofit’s fundraising prospect email list through proven paid marketing options. Here is our August webinar lineup. As always, webinars are $35 each or you can attend as many as you want in a 12-week period with the All-Access Pass for $97.

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7 simple steps to qualify your donors

iMarketSmart

7 key questions for qualifying your major gift and planned gift prospects. Fundraising charity blog cultivation for major gifts cultivation for planned giving donor cultivation donor prospect qualification process donor qualification questions donor qualification visit fearless fundraising major gift fundraising Philanthropy qualified donor qualifying donors for major gift caseloads qualifying major gift prospects Strategy what is qualification in fundraising

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How to prospect and qualify major donors with Jeff Scheifels- Free Webinar

Wild Woman Fundraising

“How to Prospect and Qualify Major Donors for Your Nonprofit,” September 23rd, 10am PT -11am PT, and learn how to find major donors for your nonprofit! What is prospecting? Prospecting means looking for new major donors outside of your current list of donors.

5 Inventive Ways Donor Data Can Boost Your EOY Fundraising

EveryAction

To use your data to innovate your fundraising strategy, you can: Perform prospect research. Perform prospect research. Prospect research can help you identify donors with higher giving potential, including major donor prospects.

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Is donor qualification more important than donor identification?

iMarketSmart

You might have a team behind you that conducts prospect research. 7 key questions for qualifying your major gift and planned gift prospects. Identification.

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Acquisition: 16 Reasons Your Prospecting Is Running Out Of Gas

The Agitator

Your prospecting returns are dropping … running out of gas. You’re starving your prospecting program investment-wise. P.S. In your experience, why else has prospecting run out of gas? What’s the problem? Here are some reasons I can think of. If it’s been happening for awhile … a longer-term trend. The worst news possible … your cause/mission/strategy is simply losing relevance and importance to an otherwise well-targeted audience.