Transforming Prospects Into Donors For Your Nonprofit

If you serve on a nonprofit Board, are the executive director for a nonprofit, or are responsible for raising funds for your nonprofit, The Nonprofit Fundraising Solution, book by Laurence A. Pagnoni is a must-read for you.

Pagnoni bridges the gap between theory and practical methods and shows you (often via real-life case studies) how to:
  • increase your access to wealthy donors
  • raise your community profile
  • stretch gifts
  • operate major campaigns
  • avoid revenue plateaus
  • create a fundraising culture within your organization
  • take specific actions if your Board's core strength isn't fundraising
  • conduct challenge gift campaigns
  • integrate social media into your existing fundraising methods
  • create a planned giving program
When it comes to transforming prospects into donors, Pagnoni suggests you follow these basic five steps:
  1. Get to know your prospect
  2. Get your prospect involved
  3. Ask for a small gift of financial support
  4. Ask them to open their network of contacts
  5. Ask for a major gift
And, during those conversations, ensure you are answering for your donor prospect:
  1. Why this initiative?
  2. Why now?
  3. What will the donor receive? (i.e. "Thanks to you, x more abandoned dogs can be sheltered for another month.")
Pagnoni also recommends that each year, you conduct a Thank-A-Thon, ideally, the week before Thanksgiving.
  • There is no "ask"
  • Have your Board and staff members do the phone calling (provide each caller a list to work from)
  • Encourage each caller to practice before making their first official call
  • Phone on a weekend afternoon or weekday early evening
  • During the call, thank the person for their involvement, membership, donations
  • Have answers ready for questions that may come up about volunteering opportunities,etc.
  • Leave the "thank you message" on a voice mail if you don't reach the person live
During and after your Thank-A-Thon, feel proud when you'll likely hear from many of the people you called that:
  • "You are the only or one of few organizations that's ever called me to say thank you."
Pagnoni has spent 25 years in the nonprofit sector as a fundraising consultant and as executive director of three nonprofit organizations.


Popular posts from this blog

6 Ways To Seek Feedback To Improve Your Performance In The Workplace

Sample Of Solid Business Guiding Principles

Good Sample Business Principles

REI Sets The Example For Creating And Living Core Values

Effective Listening: Do's And Dont's