Jacque Schultz Sr Director ASPCA Equine Fund Twenty percent of your donors will provide Eighty percent of your donor revenue Who Are Your Major Donors Analyze last years donations How many donors ID: 469334
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Slide1
Courting Major Donors
Jacque Schultz
Sr. Director, ASPCA Equine FundSlide2
Twenty percent of your donors
will provide
Eighty percent
of your donor revenue Slide3
Who Are Your Major Donors?
Analyze last year’s donations:
How many donors?
What was the median size of the
gifts you received?How often did they give?Identify the top 20% of donors & gift sizeSlide4
Past Donors Are Your Best Bet
for Future Giving…Slide5
…As Long as You Do 2 Things
Thank them properly
Tell them how their money has been spentSlide6
Courting Is a Process
Identify targets & timeline
Determine a common link
Research targets
Let the courting begin...Slide7
Courting a Major Donor
Invite them to a major event
Next, a meet & greet
The Call: Answers & Advice
Private Tour? Volunteer Opportunity?The ASKSlide8
The ASK
Small talk
Brief review of why support is necessary
Ask for the amount
Wait for a response
Respond accordinglySlide9
Yes, No or Maybe…an exercise
Break into groups of 4 and then pair up.
Determine who will be the common link and who will be the ED, divvy up parts & practice what you’ll say.
Re-join & determine which team will make the ask and who will be the donor prospect. 4
th person serves as observer to provide feedback.Make the ask.Determine next steps.
Report out to room.Slide10
Becoming Engaged
Letter of Intent
Thanks
Promotion of Gift
Report
The Next AskSlide11