Once a month we’ll be featuring guest posts from Simple Development Systems | Fundraising Solutions for Small Nonprofits members. Blogging for us today is Rachel Ramjattan of Catholic Charities of the Archdiocese of Miami.
After attending Simple Development Systems’ Non-Profit Storytelling webinar presented by Chris Davenport, I scored a $10,000 donation from an existing donor I’d never met personally. You can too!
Want to know the secret? Tell a compelling story passionately in three minutes or less!
Key Elements
1) Select a fantastic project.
You’d be astonished at the amazing things that happen in a nondescript building tucked away next to a noisy freeway in Miami!
– Transitional housing for two-parent families with children
– Life Skills/Strengthening Families coaching to empower low-income people to help themselves
– A track record of success!
2) Ask people your prospect already knows to accompany you to the face to face meeting.
– Our program director and a volunteer accompanied me.
3) Create a Sense of Urgency.
Our annual Dinner & Auction was only 4 weeks away.
– The prospect needed to make a quick decision to maximize the impact of his gift during event promotions.
4) Make a Strategic Award that will open doors to new prospects.
We presented a “Legacy Award” to a priest on the 50th anniversary of his Ordination to the priesthood. He pastors a very affluent parish and provided us with a list of 200 friends. For 10 years he had funded and staffed a weekly feeding program for 80 homeless people at our center.
5) Begin with a Soft Pitch.
Ask the prospect for something simple so he/she can easily say, “Yes”. Our program director hand-delivered his invitation (knowing he always declines). Our volunteer asked him to call a famous childhood friend and invite her to attend. He agreed to make the phone call but said she probably would not attend.
6) Make the deal.
Be passionate, confident, and genuinely happy to make the pitch in one minute or less! Mine went something like this.
– I know you can’t attend but we have a special role just for you.
– Last year we set a fundraising record thanks to a large donation used in a matching gift challenge. Unfortunately, the donor who made that gift is not in a position to do it again.
– This year we have an unprecedented opportunity to put the shelter on a path to sustainability. We will honor Fr. Smith with a Legacy Award on the occasion of the 50th anniversary of his ordination to the priesthood. He is the pastor of a very affluent parish and has invited 200 of his friends to the Dinner & Auction.
– You have the power to diversify our donor base and shatter last year’s record! Your gift of $10,000 would make an excellent matching gift challenge.
We’ve let you off the hook for attending the dinner, but we’re counting on YOU to help us make the most of this opportunity! MEGAWATT SMILE!!!
Without hesitation he said, “Sure!”
After a brief pause this donor said, “Wow, you’re good. I’ve never given so much to someone I’ve never met. You’ve got guts to waltz in here and ask for such a big gift!”
The truth is, I’m not that good. When you know the cause is compelling and the needs are so great, you realize that the worst that can happen is to be told, ‘No’. When you know your prospect is as passionate as you are about helping others, it’s an easy risk to take.
I believe this visit had a positive outcome because:
– The donor was familiar with our work and interested in sustainability.
– The donor knew the program director and volunteer well.
– The ask was made in stages, quickly, and he was feeling good about what he’d heard.
– The donor is passionate about helping others and appreciated the opportunity for his donation to leverage additional funds.
– The entire visit lasted less than 20 minutes!
Craft your story, practice your pitch, get a little help from your friends, and don’t worry, the worst that can happen is NO!
Rachel Ramjattan works in Special Projects for Catholic Charities of the Archdiocese of Miami. She is responsible for fundraising, donor relations, social media, website administration, community outreach and social justice. You may contact her at rramjattan@ccadm.org or (954)618-8151.
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I can’t wait to meet with you personally.
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