Happy Groundhog Day! It’s become my Groundhog Day tradition to repost my 2008 post: Fundraising Secret #11: Don’t Be A Ned. Enjoy! (And don’t be a Ned!)

Does this sound like your fundraising efforts?

Ned: Phil? Phil Connors? Phil Connors, I thought that was you!

Phil: Hi, thanks for watching. [Starts to walk away]

Ned: Hey now, don’t you tell me you don’t remember me ’cause I sure as heckfire remember you.

Phil: Not a chance.

Ned: Ned… Ryerson. “Needlenose Ned”? “Ned the Head”? C’mon, buddy. Case Western High. I did the whistling belly-button trick at the high school talent show? Bing. Ned Ryerson, got the shingles real bad senior year, almost didn’t graduate? Bing, again. Ned Ryerson, I dated your sister Mary Pat a couple of times until you told me not to anymore? Well?

Phil: Ned Ryerson?

Ned: BING!

Phil: Bing.

Ned: Do you have life insurance, Phil? Because if you do, you could always use a little more, I mean, who couldn’t? But let me tell something – I got’s a feeling [whistles] you ain’t got any. Am I right or am I right or am I right? Right, right right.

I crack up every time I see this scene!

Phil is so completely self-absorbed and utterly uninterested in Ned, let alone what Ned’s selling. And Ned’s so completely absorbed with selling insurance, he’s not reading Phil’s very clear signs of indifference.

Please, don’t be a Ned.

Our donors have had it “up to here” with marketing and sales and promises from people that don’t care about them.

Learn to care.

Our donors, like us, are real people with real concerns about real lives. And your nonprofit isn’t at the center of their real lives. Nor should it be.

It’s our job to help get our organization on their radar screen. But rather than going after anyone that can fog a mirror, it’s more helpful for your fundraising efforts to figure out what type of person already gives to you.

• Men or women?
• WWII generation? Silent Generation? Boomer? Xer? Millenial?
• What draws them to your mission?
• How are they first introduced to your organization?

I’d venture to guess it’s not by accosting them on the street in the middle of a cold February day. (Or on the phone. Or in the mail.)

So as you start this new year, commit to taking the time to do the hard research to get to know your current donors. And commit to engaging with donors and donor prospects to get to know them, and to let them get to know you, before you ask.

And whatever you do, please, don’t be a Ned!

(c) The Fundraising Coach, LLC

Know you should be fundraising but just need a little kick? Sign up for the weekly Fundraising Kick!

Other Possibly Related posts:

1. A Salute to Ground Hog Day
2. How are the 100 Days?
3. Fundraising Secret #11: Don’t be a Ned

The first month of the year is gone! Now is a great time to review your goals. (I have blogged about goal setting here.)

As you review your goals, you may find your behind on some. Creating a road map will help jump start those goals.

To create a goals road map follow this simple 5-step process:

1. Write out your goal

   What is it you want to accomplish? Make sure the goal is worded so that it is:

   • Specific
   • Measurable
   • Action oriented
   • Results oriented
   • Time sensitive

   Remember, a goal without a deadline is only a fantasy!

2. List out what steps have to happen

   Take the time to list out everything that needs to happen in order to accomplish the goal. Add a date by when each step needs to happen so you can reach your goal on time.

3. List out everyone who can help with each step

   After each step, list out the strategic alliances, people, and resources that can help make it happen. Do you need a department directors help in getting a step done? List her name. Is there an association or committee that can help with the next step? Write it down. Will a class or book help? Write that down too.

4. Brainstorm obstacles that might occur

   What could stand in your way of accomplishing your goal? Right down as many obstacles as you can think of.

   I used to think this was a bad idea. Why use imagination so negatively?

   But now I see this is realistic. Obstacles always happen when someone attempts a goal worth pursuing. Listing them out neutralizes them, helping us keep up our momentum. So get them on paper. And list out the people that can help you overcome them.

5. Write the name of your coach or accountability person

   Sometimes we can be our own worst enemy when we’re trying something of value. Having a person outside of our organization who’ll hold us accountable for our goals is invaluable. We are less likely to make excuses to them than we are to make them to ourselves.

This process works as well for accomplishing professional goals as it does for creating solicitation strategies for top major gift prospects!

Following these steps will help make sure you can cross out your goals as “achieved”!

To get the free MagnetGoals ecourse, or to purchase the workbook, go to: http://fundraisingcoach.com/magnet-goals/

(c) The Fundraising Coach, LLC

Know you should be fundraising but just need a little kick? Sign up for the weekly Fundraising Kick!

Other Possibly Related posts:

1. Writing goals and focusing your subconscious
2. Creating Donor Evangelists: Create Community
3. Creating Donor Evangelists: Create a Cause

[Warning: Rant in progress]
In my book Ask Without Fear!, I encourage fundraisers to PYITS–put yourself in their shoes. Thinking like the donor or prospect can save you lots of embarrassment in the process of asking for money.

But never forget: you are not your perfect donor

Your major gift donor prospects are not on the same life trajectory as you. They have different life goals, work patterns, and values. This is good. This is why they are in a financial place for you to be talking to them.

So listen to what they want.

Based on my trainings around the world, 70-75% of the people reading this blog are outgoing, gregarious extraverts who love to be recognized. Don’t assume your donor wants their name up in lights. They may simply want a note of thanks from the CEO. Or maybe a quiet coffee with her.

On the other hand, if you tend to be more introverted and detail oriented, remember that your donor may indeed want to have his name listed as prominently as possible. Or to be recognized at a big gala.

Today, take off your ear muffs

Even if you could never conceive of anyone really wanting “that” [splashy recognition, quiet recognition, whatever], listen to what the donor wants.

As you go through your day today, take off your ear muffs to listen. It might even help to stop at the donors office door and pantomime taking off ear muffs.

You’ll be able to raise alot more money when you remember that you really aren’t your perfect donor.
[The rant is now over]

How do you stop assuming you know and really listen? Tell us in the comments!

(c) The Fundraising Coach, LLC

Know you should be fundraising but just need a little kick? Sign up for the weekly Fundraising Kick!

Other Possibly Related posts:

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2. Rant in progress: You’re going to have to ask!
3. Fundraising Secret #16: ALWAYS be interested in the donor as a PERSON

In the United States we’re honoring the life of Martin Luther King, Jr.

I’m sure many people will be posting about the “I have a dream” speech. I get so inspired reading his speech.

We in the nonprofit world sure know about dreams! We see the world both as it is and as it can be. So much of our job is telling people that story.

But MLK’s life wasn’t just telling stories. He did the work. He marched. He went to jail. He put himself in harms way.

While I hope we get inspired about dreams and a free and equal world, I really hope we all get inspired to do action.

Tough action.

What kind of tough action are you willing to take this year to make the world better?

Let us know in the comments what you’ll do. I hope you’ll consider asking more!

(c) The Fundraising Coach, LLC

Know you should be fundraising but just need a little kick? Sign up for the weekly Fundraising Kick!

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Whether you love or hate New Year Resolutions, millions of people use January 1 to start new habits.

As a result, I’ve been asked by several bloggers and magazines what New Year resolution I would suggest people make. My answer for nonprofit folks? Ask more.

If you could do only one thing this year

As I’ve worked with nonprofits over the last year or two, I’ve noticed a tendency to do everything but ask. Don’t get me wrong. I believe in developing donors and engaging prospects and thanking supporters. I think it’s good to learn how to tell their story effectively. These are all great and they’re vital for a robust development effort.

But you don’t have a development effort if you don’t ask for money.

As a fundraiser, not asking for money is tantamount to malpractice.

Your job is to raise money.

• “Getting word out” about your nonprofit is nice, but it isn’t enough.
• Sitting back hoping the letters you sent inspires people to give isn’t enough.

You need to ask people to take the specific action of giving money.

You need to ask them. Get on the phone. Set up solicitation appointments. You can even use fundraising events, provided you make an ask!

Get passionate about asking

I’m passionate about asking. I’ve written alot about asking on this blog. Check out http://fundraisingcoach.com/category/asking/

I even started FundraisingKick to help give people the kick they needed to get out the door!

I’m convinced that as you get some more positive asks under your belt, as you see donor’s eyes light up with excitement about being able to invest in your cause, you’ll get addicted to asking!

Whether you believe you’ll ever get addicted to asking or not, this year commit to getting better at asking! The people you serve will reap the reward of your effort!

(c) The Fundraising Coach, LLC

Know you should be fundraising but just need a little kick? Sign up for the weekly Fundraising Kick!

Other Possibly Related posts:

1. 3 New (fiscal) Year Resolutions
2. Year-end fundraising through the mail
3. Start your year-end fundraising letter strategy today!

People love deadlines

This week is a huge week for giving! Christmas is over but there are still a few days before the end of the tax year. People are motivated by deadlines. And the end of the calendar year is a powerful deadline.

Use it to you advantage.

Make the most of this week

Earlier today, I sent subscribers to my Fundraising Kick email 5 activities to do this week. Since they pay for those emails, I’ll share the first three here. (The last two were about social media and using your email list. You can get those if you sign up at: http://letter.ly/FundraisingKick/.)

• Remember to change your voice mail like I mentioned in last week’s email. Be sure to:
  1. give donors a way to contact you
  2. tell them when you’ll be in the office and
  3. to point them to both the donation form and the stock transfer information form on you site. (You do have stock transfer information on your site right?)
• Write a few notes to people on your “chicken list”—the list of people you’d love to contact but are just too chicken. Send them something like
  

  “in this season of thankfulness, I just wanted to say thanks for your [support of our community, work in our cause area, show of support to the (name of another nonprofit)]. Your efforts are noticed and appreciated. Thank you!”

• Spend a couple days in the office. They don’t have to be full days, but be sure to be in a couple of days. Chances are no one will just “show up.” But if you DON’T spend time in the office, you KNOW someone will try.

As I told the Kickers, lots of people will give over the next few days. Like you would with a leaky roof, put as many buckets out to catch it all!

(c) The Fundraising Coach, LLC

Know you should be fundraising but just need a little kick? Sign up for the weekly Fundraising Kick!

Other Possibly Related posts:

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2. Crafting subjects for year-end fundraising emails
3. 3 fundraising ideas for a strong finish to your fiscal year

Here’s a video of my “Google+ for Nonprofits” session from BlogWorld Expo in Los Angeles last month.

There were 2 sessions about Google+ there: Guy Kawasaki and Chris Brogan did one; I did the other.

This was presented days before Google opened up pages for brands. The information presented here is still relevant but now there is even more nonprofits can do.

How are YOU using Google+ for your nonprofit?
Let us know in the comments!

The above video is only one of over 100 recorded sessions from BlogWorld Los Angeles 2011. You can get all of the videos — plus nearly 100 bonus interviews and other bonus content — by picking up the entire Virtual Ticket here: BlogWorldExpo Virtual Ticket [affiliate link]

(c) The Fundraising Coach, LLC

Know you should be fundraising but just need a little kick? Sign up for the weekly Fundraising Kick!

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2. 10 Take-aways from BlogWorld Expo
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The year is coming to a close so it’s the season for “Top 10 Lists,” right?

Here are the list of the top 10 most popular posts published here on FundraisingCoach.com in 2011.

# 10. was actually a tie between both:
3 Easy Phone Tips and
3 Tips for Effective Fundraising Letters

# 9. My Top 5 Android Apps

# 8. How to Make More Money with Your Next Silent Auction by Sherry Truhlar of www.RedAppleAuctions.com

# 7. What Katy Perry and The Black-Eyed Peas Taught Me About Nonprofit Fundraising

# 6. 5 Twitter Tips for Fundraisers

# 5. 10 Ways to Successfully Chair an Event by Layne Gray, founder of Vivanista

# 4. Are Fundraising Professionals Stupid?

# 3. Getting Started on Google+ for Nonprofits

# 2. 55 Quotes on Fundraising & Giving

and the # 1. most popular blog post published here in 2011 was… [drum roll please]: How to Write Effective Fundraising Letters

Reading over these 10 posts will help spark some great ideas for fundraising in 2012!

(c) The Fundraising Coach, LLC

Know you should be fundraising but just need a little kick? Sign up for the weekly Fundraising Kick!

Other Possibly Related posts:

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2. Email Blog Posts
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I love William Goldman’s classic The Princess Bride, and the movie of the same name. And as a dad, I’m proud that my kids can quote portions. (Not as much as me, but I’ve seen the movie a few dozen more times.)

But did you know there are nonprofit lessons embedded in the story? Here are three I’ve identified:

1. Praise everyone–even those you’re fighting against

   Remember when Westley, as the man in black aka the Dread Pirate Roberts, dueled with Inigo Montoya? They covered lots of ground and Westley praised Inigo’s technique. Even as he knocked him unconscious, he compared Inigo to a stain glass window.

   As nonprofits, we are so often focused on what we’re doing to “fight the good fight” that we don’t talk up the work of others. And, if we’re honest, we sometimes fear that talking about other organizations might cause us to lose donors. This couldn’t be further from the truth. As we talk up the great things others are doing, we position ourselves as trusted authority in our cause space. That leads to more people to seek us out!

2. Have the guts to stick with a message

   “Hello, my name is Inigo Montoya…”

   Ha! I heard you finish that sentence!

   Inigo spent two decades repeating that phrase, seeking the man that killed his father. He’d even given up hope. But in the end, he found the man with the six fingers.

   For those of us in nonprofits, we repeat the same messaging and phrases over and over. And we get tired of them. But we get tired of them long before our donors and others do. To help get our message out, we have to repeat, repeat, repeat.

   We may find ourselves saying them in our sleep. But we need to keep sticking to it!

3. Don’t give up

   After Westley was taken from her in the fire swamp, Buttercup knew “her Westley” would come for her. And eventually he did.

   For those of us championing causes, we need to have that dogged faith in the hope we’re striving for.

Some light blogging for a Friday! What would you add to this? Tell us in the comments!

(c) The Fundraising Coach, LLC

Know you should be fundraising but just need a little kick? Sign up for the weekly Fundraising Kick!

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December 1 is almost here. And many inexperienced fundraisers are getting ready to throw in the towel.

It only seems natural:

• In December their donors’ schedules are full of holiday parties.
• In December, many of their donors will go to additional church services.
• In December, snow can make travel difficult for events or appointments.
• In December, donors will want to spend time with their kids who are on break from school or college.
• In December, donors need to buy a whole lot more gifts than at any other time of the year so their budgets are probably tighter.

And if we’re honest, as fundraisers we’re tired. It’s been a long year. Wouldn’t it be easier to coast through December and get a fresh start in January.

No!

Acknowledge your excuses…and get to work fundraising anyway

If you are going to stop fundraising for a month, choose a month like January or February, don’t stop fundraising in December!

Experienced fundraisers know that December is one of the best times to do fundraising. All the parties and gift giving seem to get people thinking about others and help them become more generous. So use these next five weeks well!

Granted, you would have a more productive December if you’ve already sent a couple fundraising mailings this fall. And if you’d been consistent in soliciting your majore donor prospects. But there is still time.

A fundraising strategy for December

Here are three strategic fundraising activities you can do this month:

1. Call previous donors who haven’t given yet
   Run a report of your top 20% of donors. Make two lists, both lifetime giving and just last fiscal year. Call all of those people who haven’t yet made a gift this year. (Fiscal year or calendar year doesn’t matter. Donors usually think in terms of calendar year.)

2. Throw a party

See if you can put together a high quality, low maintenance holiday party. Open houses are perfect for this. Getting donors and prospects onto the site where “the magic happens” helps them remember why they love your organization.

And if you don’t pitch it as a “donor appreciation” event, you can add an ask. It can be as direct as:


“If you haven’t made a gift yet this year, here’s a form to help you do that.”

Or it can be a bit more indirect:


“Thanks to your generous donations, our staff is able to do amazing things here at XYZ nonprofit. Who else should we be talking to?”

3. Get out one more fundraising letter
   Despite the headlines, direct mail isn’t dead. (I heard one direct mail expert say direct mail is still alive because the people who read direct mail are still alive!) Do what it takes to get one more letter out to people. Make sure it follows good fundraising letter tips like those found here on FundraisingCoach.com or over on uber-copywriter Tom Ahern’s blog.

   Just get a letter out, and make sure to put a return envelope with it to make it easier for people to mail back their gift. (Studies I’m reading seem to say return envelopes without stamps work just as well as envelopes with stamps or with a BRE indicia. You’ll want to test this for yourself.)

Don’t throw in the towel

Whatever you do, don’t throw in the towel. December is one of the best months to fundraise. Don’t waste this opportunity. You’re nonprofit mission is worth the extra effort you take in the next few weeks.

(c) The Fundraising Coach, LLC

Know you should be fundraising but just need a little kick? Sign up for the weekly Fundraising Kick!

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