0
0
Fundraising Verse of the Week, Major Donors, Stewardship

Avoiding Donor Fatigue

by Ron Haas
January 4, 2021

 “The leech has two daughters.
    ‘Give! Give!’ they cry.
“There are three things that are never satisfied,
    four that never say, ‘Enough!’:
the grave, the barren womb,
    land, which is never satisfied with water,
    and fire, which never says, ‘Enough!’
(Proverbs 30:15-16).

Do your donors feel this way about your ministry? Do they see you as a leech crying, “Give! Give!” or a fire that never says, “Enough!” Do they believe that the only time you communicate with them is to ask for money? Donors grow weary of the never-ending appeals from all sorts of nonprofit organizations who always want more. You can avoid donor fatigue with your ministry partners by adopting three simple attitudes:

1. Don’t be a “Living Vampire.” Billionaire Ted Leonsis attributes his wealth creation to his master networking skills. His counsel for others seeking to build their networks is, “Don’t be a “living vampire.” Before asking for a favor, Leonsis always seeks to add value to each relationship. He asks himself, “How can I help this person get closer to their goal?” His unselfish approach to business serves as great example for fundraisers.

How can you help your ministry partners get closer to their spiritual goals? Is your donor interested in evangelism? education? feeding the hungry? helping the poor? You add value by treating them as full partners in your life changing ministry. How are you blessing your donors before you ask for their support?

2. Connect authentically. Leonsis’ second tip for successful networking is to be real, not phony. Business associates seek authenticity, so do donors. A major donor commented to a president, “Please don’t have John contact me again. I think he’s disingenuous.” Evidently this donor rep said or did something the donor thought was insincere and hypocritical. Building trust is a key factor for successful fundraising, you can’t pretend. Donors desire openness and transparency and know when you’re hedging. Authentic people do not say things they do not mean or make promises they cannot keep.

3. Follow up with a thank-you note. Amazingly, Leonsis’ final tip is to follow up every networking meeting with a thank you note. If it works in business, it definitely works in fundraising. Most people don’t send follow-up correspondence, yet it’s a simple, powerful way to stand out in your donor’s mind. A thank you note is a strong remedy for donor fatigue because it adds a human touch to your ministry partner relationships. Email thank you notes are like a “mist that appears for a little while then vanishes.” On the contrary, most people have difficulty throwing away a handwritten thank you card and often read it more than once.

Response: Father, forgive me for not adding value to my relationships with my ministry partners. Help me authentically reach out to them and build trust.

Think about this: If a billionaire takes time to write a personal thank you note to everyone he networks with, what’s your excuse? Take time today to send a handwritten note to three donors.

Have a Spirit-led fundraising week,

Ron

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

Fundraising Verse of the Week, Major Donors, Stewardship

The Gift is Not for You

by Ron Haas
December 20, 2020

“On coming to the house, they saw the child with his mother Mary, and they bowed down and worshiped him. Then they opened their treasures and presented him with gifts of gold, frankincense and myrrh” (Matthew 2:11).

Every nativity scene includes shepherds and wise men, but Matthew 2:11 rewrites this Christmas pageant script. Luke shares the shepherds’ perspective as the angels proclaim, “Glory to God in the highest heaven, and on earth peace to those on whom his favor rests” (Luke 2:14). The shepherds ran to Bethlehem and “found Mary and Joseph, and the baby, who was lying in the manger” (Luke 2:16).

Many people have heard the Christmas story all their lives and have missed this detail: The Magi arrived perhaps two years later. Notice: (a) they came to a house, (b) Jesus is called a child, and (c) King Herod reacted by putting to death all the male children in Bethlehem who were two years old and younger (Matt. 2:16-18).

When the Magi came to the house, “they bowed down and worshipped him. Then they opened their treasure and presented him with gifts” (Matt. 2:11). This may sound obvious, but the gifts weren’t for Mary and Joseph, they were for Jesus. But a two-year-old doesn’t understand gold, frankincense, and myrrh so Mary and Joseph became stewards of these gifts. Likewise, the gifts your donors generously give are not intended for you or your ministry; they are for Jesus. We can draw applications from these gifts.

Gold. The inside walls of the temple were completely overlaid with gold (1 Kings 6:20-22). John reveals that the streets of heaven are made of pure gold (Rev. 21:21). As fundraisers you ask your donors for gold, but you are ultimately asking them to lay up their treasures in heaven (Matt. 6:19-21).

Frankincense. The priests mixed a special blend of fragrant spices including pure frankincense to use exclusively in temple worship (Ex. 30:34). In heaven an angel “was given much incense to offer with the prayers of all the saints on the golden altar before the throne, and the smoke of the incense, with the prayers of the saints, rose before God from the hand of the angel” (Rev. 8:3-4). Ask your ministry partners for their special gift of prayer.

Myrrh. This gift pictures Jesus’ death. Myrrh was a key ingredient in the mixture of spices that were used to prepare bodies for burial (John 19:39-40). Invite your donors to offer “a fragrant offering, an acceptable sacrifice, pleasing to God” (Phil. 4:18) by remembering your ministry in their estate plans.

Mary and Joseph were faithful stewards of the treasures the Magi gave Jesus. You are called to be a faithful steward of the gifts your ministry receives. These gifts pale in comparison to the indescribable gift God gave to us in Jesus Christ (2 Cor. 9:15)!

Response: Father, thank you that every gift our ministry receives is a good and perfect gift from you (James 1:17). Help me to be a faithful steward.

Think About This: Who are the wise men in your circle of influence that you could ask for gifts of gold, frankincense, and myrrh?

Have a Spirit-led fundraising week,

Ron

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

Fundraising Verse of the Week, Major Donors, Stewardship

That Feeling of Vujà De

by Ron Haas
December 15, 2020

“When you see the ark of the covenant of the Lord your God, and the Levitical priests carrying it, you are to move out from your positions and follow it. Then you will know which way to go, since you have never been this way before” (Joshua 3:3-4).

Déjà vu is a French term for that intuitive feeling you have when you see or experience something that’s familiar, like you’ve already seen or experienced it before. Organizational guru, Karl Weick describes Vujà De as the feeling that, “I’ve never been here before, I have no idea where I am, and I have no idea who can help me.”

Joshua had to feel this as he prepared to enter the Promised Land. Moses had died and the Lord had given him the mantle of leadership for the next phase in Israel’s journey. Perhaps God is calling you to a new ministry or to lead your current ministry into uncharted territory. Learn these three lessons from Joshua.

1. I’ve Never Been Here Before. You may be a rookie with no prior experience to draw on for your new assignment, or you may be a veteran with years of battle scars. Either way you must view your opportunity with fresh eyes. Some people boast of their fundraising experiences saying, “I have twenty years in development.” That may be true, but this is a chance to walk by faith, not to replay the greatest hits of the past. Determine to learn and grow personally and professionally through each new challenge.

2. I Have No Idea Where I Am. In the dark ages before GPS, we used to print off donor trip itineraries. These pre-phone maps would show your destination, but not where you were. Now, the little blue dot pinpoints your location. The same is true when it comes to your fundraising strategies. We know what the final goal is, but we are not sure where we are or what next steps to take. Consider conducting a development audit to assess your strengths, weaknesses, opportunities, and challenges to get an accurate understanding of where you are.

3. I Have No Idea Who Can Help Me. Joshua didn’t have Karl Weick’s problem. The Lord had promised to help him, “No one will be able to stand against you all the days of your life. As I was with Moses, so I will be with you; I will never leave you nor forsake you” (Joshua 1:5). The Lord also promises to be with you as you start your new ministry. Solomon taught, “Plans are established by seeking advice; so if you wage war, obtain guidance” (Proverbs 20:18). As you begin your new assignment, seek the counsel of a trusted friend, another ministry colleague, or a fundraising professional. You’ll be glad you did.

Response: Father, I thank you that even though I’m facing something I’ve never faced before, you are in complete control and will guide my steps.

Think About This: Am I trusting in my fundraising experience to bring me success, or am I trusting in God? Who will get the glory if you succeed?

Have a Spirit-led fundraising week,

Ron

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

Fundraising Verse of the Week, Major Donors, Stewardship

One Size Does Not Fit All

by Ron Haas
December 15, 2020

“Then Saul dressed David in his own tunic. He put a coat of armor on him and a bronze helmet on his head. David fastened on his sword over the tunic and tried walking around, because he was not used to them. ‘I cannot go in these,’ he said to Saul, ‘because I am not used to them.’ So he took them off” (1 Samuel 17:38-39).

David heard Goliath cursing the Lord and volunteered for the fight of his life. Saul thought he was too inexperience, but after David shared his resume (1 Samuel 17:34-37) that included killing a lion and a bear, Saul agreed to let him try. David didn’t arrive dressed for battle, so Saul outfitted him with his own tunic, coat of armor, helmet, and sword—but it was too heavy and restricting. David took it off and decided to face Goliath with his sling and five smooth stones. You know the rest of the story. David’s strategy teaches us four important fundraising lessons.

1. Don’t mimic another organization’s strategy. King Saul thought his approach was the best for David. Many ministries base their fundraising plan on what another ministry does. While you can learn lessons from others, you have a different constituency, a different fundraising budget, unique strengths and weaknesses, and a different team with different capacities. Just because something works for XYZ ministry doesn’t mean it will work for you. Don’t pursue a particular fundraising event or strategy simply because other non-profit organizations are doing it.   

2. Stick with what works. David’s lion and bear experiences were great preparation to fight Goliath mano a mano. Personal face-to-face fundraising is the most effective strategy for every ministry. Learn to identify, cultivate, and solicit your key donors one-on-one. It’s easy to get distracted with the latest fundraising fad, but you cannot replace personal solicitation. As you hone your asking skills on lions and bears, God will prepare you for your Goliath.

3. Pray and be courageous. David is a great example of courageous faith. He wasn’t relying on his human effort; he was relying on God. “You come against me with sword and spear and javelin, but I come against you in the name of the Lord Almighty” (1 Samuel 17:45). Fundraising isn’t a fight with your donors, but it’s a spiritual battle with your fears that can only be won with prayer and courageous faith. Be brave and ask.

4. Use new tools when helpful. After David had struck the Philistine with the stone, he showed Goliath the end of his sword he wasn’t used to seeing. Innovate and learn new strategies. Some new fundraising methods can be effective, just don’t abandon the proven strategy of personal asking.

Response: Father, forgive me for attempting some other organization’s fundraising strategy and not trusting you to help us conquer our Goliaths.

Think About This: David didn’t take on Goliath in his first battle; he started with a lion and then a bear. What smaller gifts could you solicit this week to increase your courage for the big ask?

Have a Spirit-led fundraising week,

Ron

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

Fundraising Verse of the Week, Strategic Planning

Meaningful Engagements

by Ron Haas
December 7, 2020

“I commend to you our sister Phoebe, a deacon of the church in Cenchreae. I ask you to receive her in the Lord in a way worthy of his people and to give her any help she may need from you, for she has been the benefactor of many people, including me” (Romans 16:1-2).

Paul mentions 33 people in Romans 16. These were close ministry partners to whom Paul shared specific words of encouragement moving them forward in their faith. He asked them to welcome and help Phoebe because she had blessed many people, including him. Notice the positive words Paul used to describe his friends: “co-workers” (v. 3), “risked their lives” (v. 3), “worked very hard” (v. 6, 12), “outstanding” (v. 7), “my dear friend” (v. 8, 9), “who has been a mother to me” (v. 13).  Paul’s goal was to spur these friends on “to love and good deeds” (Hebrews 10:24).

How can you spur your team on to be more successful? How do you measure the effectiveness of those in your organization who have donor relations responsibilities? Certainly, the bottom line is how much money they raise monthly. Other metrics could include how many written gift proposals they have presented. Some organizations track how many phone calls, texts, emails, and thank you cards are sent each month. While all these items indicate activity, they don’t necessarily monitor productivity.

One way to combine all these steps leading to a gift is to track “meaningful engagements.” A meaningful engagement is an action where the development officer moves the donor closer to aligning his/her interests and passions with your ministry. Meaningful engagements can include cultivation, solicitation, stewardship, or some combination.

Meaningful engagements can be face-to-face, in an email exchange, or over the phone. Here are three guidelines:

• Be an active listener. Ask good questions that reveal your donor’s heart. How are they connected to your ministry? What specific aspect of your ministry motivates them to give?

• Draw the donor closer. In what ways can you engage your donor to participate in your ministry? Involved people become generous people.

• Create a pro-active plan. To clarify, simply emailing a donor, talking on the phone, or being at an event with a donor does not constitute a meaningful engagement. A meaningful engagement is your specific action step that brings the donor closer to your ministry.

The men and women Paul mentioned weren’t just casual acquaintances; they had made a significant contribution to Paul’s life and ministry. He, in turn, desired to move them even closer to Christ. Your relationships with your ministry partners must move forward toward a gift, or your efforts will merely devolve into a social encounter.

Response: Lord, help me understand how I can encourage my ministry partners to grow in the grace of giving and move closer to our mission.

Think about this: You know when you have had a meaningful engagement with a donor, and you know when you haven’t. Focus on activities that matter.

Have a Spirit-led fundraising week,

Ron

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

Development, Team Building

Your Work Will Count For Eternity!

by Ron Haas
December 1, 2020

When employees arrive for their first day of work at Apple they are greeted with this inspirational note:

“There’s work and there’s your life’s work. The kind of work that has your fingerprints all over it. The kind that you’d never compromise on. That you’d sacrifice a weekend for. You can do that kind of work at Apple. People don’t come here to play it safe. They come here to swim in the deep end. They want their work to add up to something. Something big. Something that couldn’t happen anywhere else. Welcome to Apple.”

What a great message to welcome new employees! Now that you’ve been raising money for a while, how do these phrases describe your impression of what you do?

THE DRIVE

There’s work and there’s your life’s work. Is fundraising just a job to you, or do you get up every morning thinking, “Who can I ask for money today?” Are you passionate about fundraising or are you just going through the motions? Fundraising is hard. It’s a lot easier to do every day when it’s your life’s calling.

YOUR MARK

What has your fingerprints all over it? Effective fundraising is all about relationships. What are you most proud of when you look over your past two years? Is it the cool brochures you created or the brand spankin’ new software you purchased? Is it the great banquet you organized or the best direct mail letter you’ve ever written? These things are important, but the best thing about fundraising is the chance you get to meet people and win new friends to your ministry. Donors will remember you long after your brochure expires.

NO COMPROMISE

What would you never compromise on? What would you sacrifice a weekend for?  How committed are you to your organization’s mission and vision? Does it drive you to give 110%? Are you willing to work nights and weekends, if needed? It’s easy to become a fundraising work-alcoholic, so it’s important to maintain a life/work balance, but how willing are you to sacrifice for the cause?

TAKING RISKS

You can do that kind of work at Apple. People don’t come here to play it safe. They come here to swim in the deep end. Fundraising is a risky business. Asking for a gift is a high-risk, high-reward venture. Apple has a risk-taking culture. You might be risk-adverse by nature. It’s safe to stay in the office and be an inside development person, but the real action happens when you visit donors. Don’t stay in the shallow office pool, jump into a major donor conversation in someone’s living room.

SOMETHING BIGGER

They want what they do to add up to something. Something big. Something that couldn’t happen anywhere else. Apple employees believe that what they do makes a difference, and they have changed the way millions of people live, but your mission has eternal value. Kingdom work is the biggest work of all. Your fundraising efforts are providing the salaries of front line workers who are reaching the lost with the life changing message of the Gospel. If you didn’t do what you did, it would be hard for your other team members to do what they do.

IT MATTERS

Welcome to Apple. This welcome note has to inspire new employees that they play an important role in Apple’s future success. You are vital to your ministry. Sometimes Christian organizations don’t do a good job of expressing their appreciation for their employees. Whether your ministry acknowledges you or not – you are important.

“God is not unjust; he will not forget your work and the love you have shown him as you have helped his people and continue to help them” (Hebrews 6:10).

“Therefore, my dear brothers and sisters, stand firm. Let nothing move you. Always give yourselves fully to the work of the Lord, because you know that your labor in the Lord is not in vain” (1 Corinthians 15:58).

Ron Haas is a Vice President at The Timothy Group. Ron has served as a pastor, the vice president for advancement of a Bible college, a Christian foundation director, and a board member of a college, camp, church, and foundation. He regularly presents fundraising workshops at development conferences and has written many fundraising articles.

Communication, Fundraising Verse of the Week

Because of You

by Ron Haas
November 30, 2020

“I pray that your partnership with us in the faith may be effective in deepening your understanding of every good thing we share for the sake of Christ. Your love has given me great joy and encouragement, because you, brother, have refreshed the hearts of the Lord’s people (Philemon 1:6-7).

Paul had a special relationship with his friend Philemon. He wrote this personal reconciliation letter on behalf of Onesimus who ran away from Philemon, ran into Paul, and met Jesus. Paul’s letter is a wonderful example of how to write an effective donor letter. Notice all the donor-centric language he uses.

Your Partnership. Paul viewed Philemon as a partner, not just a donor who supported his ministry. Paul’s role in this spiritual partnership was to deepen Philemon’s faith in Christ. You play an important role in the spiritual maturity of your ministry partners. You can pray, share Scripture, counsel, grieve, comfort, guide, and walk along side of your donors as they experience life’s joys and sorrows. For some, you can even become closer to them than their pastor.

Your Love. Donor relationships thrive on a foundation of love. Paul had experienced Philemon’s love firsthand many times. He didn’t take their relationship for granted but expressed how much Philemon’s love had given him joy and encouragement. Do you tell your ministry partners how much they mean to you?

You Have Refreshed. Paul doesn’t stop with a brief “thank you,” he paused and emphasized how much Philemon meant to him and the family of believers. “Because you, brother, have refreshed the hearts of the Lord’s people” (Philemon 1:7). Those words had to strike a chord in Philemon’s heart. No doubt, he was just grateful that God had used him to bless others.

Jerry Panas, the godfather of fundraising, coined the acronym BOY – “Because of you…” What an incredible way to start your donor conversations, “Because of you lives have been impacted for eternity.” Consider using these phrases to engage your ministry partners:

• You play an integral role through your prayers and generosity.

• You can give to help people whose greatest desire is a warm meal.

• Your compassion and unselfish giving will make an eternal difference.

• Because of your gift…

• This is your compassion at work in the lives of children.

• We know you have choices for how to donate your money we are honored that you would choose to provide help to these needy families.

• Every time you give, you are making a lasting difference.

• You can transform…

• Your love rescues…

• You help make their future bright.

• That is where you come in.

• You can get involved…

• God used you to provide hope for hungry children and families.

How interesting that Paul understood the power of “you” centuries before Panas.

Response: Father, thank you for Paul’s example of treating his ministry partners as intimate friends. Please remind me to always show my gratitude for the important role they play in our ministry.

Think about this: What are some specific ways you can help your ministry partners grow in their walk with Christ? Perhaps God brought them to your ministry so you could minister to them.

Have a Spirit-led fundraising week,

Ron

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

Fundraising Verse of the Week

Overcoming the F.U.D. Factor

by Ron Haas
November 20, 2020

Pray also for me, that whenever I speak, words may be given me so that I will fearlessly make known the mystery of the gospel, for which I am an ambassador in chains. Pray that I may declare it fearlessly, as I should (Ephesians 6:19-20).

Fundraising is like evangelism. The gospel is the greatest story ever told. Christ died for us while we were still sinners and offers eternal forgiveness to all who repent. Your fundraising message pales in comparison, but the foundation for all aspects of your ministry spring from the good news of the gospel.  Both evangelism and fundraising require a willing person to share a wonderful story with someone else and ask if that person would like to respond.

Asking is the primary similarity. An evangelist asks if a person would like to trust Christ; a fundraiser asks if a person would prayerfully consider a gift. Both the evangelist and the fundraiser must overcome the F.U.D. Factor—Fear, Uncertainty, and Doubt.

Fear. Even the Apostle Paul struggled with the fear of sharing the Gospel. He asked the Ephesian believers to pray that he would “fearlessly make known the mystery of the gospel” (v.19), “and declare it fearlessly” (v. 20). He had plenty of reasons to fear—multiple times he was imprisoned, flogged, whipped, beaten, and stoned (see 2 Cor. 11:23-27). Yet, he persevered. As fundraisers, we have it easy in comparison, but our hearts race when asking for a gift. Our greatest fear is personal rejection.

Uncertainty. Paul desired that “whenever I speak, words may be given me.” In your evangelism efforts you also desire to speak just the right words the Spirit can use to prompt a response. Your fundraising prayer is the same. You need the Spirit’s help to “know what to say and how to say it” (Matt. 10:19-20). F.U.D. kicks in when we worry that a donor might ask a question that we can’t answer. Asking is risky. Some people might respond negatively. Many ministry leaders don’t want to face the uncertainties of asking so they avoid it at all costs.

Doubt. Paul adds an interesting phrase to his prayer request, “as I should” (v. 20). Paul knew beyond a doubt that he was called to preach the good news of forgiveness of sins (see Acts 26:16-18). But he still had to remind himself of his responsibilities. Perhaps you doubt that your job includes fundraising. Or perhaps you doubt that asking is biblical, or that face-to-face solicitation is the right strategy, or that your donors will respond positively. Whatever your doubts, they will freeze you to inaction if you give in to your fears.

Paul’s solution to his fear, uncertainty, and doubt was prayer. And not just his prayers, he solicited likeminded friends to join him in prayer. Who can you recruit this week to pray that you will overcome your F.U.D. about asking your ministry partners for generous gifts?

Response: Father, forgive me for my fears, uncertainties, and doubts. Help me focus on your strengths, not my weaknesses.

Think about this: If fundraising is like evangelism. Imagine how joyful you will be when your donor says, “Yes!”

Have a Spirit-led fundraising week,

Ron

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

Communication, Donor Relations

Fundraising Power Words

by Ron Haas
November 18, 2020

Often, we frame our fundraising appeals from the viewpoint, “we, as the organization, do the real work of ministry, and you, as the donor, help us do our work.” We don’t mean any disrespect, but our words give the impression that the donor’s role is to simply provide us the resources so we can educate children, evangelize the lost, disciple new believers, rescue the broken, feed the hungry, and train future leaders, etc.

A more effective approach is to reframe your conversations from ministry-focused to donor-focused. Two fundraising power words will change your messaging: “you” and “because.”

You

“You” is the most powerful fundraising word. Take a close look at your brochure, year-end appeal, banquet ask script, emails, and even your thank you notes. Count how many times you use, “I/we/our” statements and how many times you say, “you/your.” It’s a revealing exercise. One way to make your copy more donor-centric is to switch the focus from “our” to “your.” Consider these examples:

“Our heart is to reach the next generation for Christ. You can help us with that.”

Instead use: “Your heart is to reach the next generation for Christ. We can help you with that.”

“Our hard work” vs. “Your hard work.”

Our mission is to share the Gospel. You can partner with us.

Instead use: Your mission is to share the Gospel. We can partner with you.

Think about using these phrases to engage your ministry partners:

“You play an integral role through your prayers and generosity.”

“You will help people whose greatest desire is a warm meal.”

“Your compassion and unselfish giving will make an eternal difference.”

“This is your compassion at work in the lives of children.”

“We know you have choices for how to donate your money we are honored that you would choose to provide help to these needy families.”

“Every time you give, you are making a lasting difference.”

“You can transform…”

“Your love rescues…”

“You help make their future bright.”

“That is where you come in.”

“You can get involved…”

“God used you to provide hope for children and families.”

“You are doing something that will outlive you and will last for eternity.”

Because

The second most powerful fundraising word is “because” because it answers the question why someone should give to your project. “Because” is a connector word linking the donor’s heart to the critical need. “Because” offers a reason for the donor to take action.

Jerry Panas, the godfather of fundraising, coined the acronym BOY – “Because of you…” What an incredible way to start your donor conversations.

“Because of you lives have been impacted for eternity.”

“Your generous gift matters because students will be transformed.”

“Because of your sacrificial gift those who have never heard the gospel will now have a chance to respond.”

“Because of your kindness these children will now have hope.”

“I’m sharing Elizabeth’s story with you because she needs your help.”

“Because of you, transformational stories like Mary’s can become a reality for other needy children.”

In Paul’s letter to Philemon he uses both “you” and “because.” “Your love has given me great joy and encouragement, because you, brother, have refreshed the hearts of the Lord’s people” (Philemon 1:7). Here Paul’s words are totally donor-centric. He appeals to Philemon because his generosity had impacted many other believers. Do you hear Paul’s heart in his phrase, “because you, brother?” Do your donors hear your heart when you ask to partner with them?

How interesting that Paul understood the power of “you” and “because” centuries before Panas. Change your vocabulary and emphasize “you” and “because.” You will be amazed at the results because your words can make an eternal difference.

Fundraising Verse of the Week

Uncommon Gratefulness

by Ron Haas
November 16, 2020

“One of them, when he saw he was healed, came back, praising God in a loud voice. He threw himself at Jesus’ feet and thanked him—and he was a Samaritan. Jesus asked, “Were not all ten cleansed? Where are the other nine?” (Luke 17:15-17).

Hopefully, your mom taught you to always say, “Please” and “Thank You.” It seems insignificant, but Jesus noted that a spirit of thankfulness is rare. All ten lepers asked Jesus to heal them and he restored each one to full health. Only one stopped in his tracks, came back to praise God, and personally thanked Jesus for his miraculous healing. Jesus questioned, “Where are the other nine?” They just walked away enjoying their new gift of life.

Non-profits are constantly asking for gifts, but how many genuinely express thanks to their donors? It’s easy just to move on and focus on today’s challenges, but organizations that neglect to say, “thank you,” risk more than leprosy. Learn these three important lessons:

Thankfulness has an expiration date. Milk cartons have a “best when used by” date for a reason. “Thank-yous” also have a short shelf life. The grateful Samaritan immediately praised God and thanked Jesus for his wonderful gift. How well your organization shows appreciation to donors determines whether your donor cultivation cycle keeps moving forward or grinds to a halt. Maybe you’ve heard this fundraising proverb: “Thank the donor seven times before asking for another gift.” Send a handwritten note, a small gift of appreciation, or a brief video from someone who benefited from the gift.

Thankfulness sets you apart from the crowd. Research has shown that first-time donors who receive a personal thank-you call within 48 hours are four times more likely to give again. Bloomerang, a fundraising software company, made a $5 donation to fifty non-profits to test their acknowledgment processes. Perhaps $5 didn’t meet their giving threshold, but none of the organizations called to say, “Thank You.” In this age of annoying telemarketing calls during supper, many organizations are afraid to call donors—but a thank you call will set your ministry apart from the rest.

Thankfulness cultivates deeper relationships. When this former leper turned back to show his appreciation, he received an even greater gift from Jesus, “Your faith has made you well” (Luke 17:19). Your thankfulness deepens your relationship to God because you offer to him a sacrifice of praise for prompting the gift (Hebrews 13:15). Your gratitude also deepens your relationship with your donors because they feel that their generosity made an eternal difference. Your ministry partners should never feel that their gifts are expected, taken for granted, overlooked, or unappreciated.

Response: Father, I am so grateful for our ministry partners who sacrificially give to support our ministry. Forgive me for taking them for granted by not thanking them appropriately.

Think about this: The hour you spend each week thanking donors could be the best hour of your week!

Have a Spirit-led fundraising week,

Ron

Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

1 2 … 26 27 28 29 30 … 32 33

Recent Posts

Recent Comments

No comments to show.
[email protected]
123-456-7890
Cart Overview