As a major gift officer, you have 150 to 175 potential donors in your portfolio. What’s the best way to connect with them? Just 15 to 20 meaningful interactions a week, consisting of 10 phone calls and 5 face-to-face visits, will revolutionize your fundraising game!
Categorize your donor interactions into six areas:
- Research: Do your homework. Start with a discovery call to learn why they first gave. Find out what they care about so you can connect better.
- Relationship-building: Get to know them. Trust is crucial for big donations. Build a real relationship by staying in touch and showing you care.
- Request: Ask the right way. When it’s time to ask for money, be clear and specific. Match your request to their interests and show how their help makes a difference.
- Recognize: Say thanks. Show your gratitude often. A quick handwritten note within a day of receiving a donation can mean a lot.
- Recruit: Grow your network. Get your donors to help find new supporters. Ask them to connect you with friends who might be interested. Maybe they could host a party to spread the word about your cause.
- Report: Keep them in the loop. Don’t drop off the radar after receiving a donation. Update donors on what you’re doing at least seven times a year. This could include visits, tours, thank-you notes, success stories, newsletters, reports, or calls. Keeping donors informed helps them feel like part of the team.
This game plan keeps donors interested and leads to big fundraising wins in the long run.
Metrics That Matter
The number of calls made should be your primary tracking metric. You can control who you see, when you see them, where you see them, and how much you ask for, but you have no control over the size of the gift.
Your Fundraising Superpower Strategy
When planning your calls, focus on potential and productivity. Reach out to those who show promise for larger contributions. Don’t forget to touch base with your current major donors—they’re often your best source for ongoing support. Keep an eye out for individuals who might be ready to increase their involvement or giving.
A major gift officer at a Christian college made 15-20 calls every week for 12 years. Sticking to this routine, he raised more than $6 million, with most donations under $10k. This proves how being consistent can really pay off big time.
Every time you meet with someone, you’ve got a chance to make an impact and push your ministry forward. So, keep at it! Your team’s counting on you to make things happen!
Remember the 4 C’s
See the People! See the People! See the People! And See what God will do!
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 three books: Ask for a Fish – Bold Faith-Based Fundraising, Simply Share – Bold, Grace-Based Giving, and Keep on Asking – Bold, Spirit-Led Fundraising. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for Christian Leadership Alliance’s Outcomes magazine.
