3 keys to how I've raised $1-5MM annually for 10+ years
I'm going to let you in on my formula that I attribute to how I've personally raised MILLIONS each year from individuals and how I've helped my clients raise 5, 6 and 7-figure gifts over the last 3 years.
Listen, this is a bunch of straight talk.
If you're ready to GET REAL, then read on.
1. Change what you believe.
If you believe that rich people only got rich because they exploited their employees and they are pure evil... guess what, it's going to be tough to fundraise.
Too many nonprofit leaders render high-net worth individuals as villains in our minds meanwhile, we are complicit in NOT asking these folks for anything significant or meaningful. This has to end.
We must change the way we see ourselves AND the way we see our donors.
Let me sum it up for you:
Give your donors the benefit of the doubt. Have faith in them. They want to change the world, too.
Humble yourself. Stop overestimating your own goodness.
Humble yourself. Step up to LEAD donors into greater generosity. You are a leader. Own it.
2. Change how you fundraise.
70% of all giving in the U.S. comes from people = $300 Billion
17% from Foundations = $75 Billion
5% from Corporations = $20 Billion
First off, focus on individuals. Those with the biggest wallet are *not* usually the biggest givers.
25% of all donors give again. That’s the average.
So, every 1 in 4 donors you bring in will only give one-time. The churn is too high. We can't keep donors.
Here's how you fix that:
Individual giving is really mission-rooted friendship.
We keep in touch with our friends. There is no pressure to perform or "sell" to a friend.
Check in with your donors like you would a good friend.
Be transparent. Let them know the challenges and the wins you're facing. Ask for help.
Tell them what you actually need: "financial contributions" or "financial support"
When you treat donors like the generous and kind people they are, that's how they'll show up 98% of the time.
3. Change the size of your impact.
Activate your board catalysts. You have board members who will help scale your fundraising and impact if you follow up and make it easy for them to do so. Are they really dropping the ball or are you?
ASK FOR MORE. Stop saying "sure" to in-kind donations. Stop asking for a small gift during a once-a-year campaign. Ask for a monthly gift of $100. Ask for $5,000. Ask for $20,000. Some of you have donors who could give 10x what they are giving now. And they don't give it because you don't ask.
You wanna know how you do that?
You say over the phone or in an email:
Will you consider giving a monthly gift of $100?
OR
Will you consider giving $20,000 this year?
Will you consider giving $100,000 over the course of this year?
And make it easy for them to give their gift over the course of the year if they want. For example: offer to follow up with them each quarter to remind them to give $5k, if they are doing $20k.
Want more help with how to ask? Check out my 20-minute mini training on Anatomy of The Ask where I walk you through a major gift ask and demo it for you. It's only $249 and has helped dozens of nonprofit leaders get the confidence and toolkit to ask for more.
"Julie covers the entire process of making a major gift ask. As she shared the mechanics of what to say, how to say it, and the importance of active listening, communicating intention, and following up, Julie was thorough and simplified a process that for many can seem daunting at first. Asking for a major gift does not need to be complicated and with Julie's help you will learn how to make a clear, confident, and strong ask." - Cara, Development Officer
Still brand new to all of this? My guide on Groundwork is for you. This is a beginner's guide to starting a nonprofit that will save you time, energy, money and heartache. It's just $97.
"This guide helped me start the 501c3 process in the right direction by giving a practical approach to the development stages of fundraising, community involvement, and organization. Research Research Research is key!" - Kyle, nonprofit founder
