You Don’t Need New Donors

WHAT?! Yes, I just said something that literally no fundraising consultant will ever tell you—Ha! What is WRONG with me?!

Well, hold up. Just. one. minute. Whether you are just busting through six-figures raised or trying to scale well into 8-figures+, this applies to you.

Every nonprofit client I’ve ever worked with has raised more money in less time. Hands down.

However, it’s rarely from first-time donors.

My client typically thinks their largest donors are tapped and once we invest more in the relationship, we learn it’s not even close.

I’ve seen this myself in my work as a fundraiser before I became a full-time entrepreneur.

For example, when I joined one organization, a board member who was a high-profile entrepreneur here in Los Angeles, we will call him Chad, was bringing in a give/get of $30k/year. Which was good. And I am sure you would be happy with a board member bringing that in.

I met with Chad 1x month, spoke with/emailed/texted almost daily between myself and two other team members and helped him raise $225,000 within a year from other high-profile entrepreneurs, investors and celebrity donors. I focused on the relationship with him and the vital few.

The result was a 650% increase from just one board member.

Here’s the key:

It’s by going deeper with fewer that you unlock wider growth. Let me explain.

If you increase the quality of the experience for your top 25, top 5 honestly, then they will organically share with their network, fellow partners, church members, and friends about the amazing work your org does and how proud they are to be involved. And as we know, word-of-mouth marketing is still king. Or as we call it in the sector—peer-to-peer.

Focus on the few who are catalysts. “Check in” with them. Ask them about the challenges they are facing and offer your help. What a concept, huh!

If you do this faithfully, you will not only stop leaving money on the table with your current donors, (I know you don’t talk about that much, but you definitely think about it!), you will bring in new donors. And without (what feels like) begging your board to introduce you to the high-powered, high-profile friends of theirs you know they have lunch with or sit on a corporate board with.

Jon Gordon says “Where there is a void in communication, negativity will fill it.” Don’t get to that place. There is plenty you don’t have control over right now, but your communication you absolutely do, boo.

My powerful question for you is: What is an action step you can take today to bring your top 5 closer?

Look, I’m not saying you don’t need a new business strategy. I’m saying that your sustainable new business strategy is not seeking new donors who are somewhere “out there” who you don’t know and they don’t know you.

When it comes to a new donor strategy, the status-quo is to focus solely on marketing and increasing your digital footprint —and all of this is great—but, why not work smarter instead of harder?

Serve your top 25 powerfully and they won’t be able to hold back how amazing your org is with anyone who will listen!

Then, you have not only shored up the sustainability and long-term relationship with your current donors, but at the same time brought in new investors. This is a win-win.

Never mind all of the great data surrounding the ROI on donor retention! We’ll save that for another time.

I can’t wait to hear about the joy you bring to your closest investors!

If you need help focusing on your top 25, don’t worry—I got you. Book a strategy and butt-kicking session with me today.

Just do it already. You know you need it. I’ve got your back. This job is tough, but you are tougher.