Difference between revisions of "Get Donations for Your Cause"
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== Steps == | == Steps == | ||
=== Crafting a Strategy === | === Crafting a Strategy === | ||
| − | #Create a spiel. Whether you're standing up in front of a crowd or talking one-on-one to a person, you need a set speech for how you're going to ask people for money. Even though you are memorizing a speech, you should remember that you're talking to real people who want to hear from you and what you think.<ref>http://www.giveforward.com/p/donations/how-to-ask-for-donations</ref> | + | #Create a spiel. Whether you're standing up in front of a crowd or talking one-on-one to a person, you need a set speech for how you're going to ask people for money. Even though you are memorizing a speech, you should remember that you're talking to real people who want to hear from you and what you think.<ref name="rf1">http://www.giveforward.com/p/donations/how-to-ask-for-donations</ref> |
#* Keep it short and to the point. Focus on giving information about your organization and what you need from the person. For example, something like, "Hi, I'm John from the Sunshine Organization. Our mission is to help families in need. For instance, we've helped families who've been hit hard by the downturn in the economy and find themselves without a place to stay. We provide cheap or free temporary housing to these families based on their needs. Currently, we're in need of new mattresses, as ours are not holding up anymore. We could really use your help in the form of a donation. Your donation would mean so much to these families." | #* Keep it short and to the point. Focus on giving information about your organization and what you need from the person. For example, something like, "Hi, I'm John from the Sunshine Organization. Our mission is to help families in need. For instance, we've helped families who've been hit hard by the downturn in the economy and find themselves without a place to stay. We provide cheap or free temporary housing to these families based on their needs. Currently, we're in need of new mattresses, as ours are not holding up anymore. We could really use your help in the form of a donation. Your donation would mean so much to these families." | ||
| − | #*Don't forget to practice. Like anything you do for the first time, it can help to practice your spiel first. Try saying it in the mirror first, getting your timing and delivery right. Next, try practicing on a friend or family member to see if they have any suggestions for improvement.<ref>http://www.nonprofithub.org/fundraising/7-tips-on-asking-for-donations-its-intimidating-we-get-it/</ref> | + | #*Don't forget to practice. Like anything you do for the first time, it can help to practice your spiel first. Try saying it in the mirror first, getting your timing and delivery right. Next, try practicing on a friend or family member to see if they have any suggestions for improvement.<ref name="rf2">http://www.nonprofithub.org/fundraising/7-tips-on-asking-for-donations-its-intimidating-we-get-it/</ref> |
| − | #Know your audience. When you're asking for donations, you need to figure out who your target audience is. Sometimes, it's a single person, while other times it's a group of people or an organization. Basically, you need to know your audience so your can target your message to that audience.< | + | #Know your audience. When you're asking for donations, you need to figure out who your target audience is. Sometimes, it's a single person, while other times it's a group of people or an organization. Basically, you need to know your audience so your can target your message to that audience.<ref>http://www.thefundraisingauthority.com/fundraising-basics/how-to-ask/</ref> |
| − | #* Knowing your audience includes doing research about them. For instance, say you want to talk to the small business association. You'd have to call the leader of the organization to set up a time to talk to them. After that, you'd need to look up the company and executive profiles for the people involved. If possible, you should find out what causes they've donated to in the past. You can use what you learn to tailor your speech to that audience.<ref | + | #* Knowing your audience includes doing research about them. For instance, say you want to talk to the small business association. You'd have to call the leader of the organization to set up a time to talk to them. After that, you'd need to look up the company and executive profiles for the people involved. If possible, you should find out what causes they've donated to in the past. You can use what you learn to tailor your speech to that audience.<ref name="rf7" /> |
#* If you know the group of business men has supported similar organizations in the past, for instance, you can use that information. Help them to see how your organization is similar to the places they've donated to in the past and also deserving of information. | #* If you know the group of business men has supported similar organizations in the past, for instance, you can use that information. Help them to see how your organization is similar to the places they've donated to in the past and also deserving of information. | ||
| − | #Be upfront. When asking for donations, people want to know what their money is going towards. They want it to help people, not necessarily to go to paying a huge amount of administrative costs. Therefore, people feel more comfortable if you can offer a breakdown of what your money is going to.<ref>http://www.wsj.com/articles/SB10001424052970204394804577007843506174390</ref> | + | #Be upfront. When asking for donations, people want to know what their money is going towards. They want it to help people, not necessarily to go to paying a huge amount of administrative costs. Therefore, people feel more comfortable if you can offer a breakdown of what your money is going to.<ref name="rf3">http://www.wsj.com/articles/SB10001424052970204394804577007843506174390</ref> |
#* You don't have to break it down into details like money spent on pencils and pens. Just broad categories will do, such as "Services," "Administrative Costs," and "Building Costs," for instance. | #* You don't have to break it down into details like money spent on pencils and pens. Just broad categories will do, such as "Services," "Administrative Costs," and "Building Costs," for instance. | ||
| − | #* It also helps to follow up later to say exactly how the money was used through a later or email.<ref | + | #* It also helps to follow up later to say exactly how the money was used through a later or email.<ref name="rf7" /> |
| − | #Skip the desperation. Desperation can work in the short-term, if you really do need a one-time large donation for something huge. However, when organizations constantly shout out desperation, it can be wearing on donors. Try to keep it more professional, and you'll be more likely to draw donors in.< | + | #Skip the desperation. Desperation can work in the short-term, if you really do need a one-time large donation for something huge. However, when organizations constantly shout out desperation, it can be wearing on donors. Try to keep it more professional, and you'll be more likely to draw donors in.<ref name="rf7" /> |
#* For example, over-exaggerating your need time after time can make you look bad. If you're constantly saying, "We need your donation, or we may need to close our doors forever," that looks desperate, even if it's true. | #* For example, over-exaggerating your need time after time can make you look bad. If you're constantly saying, "We need your donation, or we may need to close our doors forever," that looks desperate, even if it's true. | ||
#* It's better to say something like, "Your donation makes such a crucial difference to the families we serve." | #* It's better to say something like, "Your donation makes such a crucial difference to the families we serve." | ||
| − | #Make it concrete. People generally don't respond to abstractions. A concrete goal can help you win over people to donate to your cause. For instance, if you need to fix your roof or gain enough money to sustain a program, ask for donations with that specific goal on the table.< | + | #Make it concrete. People generally don't respond to abstractions. A concrete goal can help you win over people to donate to your cause. For instance, if you need to fix your roof or gain enough money to sustain a program, ask for donations with that specific goal on the table.<ref name="rf1" /> |
#* For example, if you need to raise money to fix your roof, you could say something like "We need your help to reach our goal of $15,000. Our roof is in bad need of repair, and once you help us reach that goal, we can fix our roof and continue services to those in need." | #* For example, if you need to raise money to fix your roof, you could say something like "We need your help to reach our goal of $15,000. Our roof is in bad need of repair, and once you help us reach that goal, we can fix our roof and continue services to those in need." | ||
| − | #Tell them what they get in return. That is, most companies and many people appreciate some sort of public acknowledgement of their funds. If you tell them upfront how you will show appreciation to donors, it can help encourage them to donate.<ref>https://knowhownonprofit.org/how-to/how-to-approach-local-businesses-for-donations</ref> | + | #Tell them what they get in return. That is, most companies and many people appreciate some sort of public acknowledgement of their funds. If you tell them upfront how you will show appreciation to donors, it can help encourage them to donate.<ref name="rf4">https://knowhownonprofit.org/how-to/how-to-approach-local-businesses-for-donations</ref> |
#* You can also mention donations being tax deductible. Even though most people are aware of this fact, you should emphasize that your cause is one that qualifies them for a tax deduction. | #* You can also mention donations being tax deductible. Even though most people are aware of this fact, you should emphasize that your cause is one that qualifies them for a tax deduction. | ||
| − | #Appreciate the donors you have. If you take your donors for granted, they may want to leave. Everyone wants to feel appreciated sometimes. Things like thank-you notes, small gatherings, and in-person visits can make donors feel appreciated.<ref | + | #Appreciate the donors you have. If you take your donors for granted, they may want to leave. Everyone wants to feel appreciated sometimes. Things like thank-you notes, small gatherings, and in-person visits can make donors feel appreciated.<ref name="rf7" /> |
#* In addition, donors who feel appreciated may be more willing to solicit donations on your behalf without you even asking. | #* In addition, donors who feel appreciated may be more willing to solicit donations on your behalf without you even asking. | ||
=== Building a Network === | === Building a Network === | ||
| − | #Utilize your personal network. Most of the time, when you're asking for donations, it helps if the donor already knows you in some capacity. In other words, if you make a personal plea to someone, that person is much more likely to donate to your cause than someone random who you don't know. Therefore, using your network to solicit donations is a smart move.< | + | #Utilize your personal network. Most of the time, when you're asking for donations, it helps if the donor already knows you in some capacity. In other words, if you make a personal plea to someone, that person is much more likely to donate to your cause than someone random who you don't know. Therefore, using your network to solicit donations is a smart move.<ref name="rf7" /> |
#* For instance, try setting up a meeting with someone you know through business connections. Drop them an email to give them a head's up about what you need and request a meeting with them | #* For instance, try setting up a meeting with someone you know through business connections. Drop them an email to give them a head's up about what you need and request a meeting with them | ||
#* When asking close friends and family for money, it can be tricky. Make sure you acknowledge what they're doing by pitching it as if they're the hero in the scenario. In other words, let them know how much of a difference they're going to make. For example, you could say, "I know you how hard you work to make the money you do. I promise you, though, this money is really going to make a difference in the lives of the people we serve. Your donation will mean so much to them." Also, make sure you don't push too hard, as that can damage close relationships. | #* When asking close friends and family for money, it can be tricky. Make sure you acknowledge what they're doing by pitching it as if they're the hero in the scenario. In other words, let them know how much of a difference they're going to make. For example, you could say, "I know you how hard you work to make the money you do. I promise you, though, this money is really going to make a difference in the lives of the people we serve. Your donation will mean so much to them." Also, make sure you don't push too hard, as that can damage close relationships. | ||
| − | #Meet people in your community. Networking is all about meeting people and building relationships. You can only do that if you get out in the community. For instance, go to other charity events. Go to community-building events. Visit local business events and fairs. You have to be visible.<ref>http://www.businessinsider.com/how-to-network-like-a-pro-2010-4?op=1</ref> | + | #Meet people in your community. Networking is all about meeting people and building relationships. You can only do that if you get out in the community. For instance, go to other charity events. Go to community-building events. Visit local business events and fairs. You have to be visible.<ref name="rf5">http://www.businessinsider.com/how-to-network-like-a-pro-2010-4?op=1</ref> |
#* To figure out the best events to network at, consider your organization. For instance, if your charity is family-oriented, try starting at family-oriented events like local church carnivals and other events for kids. | #* To figure out the best events to network at, consider your organization. For instance, if your charity is family-oriented, try starting at family-oriented events like local church carnivals and other events for kids. | ||
#* You might also be asked to serve on a panel or have a table presentation at these types of events. In that case, it's a good idea to have materials on hand to give out, such as a flyer with more information about your cause. If you're giving a table presentation, be sure to prepare some kind of visual about your organization if you don't already have them on hand. Visuals that describe the kind of work you do, provide numbers, and add a touch of personal story work best. | #* You might also be asked to serve on a panel or have a table presentation at these types of events. In that case, it's a good idea to have materials on hand to give out, such as a flyer with more information about your cause. If you're giving a table presentation, be sure to prepare some kind of visual about your organization if you don't already have them on hand. Visuals that describe the kind of work you do, provide numbers, and add a touch of personal story work best. | ||
| − | #*Make a point of being outgoing when you're networking with the community. You can't just go to these events; you also have to go up and talk to people. Start with a smile, "Hello!," and your name. Get the conversation going with a question.<ref>http://www.cio.com/article/2437488/relationship-building-networking/how-to-network--12-tips-for-shy-people.html</ref> | + | #*Make a point of being outgoing when you're networking with the community. You can't just go to these events; you also have to go up and talk to people. Start with a smile, "Hello!," and your name. Get the conversation going with a question.<ref name="rf6">http://www.cio.com/article/2437488/relationship-building-networking/how-to-network--12-tips-for-shy-people.html</ref> |
| − | #Start building relationships. As you meet people, try to start bonding with people over both work and outside interests. One way to figure out what you have in common is to get people talking. Ask them about themselves, what they do in their spare time, if they have a family. People like to talk about themselves, so if you can get them talking, you can start to find common interests.<ref | + | #Start building relationships. As you meet people, try to start bonding with people over both work and outside interests. One way to figure out what you have in common is to get people talking. Ask them about themselves, what they do in their spare time, if they have a family. People like to talk about themselves, so if you can get them talking, you can start to find common interests.<ref name="rf5" /> |
| − | #* Jot down commonalities. When you make connections, jot down a few thoughts on the back of that person's business card when the conversation ends. That way, you'll have something to jog your memory later.<ref>http://www.entrepreneur.com/article/245499</ref> | + | #* Jot down commonalities. When you make connections, jot down a few thoughts on the back of that person's business card when the conversation ends. That way, you'll have something to jog your memory later.<ref name="rf7">http://www.entrepreneur.com/article/245499</ref> |
#* Things like "has cats," "enjoys opera," and "has a wife and three kids" can help you out. | #* Things like "has cats," "enjoys opera," and "has a wife and three kids" can help you out. | ||
| − | #Build rapport before asking for money. You don't want to dive straight into asking for money. Instead, start by chatting with the person, or if you're on stage, by warming up with a bit of small talk and humor. Basically, you want the person or persons to be feeling friendly towards you before you start trying to squeeze money out of them.<ref | + | #Build rapport before asking for money. You don't want to dive straight into asking for money. Instead, start by chatting with the person, or if you're on stage, by warming up with a bit of small talk and humor. Basically, you want the person or persons to be feeling friendly towards you before you start trying to squeeze money out of them.<ref name="rf1" /> |
| − | #* For example, if you're just talking to one person, ask how they are, how their job is going, and what their kids are up to. Doing so helps the person feel more comfortable and receptive to a donation.<ref | + | #* For example, if you're just talking to one person, ask how they are, how their job is going, and what their kids are up to. Doing so helps the person feel more comfortable and receptive to a donation.<ref name="rf1" /> |
#* In a crowd, try cracking a joke or getting the crowd to participate by having a kind of call and response at the beginning. Anything that engages the crowd is a good thing. | #* In a crowd, try cracking a joke or getting the crowd to participate by having a kind of call and response at the beginning. Anything that engages the crowd is a good thing. | ||
#* Smiling goes a long way. | #* Smiling goes a long way. | ||
| − | #Move to the ask. Once you've warmed up your prospective donor, you have to get to the meat of the meeting or speech. That means you need a short transition to what you're talking about. You can start out by giving information about the organization if your audience doesn't know about it, or if they do, you can use that as your transition point. Basically, you have to get down to the asking part.<ref | + | #Move to the ask. Once you've warmed up your prospective donor, you have to get to the meat of the meeting or speech. That means you need a short transition to what you're talking about. You can start out by giving information about the organization if your audience doesn't know about it, or if they do, you can use that as your transition point. Basically, you have to get down to the asking part.<ref name="rf1" /> |
#* As an example, if your audience knows nothing about your organization, you could say, "Well, I guess I need to tell you a little bit about why I'm here. I'm representing the Sunshine Organization. This organization offers housing to families in need. Let me tell you about one family who it helped recently..." | #* As an example, if your audience knows nothing about your organization, you could say, "Well, I guess I need to tell you a little bit about why I'm here. I'm representing the Sunshine Organization. This organization offers housing to families in need. Let me tell you about one family who it helped recently..." | ||
#* If your audience is already aware of who you represent, you could try, "Jess, you're aware that I represent the Sunshine Organization and that's why I'm here today." | #* If your audience is already aware of who you represent, you could try, "Jess, you're aware that I represent the Sunshine Organization and that's why I'm here today." | ||
| − | #Ask and connect. Finally, you have to move the asking part. State explicitly what your organization needs and how the person's donation will help. As your asking, try to make a connection to the audience in some way, which helps tie them to you or your organization.<ref | + | #Ask and connect. Finally, you have to move the asking part. State explicitly what your organization needs and how the person's donation will help. As your asking, try to make a connection to the audience in some way, which helps tie them to you or your organization.<ref name="rf1" /> |
#* For instance, you could say, "I'm here today to ask for your help. The Sunshine Organization is badly in need of some new beds. Our beds are rotting and falling apart. They've served well for many years, but they're about to die a quick death. You know I've been a part of this business community for years, and I wouldn't ask for something unless it was absolutely necessary. We need to raise $20,000 for new beds, and your donation can help us get there." | #* For instance, you could say, "I'm here today to ask for your help. The Sunshine Organization is badly in need of some new beds. Our beds are rotting and falling apart. They've served well for many years, but they're about to die a quick death. You know I've been a part of this business community for years, and I wouldn't ask for something unless it was absolutely necessary. We need to raise $20,000 for new beds, and your donation can help us get there." | ||
| − | #Don't just ask for money. Your organization needs all kinds of support. Solid volunteers are just as helpful as monetary donations. Don't forget to ask for that support as well as money.<ref | + | #Don't just ask for money. Your organization needs all kinds of support. Solid volunteers are just as helpful as monetary donations. Don't forget to ask for that support as well as money.<ref name="rf7" /> |
#* For instance, you could bring up specific ways the group could offer their time to your organizations. That means you need to know what volunteers you need, as well as a have a system in place to coordinate volunteers. | #* For instance, you could bring up specific ways the group could offer their time to your organizations. That means you need to know what volunteers you need, as well as a have a system in place to coordinate volunteers. | ||
#* You could also use other resources that people and businesses have to offer. For instance, a company that sells mattresses may be able to donate mattresses instead of money. Another company may be able to donate food for fundraising party. Know what your needs are and be willing to accept goods and services in place of money. | #* You could also use other resources that people and businesses have to offer. For instance, a company that sells mattresses may be able to donate mattresses instead of money. Another company may be able to donate food for fundraising party. Know what your needs are and be willing to accept goods and services in place of money. | ||
| − | #Follow up after meeting people. if you've met with a prospective donor, encourage their donation by sending a letter their way that follows up on what you had to say. Ask in explicit terms for a donation, and make it clear how they can donate, whether it's online or in a return envelope.< | + | #Follow up after meeting people. if you've met with a prospective donor, encourage their donation by sending a letter their way that follows up on what you had to say. Ask in explicit terms for a donation, and make it clear how they can donate, whether it's online or in a return envelope.<ref name="rf7" />. |
| − | #*It can also help to take a more casual approach. When you meet someone who seems interested in your organization, try emailing them a few days later to say you enjoyed the conversation. Include something from your conversation to jog their memory.< | + | #*It can also help to take a more casual approach. When you meet someone who seems interested in your organization, try emailing them a few days later to say you enjoyed the conversation. Include something from your conversation to jog their memory.<ref name="rf7" /> |
#* For example, you could write, "Hi Rob, I enjoyed meeting you at the Uptown Meeting the other day. I loved finding someone who enjoys opera as much as I do. I hope to run into you again soon. Best, Jerry." | #* For example, you could write, "Hi Rob, I enjoyed meeting you at the Uptown Meeting the other day. I loved finding someone who enjoys opera as much as I do. I hope to run into you again soon. Best, Jerry." | ||
=== Encouraging Online Donations === | === Encouraging Online Donations === | ||
| − | #Have a donation system in place. It's important to have your system set up before you start asking for donations. Otherwise, you will just confuse people and end up turning people off of your organization.< | + | #Have a donation system in place. It's important to have your system set up before you start asking for donations. Otherwise, you will just confuse people and end up turning people off of your organization.<ref>http://wiredimpact.com/library/get-more-online-donations/</ref> |
| − | #* If possible, have the donation built into your website, so donors can give right there without having to click somewhere else.<ref | + | #* If possible, have the donation built into your website, so donors can give right there without having to click somewhere else.<ref name="rf5" /> |
| − | #Make it clear what you do. Sometimes, organizations get too caught up in flowery language, and it isn't clear to donors exactly what you do. Make sure to lay it out in clear, concise language, so donors will be more willing to support your cause.< | + | #Make it clear what you do. Sometimes, organizations get too caught up in flowery language, and it isn't clear to donors exactly what you do. Make sure to lay it out in clear, concise language, so donors will be more willing to support your cause.<ref>https://www.nngroup.com/articles/donations-nonprofit-charity-online/</ref> |
#* In addition, make sure your location is prominent. Many people want to give to charities in their community, and if they can't tell where you are or who you support, they may be less likely to give to you. | #* In addition, make sure your location is prominent. Many people want to give to charities in their community, and if they can't tell where you are or who you support, they may be less likely to give to you. | ||
| − | #* Just like in person, you need to lay out exactly how donations are used in general terms.< | + | #* Just like in person, you need to lay out exactly how donations are used in general terms.<ref name="rf6" /> |
| − | #Keep the process simple. Anything too complicated will turn donors away. Also, if you ask for more information than you need, that can also turn donors off, as many people are not willing to give out much information online.<ref | + | #Keep the process simple. Anything too complicated will turn donors away. Also, if you ask for more information than you need, that can also turn donors off, as many people are not willing to give out much information online.<ref name="rf5" /> |
| − | #Don't be too formal. You can use social media to build relationships online, but not if you sound like a robot. Try to connect with people online by starting with those you know and asking them to encourage friends to join your page. However, don't be afraid to let loose a little. People want to see that there's a real person on the other side of the computer, not just a robot asking for money.<ref | + | #Don't be too formal. You can use social media to build relationships online, but not if you sound like a robot. Try to connect with people online by starting with those you know and asking them to encourage friends to join your page. However, don't be afraid to let loose a little. People want to see that there's a real person on the other side of the computer, not just a robot asking for money.<ref name="rf1" /> |
#* Of course, you still want to be professional, but the definition of professionalism is changing as technology changes. For instance, posting a cat video may not be seen as professional by some in older generations, but it does humanize you and help you connect with younger generations. | #* Of course, you still want to be professional, but the definition of professionalism is changing as technology changes. For instance, posting a cat video may not be seen as professional by some in older generations, but it does humanize you and help you connect with younger generations. | ||
| − | #Show endorsements. If you have any endorsements from people or organizations outside of yours, it's a good idea to show those prominently on your website. These can include celebrity endorsements, but they can also include endorsements from watchdog organizations.< | + | #Show endorsements. If you have any endorsements from people or organizations outside of yours, it's a good idea to show those prominently on your website. These can include celebrity endorsements, but they can also include endorsements from watchdog organizations.<ref name="rf6" /> |
| − | #Don't be afraid to use donation systems. Websites like Kickstarter, Indiegogo, and GoFundMe offer a way to crowdsource funds more easily if you don't already have a way to take payments on your website. People recognize the names of these platforms, and most people trust them already, which encourages them to donate.< | + | #Don't be afraid to use donation systems. Websites like Kickstarter, Indiegogo, and GoFundMe offer a way to crowdsource funds more easily if you don't already have a way to take payments on your website. People recognize the names of these platforms, and most people trust them already, which encourages them to donate.<ref>http://grasshopper.com/resources/tools/crowdfunding-platforms-kickstarter-gofundme-indiegogo/</ref> |
| − | #* However, these websites do have different rules. For instance, at Kickstarter, your project must be fully funded before you get any money from the people who donated. GoFundMe, on the other hand, isn't an all-or-nothing platform. Indiegogo is in between, as it lets you choose which way you'd like to go.<ref | + | #* However, these websites do have different rules. For instance, at Kickstarter, your project must be fully funded before you get any money from the people who donated. GoFundMe, on the other hand, isn't an all-or-nothing platform. Indiegogo is in between, as it lets you choose which way you'd like to go.<ref name="rf7" /> |
#* These platforms are often based on single fundraising campaigns. For instance, they can help get a business or idea off the ground, or they can be used to fund a specific need. | #* These platforms are often based on single fundraising campaigns. For instance, they can help get a business or idea off the ground, or they can be used to fund a specific need. | ||
== Tips == | == Tips == | ||
| − | * Be willing to accept "no." Just because someone can't donate now doesn't mean that they won't be able to donate later. However, if you leave them with a bad taste in their mouth by pressuring them too hard, they won't come back to you when they are ready to donate.<ref | + | * Be willing to accept "no." Just because someone can't donate now doesn't mean that they won't be able to donate later. However, if you leave them with a bad taste in their mouth by pressuring them too hard, they won't come back to you when they are ready to donate.<ref name="rf1" /> |
== Related Articles == | == Related Articles == | ||
