Transcript PPT - Alliance of Arizona Nonprofits

Double Your Dollars: Using Matching Grants
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Updates: Nonprofit Registration
 You will be able to register for Arizona Gives Day
beginning the first week in January
 Watch your email and Alliance website
 Deadline is February 28
 Will involve 2 steps:


Online form with the Alliance
Claiming your Razoo profile
Why Matching Grants?
 Mentioning matching gifts in fundraising appeals
results in a 71% increase in the response rate and a
51% increase in the average donation amount (and
that's prior to receiving matching gift funds).
Source:
Tech Soup: Which Fundraising Strategies Work?
Benefits for your nonprofit
 Sets a clear goal
 Opportunity to
publically recognize
special donor
 Draw extra attention to
your nonprofit on
Arizona Gives Day
 Offers a simple
marketing message for
you and your supporters
to publicize
Benefits for Your Matching Donor
 Inspire others to give
 Know that their gift goes further (not only doubled,
also gets you closer to incentives)
 Highlight a specific program or project
Benefits for Your Matching Donor
 Opportunity for a business to partner with a loved
and respected brand (YOU)
 Memorializing a loved one
 Being a part of a social change movement – Arizona
Gives Day
Benefits for Your Arizona Gives Day Donors
 Act of giving is
immediate – give
your donors a
reason to act now
 Matching grants
offer a further sense
of urgency in giving
on April 9
Where to look
 Board members
 Staff
 Major donors
 Corporations
 Local businesses you work with
 Plan ahead for 2015 grant proposals
“The Battle for Hearts & Minds
Starts with the Hearts.”
Andy Goodman
4/9/2015
Engage
Steward
Recognize
Cultivate
5-Point
Cycle of
Philanthropy
Solicit
4/9/2015
The System: Solicit
Ask for what you need!
How to ask
3 Parts of an Ask
Pre-ask
Ask
Post-ask
Pre-Ask
 Think it through. Create a checklist.
 What are you asking for? And when do you need it?
 Who will ask and how will it be done?
 What makes you think this is a good person to ask? What clues
have they given you?
 What are most afraid of in this ask?
 Why would they say, “yes”? What do they get back?
 How will they want to be recognized?
 Do you need to do a “trial ask”?
Trial Ask
 A trial ask is asking if they might be willing to consider a
gift at a future time.
 Share opportunities and gauge their interest.
Example: We are going to be bringing nonprofits together for our
annual meeting in the summer. It is an opportunity for networking as
well as hearing form a top-notch speaker. We will be looking for
sponsorship. Is this something you would consider supporting?
Example: Our summer program that provides field trips for the
children costs between $500 and $2500 each field trip. Would you be
willing to consider a proposal to sponsor a trip at the highest level?
Ask
 Write out the script.
 An “ask” should not take long. It is in 4 stages:
Warm-up or engagement
 The Ask
 Donor response
 Thank you.

 Practice, Practice, Practice!
 Already have responses to all the possible answers.
 Practice some more!
Sample Script
Thank you so much for all the support you have given our
work this past year(s)! The ________ we serve have
benefited from your generosity. Last week, I saw ______
happen, and I was reminded that it takes all of us to reach
this level of success. Thank you!
I wanted to talk to you today, because we have a really
great opportunity coming up in April with Arizona Gives
Day. Arizona Gives Day is a day when people all over
Arizona go on line to make donations to the nonprofits.
Last year, over 800 nonprofit organizations raised just over
$1 million. Our organization raised _____, and frankly, it
was so new, that we did not do that much to get ready.
Sample Script (cont’d)
This year, we have set a goal of doubling our gifts on that day,
and we are working to create reasons and incentives for our
supporters to give, as well as send our information to people
that they know and ask them to make gifts. There are
significant prizes throughout the day for organizations that have
the most donors or raise the most in donations. We want to
make sure that we are really positioned well this time.
One of the ways that we hope to get people excited about giving
on that day is through a matching gift. We are putting together
a group of individuals who will pledge ahead of time to match
donations that day, up to ______ amount. I thought of you, as
I know how much you love this work and want to see us be able
to do more.
Sample Script (cont’d)
We have the opportunity to raise the money to provide
_____ services, just on that one day, if we meet our
goal.
Will you make a gift of $_____ that will match other
donations given that day? (If part of a pool, say “that
will combine with others to match donations given
that day?)
STOP TALKING and BE QUIET at this point. (Count
to 10)
Sample Script (cont’d)
If they said, “yes” –
Thank you so much for this! Your gift will double the impact we
will be able to have with this resource.
How would you like to be recognized? What would you like us
to say in order to encourage others to give?
If they said, “not now” –
Thank you so much for thinking about it. Your support is so
appreciated in our work. We will let you know how the day
goes.
Post Ask
 Say thank you!
 Go back to your office right away and hand write a
thank you note.
 Put the information into your database.
 Record the match information into Razoo.
 Write a plan to engage the donor in preparation for
the event, reporting on the results, and inviting them
to be further involved in your work.
Make Sure to Enter Your Matching Grant In Your
Razoo Profile:
Tips for Using the Razoo Feature
 Matching grant feature is a visual tool only
 Responsibility of the nonprofit to secure the
matching grant funds – can be inside or outside of
Razoo
 Matching grant itself does not count toward
incentive prizes – but the money you raise does
 Can only have one matching grant entered in Razoo
at a time – but you are welcome to combine gifts
Additional Benefits
 Donors can use
matching grants
as a search filter
 Your
organization’s
thumbnail will
have an icon on
it on Arizona
Gives Day that
draws the
donor’s
attention
Preston McMurry
 Founded largest
communications firm in
southwest and foundation
Theresa’s Fund
 Over $40 million to combat
domestic violence and child
abuse in Arizona
 Expert in boards, fundraising,
corporate values, and mission
statements
 2002 Philanthropist of the
Year
Join Us Next Time
Using Photos and Videos to Tell Your Story
January 31 at 10:00 am