This week we’ve been talking about your major gifts pipeline. How do you build one? How do you maintain it?
Let me remind you why all this matters.
There are two types of fundraisers out there. The first type go to bed at night wondering when their next major gift is going to come in and who it’s going to come from.
The second type sleep soundly. They’ve built pilelines. And they’re looking forward to seeing the big gifts come in both now and in the future.
Need to get caught up on all this “pipeline” business? CLICK HERE to read Monday’s post. There’s a great freebie for you at the end!
We continued yesterday and talked about the importance of feeding your pipeline—regularly. Nothing going in? Eventually there will be nothing coming out. If you missed the Outreach Roadmap I shared, you can find it here. It will keep you on track with this important work.
Today, I want to talk about your prospect outreach. And I want to share one tip guaranteed to get you more face-to-face visits with potential donors.
K. Michael’s One-Two Punch
Ever emailed or called a prospect and not heard back? It’s part of the job. Veteran fundraisers know this.
Most people are busy—especially the kind of people that make good prospects. Retirees can be a different story, but sometimes the One-Two Punch is helpful with them as well.
I started using this technique when I realized most people would rather email me than return my phone call. Which is great! Any response is better than no response.
Yet, email often isn’t enough to grab someone’s attention.
And so, K. Michael’s One-Two Punch was born. It lets me do two things with my outreach: 1) create urgency, and 2) make it as easy as possible for the person to get back to me.
Here’s how it works:
- Step one: Phone message. So few people answer their phones these days! In my experience, most calls result in a voicemail.
- Step two: Follow-up email. Send it shortly after leaving your phone message. “Hi [Name], I’m sending a quick note to follow-up on the voicemail I left you this afternoon…”
See, a one-two punch.
In fact, when leaving phone messages, I often tell my prospects I’ll be sending a follow-up email. You can position this as a courtesy: “I’ll go ahead and summarize all this in an email for you.
The phone call/message adds a sense of urgency. And the immediate follow-up email makes it easy for your prospects to reply.
It’s a simple technique, but it’s been a big help to me and my team. We’re seeing much higher response rates in our discovery and qualification outreach.
And it works in other contexts as well—like with co-workers!
Take the One-Two Punch for a test drive. Make it a part of your outreach efforts—I’m confident you’ll be happy with the results.
Get More Pipeline-Building Tips and Techniques
Major gifts move the needle. You need them. Your organization needs them.
The One-Two Punch is a great technique. But it’s most effective as part of a broader strategy for building and maintaining your pipeline.
Sure, top performers and top organizations are closing major gifts now. But they’re also playing a long game. They’re working on the major gifts they will receive months, even years, from now.
A productive major gifts pipeline is critical to your ongoing success. Let me help you build yours.
For you, this week, I’m making all my best major gifts pipeline-building tips, hacks, and techniques available.
It’s the complete program I use when on-boarding new gift officers. My approach gets them focused and off to a fast start. In no time at all they’re contributing to our organization’s pipeline.
It’s also great for experienced fundraisers wanting a blueprint for sustained success. My program will keep you on track and moving toward bigger wins.
Here’s what you’ll get:
- My complete framework for converting any portfolio into a major gifts pipeline
- A worksheet for calculating your personal Weekly Outreach Goal—an important target that will keep your pipeline full
- A template for creating your own Outreach Playbook—a tool that will keep you moving toward your major gifts goals every day
- The Standard Outreach Sequence—a series of emails and phone calls that will get you in touch with more high net worth individuals
- Word-for-word phone and email templates that you can copy, paste, and customize for your own donor outreach
- And much more…
This material is tested. It’s proven.
It’s also grounded in best practices from the worlds of sales, marketing, persuasion psychology and, yes, non-profit fundraising. I use it every single day.
For the first time ever, my pipeline-building program is available online!
Building Your Major Gifts Pipeline is a web-based video training course. You can enroll today and move through the material on your own time at your own pace.
Stop worrying about when your next major gift is going to come in.
Get everything you need to build your major gifts pipeline today!
CLICK HERE to learn more about the course.
More Good Stuff Coming Tomorrow
Stay tuned. Tomorrow we’ll talk further about the kind of outreach that feeds a major gifts pipeline and keeps it full.
More specifically, what should you say when reaching out to prospects? How do you decide?
And what if your prospect tries to say you don’t need to meet? I’ll share the exact language I use to counter the most common objection you’ll face in your donor outreach.
So, stay tuned. I’ll see you tomorrow.