This is where you should be spending your time. Finding the donors who want to relate to you who have already shown you, by their giving, that there is interest. This is the most important work you can do as an MGO. Don’t waste your time chasing dreams.
Major Gift Officer turnover and low moral can be fixed by renewing your focus on these four key tasks for every officer. The right focus will lead to an increased revenue.
Qualify your donors before you make plans to cultivate relationships with them. Only one in three donors actually WANTS to relate more closely.
Are your MGOs working with too many donors who don’t respond to them? Is your return on investment unacceptably low? There IS an answer. Here’s the secret!
A good major gift officer is, in her caseload, creating a very healthy and robust group of donors who are staying with her organization and giving more.
You should start a major gifts program because you have donors who would give more if they were cultivated and stewarded properly, and because major gifts is one of the most cost-effective fundraising strategies there is.
When constructing a caseload for your major gift efforts, don’t make any decisions about who you will add based on age biases. Stick with what is known and true from the facts: older people give more.
Major gift fundraisers waste their time if they try over and over to reach donors who really don’t want to connect. The first step in establishing a caseload of major donors is determining who wants to relate to you. This is called “qualifying,” and we’ll show you how.
Your donor, when you first call, wonders what your motive is. That is why you need to be prepared to answer questions and handle any objections to your process of qualifying donors for major gift caseloads.
© 2017 Veritus Group. SITE DESIGN BY ABdenver
