September 17, 2009 ADVERTISEMENT Are you using the right tools for the job? Try WealthEngine's donor screening services or our fast, online research center for the best prospect research available. More than 25 databases, detailed profiles and handy reports...use it for all of your development efforts. Visit www.wealthengine.com or call (301) 215-5980 for a FREE trial. In This Edition: Immerse Your Donors In You Planned Giving ... 5 ideas for investing in donors Donors... 7 ways to treat your mid-level donors Major Gifts ... Understanding the ask when you make it ADVERTISEMENT    The mission of National Relief Charities (NRC) is to help Native American people throughout the Northern Plains and Southwest United States improve the quality of their lives by providing opportunities to bring about positive changes in their communities. NRC accomplishes this mission by providing program services that include: CIN, AIRC, SWIRC, AIEF, SNRF, NRF, NAA. Contact Bruce Demaree 914-925-2439. NPT Jobs NPT Resource Directory Subscribe to NPT NPT Latest Edition NPT Advertising Contact Us    ADVERTISEMENT     Please forward NPT Instant Fundraising to your colleagues so that they can also subscribe. Tell-a-friend! ADVERTISEMENT Did you know...31% of all nonprofits offer bonus compensation to the CEOs/presidents. See how they earned it in the new NonProfit Times 2009 Nonprofit Organizations Compensation & Benefits Report. Order your subscription today! Click here. Immerse Your Donors In You Philanthropic training and immersion appears to be an effective way of encouraging donors to contribute more money and spend more time volunteering, according to a recent report published by The Center on Philanthropy and Public Policy at USC. The findings stem from research examining donor socialization within Social Venture Partners International, an organization aimed at improving communities by enlisting donors to contribute their time as well as their money.  The donors – called “partners” – join local “SVP” affiliates by giving $5,000 or more annually to a pooled fund.  Partners also volunteer for the nonprofits they fund and participate in educational and collaborative decision-making activities.  To read the complete article click here...   Planned Giving ... 5 ideas for investing in donors Planned giving is an investment in your organization’s future, according to Phyllis Freedman, managing director at Continuum Planned Giving in Fairfax, Va. But which donors should you invest with, and who will most likely want to invest in your organization? When you couple industry wisdom with some common sense, you can target your planned giving prospects better Freedman discussed at the recent Bridge to Integrated Marketing & Fundraising Conference, in National Harbor, Md. Here are some of her tips: Industry wisdom. Planned giving efforts are usually focused on women, donors without grandchildren and donors that don’t have a will. Some organization try to cultivate young donors so that when it comes time to think about gift annuities and wills, the donor will already be engaged with the organization. Budget. Some donors, such as younger donors, may take longer to get your return on investment. Analyze your budget and incorporate any considerations for short-term and long-term investments. Remember that data and appends may help with your planned giving solicitations, but usually have a cost. Use common sense. If you are targeting unmarried, female donors, you might want to look for “Miss” titles in your file. Small details like that slip through the cracks. What makes sense for you? It may be wonderful to steward your younger donors for 20 years until they create their bequest, but it may not make fiscal sense for your organization. Analyze your budget and staff constraints to tailor a planned giving strategy for your organization. Message appropriately. You should not send the same message to everyone on your planned giving radar. Some donors may be best suited for a gift annuity while others may want to make the organization a life insurance policy beneficiary. Explain to donors their options and follow-up based on their decisions. Donors... 7 ways to treat your mid-level donors Your mid-level donors are usually the ones you can count on with your special appeals and projects. But are you giving them the special treatment they deserve? Creating a mid-level donation program can recognize the important role these donors play while maximizing net revenue for future fundraising, according to Lynn Edmonds, president, and Bryan Terpstra, vice president of fundraising, both from Holliston, Mass.-based LW Robbins Associates, and Matt Panos, vice president of ministry partnerships and resources at Phoenix-based Food for the Hungry.  They presented seven steps to growing a mid-level program at the recent Bridge to Integrated Marketing & Fundraising Conference, in National Harbor, Md. Create a distinctive name. If you have the budget and the time, put thought into a separate mid-level donation brand identity that ties into the mission. The visual brand and logo can serve as a cue to the mid-level affiliation. Determine giving levels. You can create different levels that coordinate with donations. Make sure that the levels are distinguishable, but still mesh with the organization’s overall brand. Thank the donors within the levels but always encourage moving up. Create benefits for mid-level donors. Have a combination of intangible benefits, such as recognition in communication materials, and tangible benefits, such as a pin or certificate. Develop a strong invitation and renewal series. Remind donors about renewing within their giving level or a step higher. Invite high-value donors that have not reached the mid-level donation to consider renewing in that group. Customize the acknowledgements. Thank these special donors promptly and as personal as a budget allows. Try to enlist volunteers to make personal phone calls. Promote mid-level giving. Incorporate mid-level giving information in some renewal campaigns, including the benefits of being in the program. Try to mention the mid-level donations in newsletters and on the Web site. Send special appeals. Test some exclusive mailings just to the mid-level giving donors. Remember to speak to the special relationship to cultivate mid-level renewal. Major Gifts ... Understanding the ask when you make it It’s important that donors understand you when you go into a major ask. But it’s equally important for you to comprehend your donor, according to Barbara Ciconte, senior vice president of consulting services at Donor Strategies, Inc., in Chevy Chase, Md., and Jeanne Jacob, executive director of Goodwin House Foundation in Alexandria, Va., who spoke at the recent Bridge to Integrated Marketing & Fundraising Conference, in National Harbor, Md.  Preparation for the meeting and active listening can make a significant difference in the conversation for a major gift, according to Ciconte and Jacob. Here are their thoughts: Anticipate the kinds of questions that may be asked. By thinking of the questions beforehand, you will be better prepared to answer with confidence and without hesitation. Keep the donor’s needs in mind. You can’t ignore what motivated the donor in the first place. Knowing the reasons why they want to make a gift can actually help your ask strategy. Limit the talking from the development team. It’s easy to go from explaining the organization’s programs and mission to completely taking over the entire meeting. Allow for the donor to speak. Think about a tag team. Ciconte and Jacob explained that it’s hard to speak and listen at the same time. Plus, two heads are usually better than one. Focus on what is being said. Sometimes people just hear what’s going on. You have to listen when it comes to these meetings. Get active. Lean toward the speaker, smile when appropriate, maintain eye contact and take notes. Keep your emotions in check. Phrases, issues and attitudes can trigger emotional reactions, but make sure you stay cool and focus on the conversation. Do not stop listening once you have a response. You may want to make your point, but don’t let your thoughts overshadow what the person is saying. Stay in the moment.  Repeat and summarize what you hear. That way the conversation remains clear and you can be sure of what the donor is trying to convey. Be clear. Ask for clarification if you mishear or don’t understand your donor. Don't Forget Us! Changing positions? Or have you moved to another organization? Then, make sure you still get NPT's family of eNewsletters by simply updating your profile. Copyright @ 2009 The NonProfit Times. To read our Privacy Policy click here. To forward Instant Fundraising to your colleagues so they can also subscribe click here.