There is one step, and one step only, that can make the largest difference in your year-end fundraising results.
And it’s not letters or email or fancy packaging or phone calls or any of that stuff.
It’s this:
Identify the top 10-15 largest donors who gave last year but have not yet given this year – and go see them. Find out what is on their minds and ask them to support you this year.
Spending your time with these funding sources is clearly the absolute best place for you to be in November and December.
So go see these wonderful donors who already believe in you and have supported you in the past. They have already voted with their pocketbooks that they are sold on your mission.
These folks are pre-sold.
You won’t need to educate them, or spend a lot of time developing a close relationship, because it already exists. It’s the most productive place for you to put your energy – especially if you evaluate the return on your investment of time and energy.
And if you added up the amounts that these funding sources represent, I’ll bet it is a substantial part of your year-end fundraising goal. All of us fundraisers know that it is the higher dollar donors who make the most difference in our totals.
Spend your time where the pockets are the deepest, if you want to raise the money that you need.
If you don’t do anything else in your year-end campaign, you must do this.
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