What financial level of a donation begins our Major Gift Program? A gift to your major gift program will begin at a level that is based on past giving. Begin to identify this number by looking at the giving for the last two years.
Identify the mid-point of your donations. Now, let’s assume that your organization mid-point is $400. You would then begin your major gift program at the giving level of $500.
You have identified the entry level to your major gifts program – now what? Give your major gifts program a Name – maybe after your agency founder, or around your mission – “Door Openers” for a homeless organization or maybe something generic – “Legacy” program.
At this point you have identified your initial list of prospects and you have given your program an identity by naming it.
Now, back to your prospect list. Place your prospect list in order of potential – highest probability to lowest. Take the top 10% of the list and begin to set-up appointments to meet with them.
Remember, you aren’t asking for money during your call. The goal is to get an appointment. Let the prospect know that you want to meet with them to update them on what is taking place at your organization and what your vision is.
At your meeting you will discuss what is taking place – bring an annual report, program brochures, research update, board list and your major gift program fact sheet.
Use each piece as an opportunity for you to share the organization’s story and to listen to the donors responses.
Be sure to leave your meeting with a next step. Whether it is a follow-up phone call, sending the donor further information or setting up a time to take the donor to one of your programs, have a next step.
A solid major gifts program is built on listening, timely follow-up and closing the sale.
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