As you meet with donors and prospects, there are 3 signals you should be looking for.

1. Verbal Signals

For example:

• “I really like what you are doing.”
• “I love giving to that type of project.”
• “I think you are meeting a real need through your ministry.”

2. Financial Signals

For example:

• It could be an upgrade in their normal giving to you or your ministry or a large gift that they send your way

3. Body Language

For example:

• A reassuring nod of the head showing agreement to what you are conveying.
• A smile on their face.
• A gleam in their eye

It is vitally important in fund raising that we look for these signals and then act upon them. As that prospect or donor responds with these and other signals we need in full confidence then to challenge and ask them at the appropriate time to play a financial part in our ministry. Failing to act upon these signals is nothing more than passing up a lost opportunity. Ask with confidence, and remember you are giving people an opportunity to invest in the Lord’s work.

You have made the ask and your prospect has agreed to support you and your ministry. Your job is not complete. There are 3 more steps you need to take following the ask.

1. Get an agreed-upon start date.

It is easy to get so excited about the gift that you forget the details. You need to get an agreed-upon start date. Taking a gift right then and there is ideal but for some they would like to make the gift at a future date. No problem; you just need to know what that date is. Failing to get that date simply means you are operating in the dark and it complicates your life as you have to call and get that nailed down. Now is the time to nail it down.

2. Put it in writing.

To make sure everyone is on the same page I put what has been agreed in writing. My letter thanks them for the visit and recites exactly what was agreed to, i.e. “Thanks for your willingness to support me at $200 a month beginning May 1st.” This not only documents their intent but they now have a piece of paper they can file to serve as a reminder.

3. Thank them for the gift.

When their gift does come in, by all means thank them for their gift. Everyone wants to be appreciated and your job is not merely to get the gift but keep the donor. Saying thank you will pave the way for future gifts as God provides.

These 3 simple, and you might say “common sense” things ought to be business as usual as you continue to give God’s people an opportunity to invest back in his work.

If you are to be successful in raising funds, there are 6 critical skills you will need to master.

1. Securing an Appointment Over the Phone

I have continually emphasized the strategic importance of meeting in person. To get to that one-on-one meeting, you have to master the art of making the appointment.
Once you’ve got your script down, find someone you can practice with. Once you are ready to make some calls, practice on your low-priority contacts. Get the experience so that eventually you can focus on your high-priority, Top 10 contacts.

2. Handling Phone Objections

In People Raising training, we lay out the common objections and various ways to handle them effectively. Get that practice partner, and brush up on responding to each of the objections. Keep in mind the two-step approach:

• Recognize and respond to the objection, which is real in the prospect’s mind.
• Ask for the appointment again!

3. Conducting the Visit

As you prepare for the visit, there are many questions going through your mind.

• What do I say?
• Where do I begin?
• What order do I need to proceed?

4. Handling the Four Responses

There are four responses you are likely to receive after you have specifically asked for support. Practice responding to each of these scenarios:

• “Yes, I’d love to support you at $____.
• “$300 is kind of high for me right now.”
• “I’d like to pray about it.”
• “No, I will not be able to support you.”

5. Asking for Referrals

Many fundraisers run out of contacts at some point in the process of fundraising. Wouldn’t it be great to be able to get new referrals as you work through the process? Donors who commit to support your vision for your ministry can be a great help in making new contacts.

6. Storytelling

As you paint a picture of a life being changed by the Lord, listeners can readily relate to that. Isn’t this the real reason donors give and continue to give? Everyone loves a good story of how God is at work in people’s lives. This goes back to expressing your vision and not merely your need for funds. Paint a picture. Take every opportunity to tell a good story about your ministry. Incorporate these into a fundraising appointment, a church meeting, an informal get-together or dessert time, an interview with a missions committee, a newsletter, a prayer letter, an email or phone update, and in your thank-you letters.

These 6 skills, when mastered, will make a radical difference as you move forward in raising needed funds for your ministry.

The People Raising 6-hour DVD and CD training program covers these 6 skills and includes live role playing of the visit. It is a valuable resource for mastering these skills.

We’re pleased to announce that the new and expanded edition of the popular book, People Raising – A Practical Guide to Raising Funds, will be published by Moody Press and available on April 1, 2012.

Some new chapters in the expanded version of People Raising include:

• Confronting the Fear Factor
• It’s Really Not About You
• Record, Catalogue, and Prioritize Your Prospects
• Get the Word Out (use of social media)
• Mastering the Six Critical Skills
• A Donor’s Perspective on Fundraising
• Coaching Can Make the Difference

What They’re Saying About the
New People Raising Book

“This is without question one of the most important missionary books ever written. We have end books on the challenge to go and we need them…but here is one that can really show you how to do it. American and other missionaries are needed as much as ever. But the cost is going up. We need to combine prayer, faith and the practical wisdom found in this great book.”

Dr George Verwer, Founder and Former Director, Operation Mobilisation

“People Raising is a practical guide to fundraising for real-life ministry. While fundraising can be an embarrassing, burdensome chore for some; Bill Dillon exhorts ministry leaders to recognize God’s activity among his people from the beginning of the process to the end. I recommend this book to church planters, missionaries, and ministry leaders of all types.”

Ed Stetzer, LifeWay Research

“When I led a mission organization that depended upon candidates raising their financial support, we found People Raising to be the best resource on the market. Bill Dillon has a skillful way to motivate, train and inspire people to overcome the natural fears associated with fundraising so they can accomplish the ministry God has given to them. Filled with practical tips and coaching, this book will challenge and sharpen the perspective of anyone who dares to read it. I highly commend it!”

Paul Nyquist, Ph.D., President Moody Bible Institute

“I have a lot of things in common with my friend Bill Dillon…including the significant enterprise of fundraising. Despite all the goblins that haunt our heads and hearts about raising money, I still have to face the fact that “president” is Latin for fundraising! It’s the one thing that focuses ultimately on the leader and the organization rises and or falls on the capacity of the prez to do it well. Casting the vision is easy…raising the money to move the vision forward is the hard work. So, thanks to Bill for liberating us from our shackling fears and setting us free to successfully encourage people to do something worthwhile with their money!”

Dr. Joseph M. Stowell, President, Cornerstone University, Grand Rapids, Michigan

“As a person who has given 30 years of his life to raising funds for Christian ministries, I have to say Bill Dillon has done more for raising personal support than anyone I know. This book is essential reading for anyone who feels called to ministry, period. This book will provide a biblical basis, a sound strategy and practical examples of how to approach the joy of sharing ministry. After all, as Bill so clearly states, the support you are asking for is not about you, it’s to advance the kingdom. The greatest benefit in giving goes to those who give. So, using this book you will learn to ask freely, in confidence and faith, knowing that the Lord of the universe is the provider.”

Doug Shaw, Chairman/CEO Douglas Shaw & Associates, Fundraising Counsel

“Bill Dillon digs from decades of experience, and has brilliant insight into the world of raising funds. It’s entertaining, educational, and well worth your time.”

Dan Cole, Creative Arts Pastor, crossbridgechristian.com

The book is good.
The training is excellent.
Bill’s passion and experience are powerful.
Stop “fundraising” and start “People Raising.”

Dr. George Johnson, Executive Director, Christian Evangelistic Association

“Bill Dillon faithfully serves ministry leaders through his book People Raising and the principles taught in it. While God-centered ministries need to fully understand the art of raising funds, God’s people also need to joyfully give as an act of their faith and obedience. I recommend this resource for leaders and laymen alike who wish to better understand how to do so.”

Wess Stafford, President and CEO, Compassion International

“At Stadia we always recommend Bill Dillon and the tried and true teaching of People Raising. Our goal is to plant 100 churches a year. People Raising will make this possible.”

Thomas F. Jones Jr., Executive Director, Stadia: Together We Will

The question is how do you raise both outgoing expenses and regular pledged support? Let me suggest a couple of scenarios.

The first scenario is you always begin by asking the prospect for regular pledge support because that’s what you live and depend upon. Keep in mind pledge support can either become monthly, quarterly or annually. Now in this particular scenario the prospect can come on back and say that they are in no position to provide you pledged support. At that point, I would ask them for a special gift for outgoing expenses.

The second scenario is that you ask for regular pledged support and they provide that, and I would tend to come back at a later date and thank them for their regular pledged support but indicate there is another way they can assist you and that is through a special gift toward, your outgoing expenses.

Any person raising funds is highly dependent upon those that pledge to give on a consistent basis. It could be a monthly pledge, quarterly or annually. There will be those times when those gifts might not make it to your account. Here are 6 reasons, why.

1. Your donor simply forgot.

The response card or envelope could have been misplaced. In the case of a couple the one or the other thought they were going to send the gift.

2. Health issues.

When you learn it is due to health issues this gives you the opportunity to pray and minister back to those who have so faithfully supported you.

3. Job issues.

In this day and age many people are struggling when it comes to employment. It could be the loss of a job, a reduction of pay or in some cases relocation to find a new or better job. Here again you are in a perfect place to pray and minister to them.

4. Credit card changes.

If you receive gifts through a credit card process it is very common for credit card expiration dates to change and if that is not corrected then no gifts will be coming your direction. This gives you the opportunity to reach out to your donor to determine the new expiration date.

5. Organization credited the wrong account.

Human error is certainly going to occur from time to time. By having a good tracking program in place, you will be able to know those gifts that fail to come in and can go back to your organization to inquire.

6. Lost in the mail.

From time to time mail does get lost. Don’t be surprised.

These are six reasons why there could be an interruption in your pledged gifts and I’m certain that there are more reasons. The key thing is to determine what has taken place.

What are your next steps?

Step 1. Make sure you are tracking your donor’s giving so that you can be the first to know when there’s been an interruption.

Step2. When the pledge gift has not arrived, at some point, you need to pick up the phone and make the call to your donor. The conversation can be as simple as, “I’m making a point to track all the funds that are coming in my account and for some reason I notice that there has been some interruption in your giving and I felt it wise just to pick up the phone and call.” Just saying those words, you should get a response as to what the real issue is. By all means, don’t simply send a letter or an email. You need to be in a situation where there is two way communication. You need to hear from them. As they share their reasons for the interruption, be prepared to pray and minister to them with such issues as health, jobs, etc.

Ministering to your donors certainly is important as you continue your ministry of People Raising.