The Daily Briefing: April 21, 2020

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On today’s Daily Briefing, Jim Benton was joined by Steve Vedra is the President of Delta Tau Delta Educational Foundation.

Insight 1: Meeting volume up 9% week over week after being down the first two weeks of Q2.

“Truly a national nonprofit - all over the country. We’re all used to traveling and meeting face to face and handshakes.”

We have a gift pyramid, that’s similar to a sales pyramid. The gifts that are going to move the org forward are going to be from 5 - 10% of donors. They’re less impacted by the virus than others. There’s a lot more of a competitive marketplace.

(not quote)We have a fund that’s called Deltas helping Delts, to help support students as they’re impacted by the financial and logistical impacts of the virus.

COVID Mentions

Has your message changed in the past few weeks?

“It’s changed in the last two weeks. A lot of changes earlier in the year. Shifting to smaller donations. Now have to go back to the solicitation phase. If people need more time to pay off pledges etc. We’re trying to make more data-based decisions. There are more people out there who are looking to give more - but we also know that based on 2008 2009 numbers, when people have supported 7 or 8 nonprofit organizations now they only support 3. We are trying to have more conversations with our most valuable donors about how their donations really make a difference

Jim: What we do must rise to the top in terms of the value of what you can provide

How are new opportunities reacting to the crisis?

First Meetings

Easier to renew people rather than find new donors. So reaching out to them first.

Older alumnus who would’ve been resistant to this technology, are actually embracing it. It’s easier for them to connect with people they haven’t seen in 20 years

How to provide value and connect with them. Being a good listener goes a long way.

The power of positivity. People really appreciate that. There are a lot of unknowns, but it’s important to remind people that the story hasn’t been written yet. It’s my personal goal to be the most positive person people talk to that day. We all have the power to make an impact on people from day to day. It’s about asking the right questions, and avoid using those catchphrases “we’re all in this together” it’s about being authentic

J: It’s easy to stop selling

S: based on the size and relative rations of our staff, we’re calling people we already have some relationship with. But I think that assumptions can be dangerous. Some who you would think are unable to give or don’t have the capacity, it’s important to ask and be mindful of their specific situation.

Are sales processes changing in response to the crisis?

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