GET ON BOARD Nonprofit Workshop – Effectively Following Up with Skillway’s Dew Tinnin

This GET ON BOARD Virtual Nonprofit Workshop brought to you by The Assisi Foundation of Memphis, Inc. with ⁨Skillway's Dew Tinnin delivers an actionable framework for nonprofit professionals, board members, and fundraisers to level up their donor engagement strategy. By applying relationship-based sales principles to fundraising, learners will explore systems, scripts, and strategic tools to follow up with intention and grow long-term donor loyalty. 🎯 LEARNING OBJECTIVES Understand how fundraising aligns with sales principles. Build a sustainable donor follow-up system. Implement 10 types of donor touchpoints to increase engagement. Personalize donor communications with purpose and strategy. Leverage board members and internal systems for consistent outreach. Apply time-sensitive follow-up practices post-event for optimal donor retention. 🗂️ MODULE CONTENT 📌 SECTION 1: Fundraising is Sales Key Insight: Fundraising is a form of selling—you're presenting value, building relationships, and asking for investment. Dew’s Quote: “Most people don’t think fundraising is sales—but it is.” Reflection Question: How does your current fundraising process mirror (or differ from) a typical sales process? 📌 SECTION 2: Why Winging It Fails Problem: Many organizations “wing it” when following up with donors, leading to missed opportunities and reduced retention. Solution: Adopt a strategic follow-up plan and use a CRM or spreadsheet to track donor interactions. Tracking Elements to Include: Contact name Email/Phone Last interaction date Next follow-up date Notes (e.g., birthday, giving history, event attended) Reflection Question: What system (if any) do you use to track your donor communication? What needs improvement? 📌 SECTION 3: The 5-Day Follow-Up Rule Tip: Wait 5 business days between outreach attempts—adjust for channel (email, call, text) and recipient responsiveness. Special Considerations: Avoid Monday emails (inbox overload) Use Outlook, Google Contacts, or CRMs to set reminders Respond immediately after receiving an out-of-office reply 📌 SECTION 4: The “Takeaway Close” Technique Use When: A donor has ghosted or failed to respond after multiple follow-ups. Script Example: “I haven’t heard back, so I’ll assume this isn’t a priority for you right now. This will be my final outreach until next year—thanks again for your past support!” Psychological Principle: Loss aversion triggers urgency and often prompts re-engagement. 📌 SECTION 5: The 10-Touchpoint Strategy Go beyond email. Use varied methods to stay top-of-mind: Phone Call Email Text Message Direct Mail (flyers, articles, updates) Handwritten Notes Thoughtful Gifts (books, cookies, plants) In-Person Meetups Video Messages Voice Memos Social Media or LinkedIn Interactions Engagement Example: Take a selfie with a donor at an event → post on social → tag them → send a follow-up note → invite to next event. 📌 SECTION 6: Make It Easy to Say Thank You Actionable Tip: Create a “thank-you note station” stocked with: Stationery or postcards Return address labels StampsA list of upcoming birthdays or events Keep it visible and convenient (e.g., on your desk). 📌 SECTION 7: After the Event = GOLDEN TIME Dew’s Golden Rule: “People are most excited immediately after an event. That’s your window.” Post-Event Plan Should Include: Thank-you emails and texts Handwritten notes Recognition gifts or plants Social media shoutouts Early commitment ask for next year 📌 SECTION 8: Create Calendar-Based Touchpoints Use holidays, awareness days, and life events as opportunities to engage. Examples: National Walking Day → Invite to a “Walk and Talk” National Pizza Day → Host a food truck lunch Donor’s Birthday → Send a video or cookie delivery LinkedIn Promotion → Handwritten congratulations Bonus Tip: Use Facebook and LinkedIn to collect birthday/work anniversary data and add it to your CRM. 📌 SECTION 9: Involving Your Board Best Practice: Assign board members a role in follow-up—especially handwritten notes after events. Example: At your next board meeting, divide 30 thank-you cards among 10 board members. Provide supplies and scripts to make it seamless. 📌 SECTION 10: Event Networking and Donor Data Goal: Always collect guest data (emails, social handles) before an event. Ask table hosts to provide this in advance. Why? It allows you to follow up, tag attendees in photos, and build your future donor base. Social Tip: Make post-event social posts public and tag attendees to increase shareability. 📝 ACTION ASSIGNMENTS Implement Your Follow-Up System Choose a CRM, spreadsheet, or contact system and add your top 10 donors. Create Your Thank-You Box Stock it with stationery, return labels, and stamps. Schedule Monthly Touchpoints Plan one donor-themed outreach per month using a holiday, milestone, or personal note. Practice the “Takeaway Close” Draft and send one polite exit message to a donor who has ghosted you.

GET ON BOARD Nonprofit Workshop – Effectively Following Up with Skillway’s Dew Tinnin

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