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The Development Evangelist by Jerry Grimes, CFRE

Posts Tagged 'radio'

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Prepare for Impact: Can Your Ministry Prove Its Worth?

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Our parents and grandparents' generation gave of their hard-earned money to support charities and ministries because it was "the thing to do."  They liked being a part of something bigger than themselves, and enjoyed knowing they were building something great.   Today's donors, well, not so much. They like proof that their dollars are actually achieving something and that something had better not be just keeping the lights on for another month.  They want hard, concrete evidence that a donation has made a difference.  This puts more pressure on you as a non-profit leader to measure everything you do. And it's really not unfair when you think about it.  Business leaders have always been focused on the bottom line.  Successful schools have been focused on "outcome-based education" for years now.  Why should your ministry be any different?  One of Advocace's core principles says "you cannot achieve what you cannot measure," so we definitely believe in teaching our clien ...

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Majoring In Major Gifts: Worth The Effort

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Major Donors Right Under  Your Nose: Where on earth will you find the money needed to take your ministry to the next level? Chances are, it's all right there in your donor file.  When I ran a non-profit organization, I quickly learned that there were people giving relatively modest gifts on a fairly regular basis who were capable of giving much, much more.  In one case, a donor giving $500 or $1,000 gifts every few months turned out to be one of the wealthiest people in the state with a net worth of more than $60 million! Getting buy-in from such well healed donors takes time and effort, and it requires that you put in place something that most ministries hardly ever think about....A major gifts program. How To Identify Your Major Donors Giving history is the key to unlocking the secrets in your donor file.  A rule of thumb in fundraising is that someone giving $1,000 as a single gift is capable of giving $10,000 that same year,  if properly motivated.   Who are your potential ...

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5 Keys To Developing A Winning Case For Support

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No self respecting attorney would walk into a courtroom without being well armed with a solid case representing the client's point of view.  Yet, all too often ministry leaders find themselves in front of donors without a thing to say about why their cause is worthy of support.   Sure, we know lots of general reasons why people should give, but have we taken the time to develop and internalize the kind of sound, cogent, well-reasoned case for support it will take to win over major donors?   First, let's define terminology a little. The American Fundraising Professionals' (AFP) Fundraising Dictionary defines "case" like this:   "Case, n. the reasons why an organization both needs and merits philanthropic support, usually by outlining the organization's programs, current needs, and plans." You must take the time to hone a case message that not only tells people who you are, why you exist, but also the compelling reasons why your work is essential and worthy of their support.  Start ...

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Smaller Playlist Can Lead To Bigger Number$

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Looking for reasons why your phones didn't seem to ring during your last sharathon? Take a long, hard look at your programming.  Worth Repeating: The Benefits of a Tighter Playlist To be sure, many consultants are guilty of stating the obvious and then charging for it.  I say this to warn you, chances are if radio has been your game for any length of time, you probably have heard these words before:  "Your play list is too big."    Quite a few station owners and programmers are still laboring under the delusion that it is a good thing to offer listeners "a greater variety of music," when it has been proven time and time again that this approach is actually a cume killer.  It may not be how you like your radio station to sound, but you aren't programming it for yourself.  Your mission should be to reach as large of an audience as you can with the Gospel of Jesus Christ.   The best analogy to explain this is a beam of light.  A diffused beam will not go very far ...

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Three Secrets To Funding the Future of Radio

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As I said in my last blog entry, I don't think radio is dead. I do think radio has changed and is in fact still changing. Listeners are spending more and more time with social media and are finding plenty of other ways to get the content they used to get only from us.  In fact, the music that so many stations are built on is now on smart phones and will soon be coming to cars via mobile wi-fi.   Yet, with all of this, I believe Christian radio has never had a greater opportunity to make a difference. We will look back and see these changes as the hand of God making Christian stations more relevant and more important in listeners lives.  The future can be ours, if we are willing to embrace it. Radio remains a powerful platform for embracing the new media future.  Other formats envy the close knit relationship many Christian music stations enjoy with their audience.  I tip my hat to the smart programmers (and a few fellow consultants!) who have helped build such vast and loyal f ...

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The End or A New Beginning? Funding The Future of Radio

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Radio is not doomed, but it's also not going to be radio anymore, at least in the traditional sense.  As I see it, there are three big changes: 1. Listeners used to find the station, now the station has to go out and find the listeners.  People scanned, hit upon a station they liked and set a pre-set in the good old days.  Now stations are having to go out on the web, social networking sites put apps on phones and more to go to where the listeners have migrated. 2. Listeners used to just want to listen, now they want to talk as well.  Radio was a one-way conversation. Stations programmed music, news, talk or whatever, and except for the occasional call-in show, people listened to whatever was being broadcast.  Now listeners want more. They want to be part of the broadcast, not just calling in, but posting comments on the web, downloading excerpts and posting them in the social media, Twittering about what they hear, etc.  Smart stations are making listeners part of the show. 3 ...

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Going Postal: Part 3 - It's about trust

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RECAP:  The demise of direct mail has been greatly exaggerated!  It still works, folks.   You just have to put more brain power and in some cases a little more manpower behind it and the money will find its way right to your mailbox. 7. Build Trust - Direct mail works as part of an integrated marketing strategy designed to constantly deepen your relationship with your donors.  Mailing willy-nilly to anyone and everyone will raise some money. A small number of people will open an envelope, take the time to read it and respond with a gift.  But heart-motivated, repetitive giving requires that there be a relationship in place.  And relationships are built on just one thing: Trust.  What you do AFTER a donor makes a gift to your organization determines whether or not they will respond with their next gift.  I recommend that you devote a percentage of your direct mail budget between asks just to build trust and nurture the relationship.  First, you want to say thank yo ...

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Going Postal: Part 2

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RECAP: So you've heard direct mail  isn't producing results like it used to.  Well, you're right, but that doesn't mean we should pull the plug on what could still be the most productive fundraising tool around.  Direct mail isn't dead, it just needs a little focus, a little sharpening to work right.   As I shared last time,  you must put forth a little more effort with direct mail these days.  Specifically, you've got to sweat the list, sweat the copy and you've got to personalize your message as much as possible.  Now, let's look at three more essentials to making direct mail work for you: 4. Synergize -  When your letter arrives in your donor's mailbox, chances are good it won't be in there all by itself.  There will be letters, bills, flyers, postcards, coupon magazines and who knows what else.  Where does most of this stuff end up?  The trash can.  This is probably the source of most of the disrespect for direct mail that is out there these day ...

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Going Postal: The Demise of Direct Mail Is Greatly Exaggerated!

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I could not believe what I was hearing!  A fundraising consultant had just said the most shocking thing to an audience of ministry leaders that I've ever heard. Surely he had mis-spoken or at least would qualify his brash statement: "Direct mail is dead.  No one is raising money that way anymore, so don't waste your time or money on it." Not only did his words shock me, they sent me into a full-on panic because I would be taking the podium next at the conference, and my topic was "Using Direct Mail More Effectively."  What on earth would I say?  Just as I was asking myself that question, the friend who had invited me to speak at the conference sent a text to me from across the room: "I can see you are upset.  Don't worry, he's said lots of shocking things like this.  U can correct when its your turn." A few minutes and a glass of cold water later, my faculties were beginning to return to me.  After a break I took the podium and I told that audience about what I am goi ...

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Six Steps To Better Share-A-Thons

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I t’s Share-A-Thon Time! Does that make you want to do a little happy dance around your office or find solace in a big bag of Cheetos?  Based on conversations with GM’s across the country, I am thinking Chester Cheetah is going to see record sales again this spring.  Which brings me to the simple question, is it supposed to be this way?   The fear is palpable and the questions hanging over our heads can almost be seen by everyone we pass...  “Will we make our goal? It’s bigger than last  year!”  “What happens if the phones don’t ring? What will I do?”  “Is our team really ready for this?”  Could there a be a better approach to Share-A-Thons?  Is there a way to minimize the risks, reduce the fear and in general make them less of a big, hairy deal?  I think there are six action steps you can take right now to transform how you and your staf ...

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Comments
  1. Re: 7 Ways to Retain More Donors

    Great stuff! So good to see you link donors with the work. Remember how Paul linked the supporting folks...

    -- Jamie

  2. Re: Fundraising's Duh Factor: Keep more donors, raise more money

    Great read, I can appreciate the small things that keep the donor engaged.

    -- LaTanya

  3. Re: The Lapsed, Declined & The Disengaged

    Thanks Jerry. Organizations can also engage a credit card processing provider who enables donors to make...

    -- MKordic

  4. Re: Asking Naturally: Replacing Fear With Faith

    Thanks for the great post, Jerry--full of biblical truth! We join the Lord in His work through ministry...

    -- Will Stevens

The Development Evangelist
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About Jerry

I’ve been involved in the media for over 30 years with experience that spans television, radio and print. But my growing passion over the past decade has become development for non-profit organizations.

I love being a special friend and advisor to dozens of ministry leaders and radio station managers across the country. (I believe Christian radio has only just begun to reach its full potential.)Many non-profit organizations are functioning at a level far below what they could achieve if development were given its proper place in the management process.

My skill set includes development, marketing, strategic planning and leadership development as a certified Ministry Coach..

Before joining Advocace, I served as a development consultant for another firm, and as General Manager for one of the top Christian music stations in the country, and as Donor Marketing Director for WAY-FM Media Group. I also enjoyed raising funds as Director of Development for the University Of South Carolina School Of Law, as well as an active speaker, writer and facilitator.

You can find out more about how I help non-profit organizations and how to contact me here.

Thanks for leaving a comment on my blog,

Jerry