Q: How do you build lasting donor relationships?
At the Elevate Conference attendees submitted their most pressing questions and in our series here on Substack we'll be answering new questions daily. Brandon Lenzi is today's featured speaker.
Q: How do you build strong, sustainable relationships with sponsors and donors that make them want to continue increasing their giving?
The key to building relationships with supporters is understanding their core motivations. What are they truly trying to achieve through their philanthropy?
Is it to increase brand recognition and associate their company with meaningful community causes? Was a family member or friend impacted by your organization's mission? Are they trying to build the community they dream of living in? These questions can—and should—be asked directly.
Once you uncover their "why," connect them to aspects of your work that resonate with their personal goals. Invite them to engage with that work firsthand, and then ask for their financial support. The cycle completes when you report back specifically how their gift made a difference—then begin again!
Creating Meaningful Connections
Q: How do I engage with donors in a memorable and meaningful way?
Mission-related engagement creates the strongest connection. This approach roots the relationship in your organization's work and keeps it at the center of their attention.
Extend special invitations to events or offer a "peek behind the curtain" of your programming. This invites donors to become part of your story—positioning them as the hero who helps move your mission forward through their investment.
Maximizing Board Fundraising Commitment
Q: What are your top 5 best practices for engaging board members in fundraising events year after year?
Begin with a Board Participation Plan: Start each fiscal year with one-on-one meetings between each board member and leadership (Board Chair and Executive Director/Development Director). Review last year's engagement: Which events did they attend? Where are they in their board term? What financial support did they provide and what impact did it have? What committees do they serve on? Who did they connect with the organization? Is your organization in their estate plans? Then, collaboratively set goals for the coming year and secure advance commitments.
Account for Economic Changes: Help board members understand the impact of inflation. For example, at 20% inflation, last year's $1,000 gift effectively has only $800 worth of impact today. Would they consider increasing support by 20% to maintain their impact while helping combat these effects?
Clarify Event Purpose: Ensure board members thoroughly understand why this event matters and how it contributes to your mission's sustainability. Their conviction will translate to more effective fundraising.
Strategic Guest Cultivation: Work closely with board members to develop tables that will be successful. This isn't the time to invite friends just for a nice evening—focus on guests who can at least cover their seat cost or participate in the lowest paddle raise. Otherwise, consider what other valuable resources these guests might bring (prestige, connections, advocacy potential).
Give Before You Get: Empower board members to offer complimentary event tickets or special programming access to their guests. This brings potential donors closer to your organization while making board members more comfortable when eventually asking for support.
Connect with Brandon on LinkedIn at https://www.linkedin.com/in/brandon-lenzi-992955138/