If this is your first time on this blog, first of all – WELCOME!
Second of all, although I – and guest bloggers who join me – write about anything and everything related to fundraising and philanthropy, there’s one topic that’s my favourite.
Yes, mid-level. That awkward middle child between the well-oiled machine called “annual giving” and the refined big sister called “major gifts”.
Many organizations have been playing in the mid-level sandbox for years now, but for many others it’s a new frontier.
If you’re one of those “many others”, I’ve got a piece of advice to get you started.
Just one thing, that’s simple to understand, but by no means easy to perfect.
Here it is:
To have a successful mid-level giving program, you must use a hybrid approach of direct response fundraising and personal solicitation.
Translation: You can’t just reach mid-level donors through the mail, and you can’t just try the major gift approach with them.
Well, we’ve conditioned most of our donors to be inspired to give via the mail, and so we can’t just take that away from them. Moreover, in my experience, a lot of mid-level donors just don’t want to meet with you. When I was running the mid-level giving program at Wilfrid Laurier University, I would reach out to donors and ask them to meet and they would be (a) very nervous about why I wanted to meet with them, and/or (b) appreciate the thought, but were very happy giving the way they always had.
Fair enough! So you have to keep up with the direct response approach. Although, the mail you send your mid-level donors can’t be the same ol’ appeal you send everyone else. But that’s a topic for another day.
But mail on its own isn’t enough. A lot of these donors are dying for more engagement with your organization, and reaching out to them personally, to meet with them one-on-one, is exactly what they need to stretch their giving to the next level.
This approach has worked wonders for major giving for years, and there’s a good reason. It’s personal, it’s intimate, and it gives you a chance to really understand your donor.
However, of course we can’t justify the resources it takes to travel to meet a donor, take them for lunch, etc. when they make a $1,000 gift at the end of it all. So, these face-to-face meetings have to be done a bit differently than they are with major gift donors/prospects. But that’s a topic for another day, too.
So that’s it, folks! The essential approach to start your mid-level giving program.
Let me know in the comments what you want to know more about.
And thanks for reading!
Written by Maeve Strathy
Maeve is the Founder of What Gives Philanthropy and has been working in fundraising for over nine years. Click here to learn more about Maeve.