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Good lo and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host animal said good afternoon, but it was that applies to, but hello, i’m glad you’re with me. I didn’t do the agony of austin pieces if you leak to the idea that you missed today’s show tips from maria maria semple is our prospect research contributor, the prospect finder and has a new book magnify your business. She shares her wisdom for your non-profit on tony’s, take two new non-profit technology conference video interviews still up we’re sponsored by pursuant full service fund-raising data driven and technology enabled, you’ll raise more money pursuant dot com maria simple the prospect find her she’s a trainer and speaker on prospect research her website is the prospect finder dot com, and her new book is magnify your business tips, tools and strategies for growing your business or your non-profit she’s our doi end of dirt cheap and free, you’ll find her on twitter at maria simple. Welcome back to the studio! Thanks so much for having me and excited to be here. We’re here we’re by phone so often and you’ve been to the studio before, but it’s been a while? Yeah. It’s been a while. I think i was here for one of your recent celebratory fifty. Every that’s, right. Every july, we hit a fiftieth show. Milestone july this year. Next year will be three hundred. But you’re here for the two fiftieth that’s, right? Yep. Um, congratulations. Thank you, magarri. Exciting. Magnify your business. It has a magnifying glass on the cover. Not unlike your logo. Your prospect find a research logo has is ah, kapin kept that theme girl has a magnifying glass embedded in it. Um, so how does this book relate to your work and prospects research? Because there’s only one chapter that’s specifically about finding new prospects. How does the work overall relate to what you do? Specifically? So, you know, prospect research is really one component of you know what? You would call business development or donordigital elopement or fund-raising right on the non-profit side. And so it is definitely a very important component. But my business is, you know, really morphed it in and of itself over the last several years to really, um b not just about the prospecting part. But about connecting as well. So it’s one thing to have, you know, that great list of prospects. But then how do you connect those dots? How do you go from just building a list, or or even having a great list of donors that you’re maybe, um researching because you already know they donate to you? But then how do you make it happen so that they get more engaged with you? How do you keep that engagement going? So that’s really? More of a communications and marketing element. And so this book tries to address all of that cool that’s, ovary, ovary, concise and articulate recitation of the need for the book and how that’s all of it was very good. You start with you’re. Ah, you know what? I should have said? Happy holidays. Merry christmas, happy hanukkah. Happy new year and t was i wouldn’t open with that. And this is going to be our last show of the year before for non affiliates for the podcast listeners. So lots of good wishes, i would say at the end too. But, um, wishing that to you, maria. Something tina’s. Well, right here in the studio. How? Could i not, sam? You too. Sam gives thumbs up. Everybody’s taken care of. Now. Now, it’s, back to me. You start with the unique selling proposition r u s p i i think that’s pretty well understood, but let’s, make sure just in case there are people not so familiar with the u s p what is this? So, really it’s a way to distinguish you from all of the other people that do something similar to what your organization does. Right? So if you live in a community and there are, um, you know, multiple organizations that are social service agencies, right? Well, how does yours differ from another? Where? How do you collaborate? Even with the other one? So we’ll talk a little bit more about that. But you know what sets you apart? What is it you do better differently? Um, is it your you know, how does your mission toe differ from other people? So it’s important that organizations understand that? And so that they’ll be able to position themselves to attract the right types of volunteers, attract the right types of donors. Eso messaging, you know, it’s very important that your niche, your niche. But unique, right? But but, you know, a lot of lots of organizations. I mean, anybody listening who was already in an organization, one of the first things they do is their mission statement, right? So that mission statements already set right? But that mission statement could be long, right? It could be something that that is typically is going to be on all their printed materials. It’s going to be something that’s going to be on their website. Eso it’s going to be articulated? Perhaps in sometimes i’ve seen mission statements that could be, you know, a paragraph long, right? Rather than just think what’s preferred like a a sentence or two a sentence or two? Yes, but go ahead. So you have along if you have a long. So if you have a long one, how do you then to still that down? Can you take a look at your current mission statement? Is your entire board when they are out in doing there networking and so forth and they’re acting as ambassadors for your organization? How are they able to articulate what you do in one or two concise sentences? And some of the mission statements are you know, really bold, you know, in terms of you know what their their overall goals are on dh sometimes it’s it’s a bit of a stretch even, but it’s it’s really it’s showing in a very concise one or two sentences where that organization wants to be, you know, eradicate poverty. Ok, if that’s your bold statement than that’s it you know eso it’s, it’s it’s important for everybody. Not only staff, but bored to be able to articulate it. Okay, so if it’s eradicate poverty, how are you going to do that? Uniquely right? There are thousands of organizations working tens of thousands working on poverty alleviation throughout the world. But what’s your again your niche what’s your usp. How do you do it? Different than everybody else, right? Exactly. Yeah, i like bringing in the idea the board do. How do they describe your work? You know what? I’ve even had a guest recently. I remember who was now but recommending that there be bored training and conversation around the messaging and the keywords that you’re bored should be using when they’re out talking about your organization? Absolutely. How do you tell that stories to simply you? Know, and if you want, i can share just one or two that i thought that i have actually as examples in my book of organisations, i thought had a really great u s p yeah, we have just about two minutes before a break, but it was a go ahead. Okay, so one of them is make a wish, right? So i think most of us are familiar with the make a wish foundation and we make a wish group so here’s their their mission statement, they’re here they’re us pay their vision statement. Our vision is that people everywhere will share the power of a wish. All right, very short, very concise. Is that there is that their stated mission that’s that that’s what they’re calling their vision state vision, vision statement so that that so from that, you know, you can see how that that’s showing their unique selling proposition power of a wish, right? Absolutely don’t know if you know another one is save the children, right? So we envision a world in which every child attains the right to survival, protection, development and participation, right? Very clear, very succinct. So yes. So if if your organization doesn’t have that, you know might be might be time for youto to think about doing something like that for the new year. Okay, that sounds like this could be valuable to you if you’re developing a business plan or a plan for the well strategic plan. Ah right, yeah. Oh, yeah, absolutely, yeah, absolutely, because if you’re as you’re doing that type of planning, you know, ifyou’re, especially if you’re articulating this to your your funders, whether they be donors or perhaps you’re you’re getting alone for something seed funding, you know, it’s going to be important thatyou articulated in that way? Yeah, okay, usp, i’m not sure too many non-profits think about that really, they think mission statement, but we’re talking about distilling it down, all right? We’re gonna take a break, and when we come back, we’re going to keep talking. Marie has got lots of tips should be back next in january do we’ll talk some butt today about your ideal clients and your presence online? Stay with us. You’re tuned to non-profit radio. Tony martignetti also hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a quick ten minute burst of fund-raising insights, published once a month. Tony’s guests are expert in crowdfunding, mobile giving event fund-raising direct mail and donor cultivation. Really, all the fund-raising issues that make you wonder, am i doing this right? Is there a better way there is? Find the fund-raising fundamentals archive it. Tony martignetti dot com that’s marketmesuite n e t t i remember there’s, a g before the end, thousands of listeners have subscribed on itunes. You can also learn maura, the chronicle website philanthropy dot com fund-raising fundamentals the better way. Welcome back to big non-profit ideas for the other ninety five percent let’s take care of them live listener love we got asia checking in i love it always, always loyal, really start with beijing, beijing, china knee how also, seoul, south korea so loyal in seoul unbelievable on your haserot and in japan we got tokyo also incredibly loyal. Konichiwa mexico city, mexico when a star days and i don’t know how to welcome correctly. Sharjah, united arab emirates i would just say live listener love, let’s, come back domestic st, louis, missouri, florida! We can’t see your city and we got some other masked us ah presence, we don’t know we can’t even city or state, so that could apply to just any anybody was listening, but we’ll we’ll catch up with mohr city and state live listener love always thinking about our podcast listeners pleasantries podcast pleasantries to the over ten thousand listening in the time shift, whatever you’re doing while you listen very glad you’re with us and all our am and am and fm affiliate stations equally grateful that you are with us throughout the country affiliate affections to our am and fm listeners. Buy-in i love i just i love knowing that there’s people out there live even if it’s even when it’s only a dozen or fifteen, i don’t care. I just like knowing that there’s people out there listening live and it’s so cool that they’re all the way around the world to indeed and you have no idea what time it is in any of this. Country’s leon is a twelve hour beijing i know was twelve hours. No china’s twelve hours. So it ze midnight it’s one one am there? Ah, great loyalty coming out of beijing. Absolutely. Um, your you know what kind of tracking your chapters through your book, which is which is excellent mind doing it that way. You go on, teo, talk about ideal clients, what we’re talking about, the people who are benefiting from our work. Right? So? So, people benefiting from your work and, um, you know, also you have to think about, you know, getting targeted in terms of who are the people that you want to attract as volunteers and donors. So, yeah, there’s definitely that the beneficiaries of your services, right? The people that you serve, but broader? Yeah, but you know, you want to think, you know, client could mean could mean a number of things, right? So when we’re talking in the business world, client is pretty specific, you don’t want to say i interrupt all the time when you’re in studio c this is the benefit of being on the phone. I can’t get away with that. You don’t know, i’m doing it. I cut in, but you can hear me sometimes eso yourself you’re suffering with us, but so you don’t want the ideal constituents that doesn’t really constituents and its end. So, uh, no clinical does third party. It sounds like something terrestrial, right? You want to use it, but i don’t care for you. But we call them ideal people. Then people i feel people to bring into your world right clients is good. All right. I’m sure you spent a lot more time thinking about the night that then i have. I tend to be a little shallow about these things. But you put some thought into it. So i interrupted you blatantly, brazenly. All are different constituencies, right? That that’s, right. So you do you know you need teo. Really get you. Know, laser focused as as much as you can, and you know it. I know for me, even as i look to grow my own business that to which i gave focus is what expands right. And you hear a lot about this right there. Lots of writings that you can find, definitely true. Yeah, you start to focus on something and it gets done right. It gets done notice thing, right? Or or like if if you buy a red car, then suddenly or if you’re thinking about buying a red car, right, then suddenly you’re driving down the road and where there’s red cars all around you. Whereas before maybe you just never noticed them before. It’s. Your perception. Yeah, they’re right there, not just all out of the woodwork. Now, suddenly you know the way to do that siren coming down seventy seconds i did. This is our this is our state of the art soundproof studio. Nothing. Nothing gets in except street noise. All right, so identifying we’ve got so let’s let’s think about volunteers. I mean, that’s it that that could be a struggle, not necessarily board members, but they’re just, you know, your garden variety volunteers, the ones we’re going to come in and they’re going to stuff lunch packages or their maybe gonna do some office work for you. Although we know from jean takagi months ago, you can’t have volunteers doing the same labor that you’re paid employees are doing that’s illegal. We know about that. You could search jeanne takagi on my site and go back a couple of months, and he and i talked about that, um, but volunteers that are doing other kinds of work volunteers are we going, like, find the right one? Yeah, but that’s always a challenge for organizations, you know, certainly there there’s so many ways that you can employ online strategies right? To try and find the right type of volunteers there’s often volunteermatch type of organizations that exist within communities. So make sure if you have a gala coming up and you have some very specific tasks around that, for example, that you list those opportunities with those organizations because there will be people who will say, you know, i want to do something for my community. I only have one or two hours a week to give um or you know, i know i’m going to have some time off of work, so i only will have time during that stated week or two period of time. So it’s, great to have these volunteermatch clearing houses in the communities that will be able to match all of that up for people, of course, there’s always the bigger sites nationwide. Volunteermatch dot com catch a fire is one we’ve had rachel cheung on ceo of catching fire where might you find the you’re the diet of dirt cheap and free, which i love we’re in the local community might you find volunteermatch opportunities locally? So i think it’s a good idea to start with those two websites that you just mentioned and see if they have those local affiliates. Another good way to to find out is to contact your local united way office because they they very often will serve as that sort of clearinghouse capacity as well to match up volunteer opportunities. S o that’s one good way you know, to do that if you don’t feel like you have another separate organization handling that in your community, might a chamber of commerce or or no? Um yes and no, it you know, it really depends. It depends on how large of a chamber it is. I know the chamber that i belong to in new jersey, we launched a non-profit council within that chamber, and that sort of thing exists in other chambers in new jersey, where i’m from s o it’s great when you when you have that because you you do some programming that are specific to the needs of nonprofit organizations. But then there are also created opportunities to make sure that the for-profit and non-profit worlds have an opportunity to mix. And i know with with our events were always looking to make sure that we are including people who are board members, right? So to get their skillsets up in terms of their boardmember ships, including them where at the events that we do for the non-profit council within the chamber. So so if you have ah, larger chamber, then yes, definitely approached them and see, you know, does it make sense? For your organization to join, what events do they have specifically around non-profits do they list? Sometimes they will, you know, perhaps facilitate, you know, they might have a certain section in their online newsletter or something like that that will list specific opportunities that exist within our community and of course, you know, these a sze yu and i go through, you know, talking about your book now and the next one’s gonna be january fifteenth, the next show that you’ll we’re continuing the conversation, you know? These things all blend together. I mean, we’re going to kind of cover, um, discreet topics, but one of them is in person networking, right? You know, we’re going to talk about you have lots of tips around that, and so obviously, when you’re meeting people face to face, you always want to be thinking potential volunteer, maybe even potential boardmember potential employees, if you have an opening, you know, so obviously these things all meld together, right? And that’s, why it’s so important to have that u s p clear in your head and to really be living and breathing so that when you you know, your organization, whether here that i’m just living and breathing, right? I mean, you have to be thinking about it all the time, like, you know, in terms of upcoming needs or, you know, what air cem specific wish lists you have in the organization right now? So, you know, maybe maybe the van just broke down, right? That you that you’re using to transport the children back and forth to events, right? So you’re thinking to yourself, you know, how are we going to do this? We don’t have the funds to replace this van it’s going to be expensive to repair the van, so suddenly you’re thinking about the van all the time when you go to a networking event, right? And so of course, that is in your psyche, right? That to which you give focused, right? So suddenly, if if you really and truly are just thinking about that a lot and you go to a networking event, for example, with the intention set that it be really great if i met with somebody here today that could connect me to a great opportunity that would get us near closer to a van, you know, it’s amazing how those things could end up coming to fruition suddenly. It’s, you know, there there might be a car dealer who’s who’s in attendance at that event or somebody that you’re talking to his brother in law is a car dealer, and suddenly, you know you’re you’re just you’re making the right connections, but you have to have it as really part of your psyche. Cool. And sometimes people will just ask, you know what? What is it the organization does, you know, and that’s that’s a natural question. But, you know, you kind of morph that into what the organization needs, you know? Yeah, we do this and, you know, and you know, and i was just telling you about this program we have for children and wouldn’t you know, just earlier this week, our van i was i’m the only guy in america i wish i knew enough about cars to able to say what happened to the van, but no more than a flat tyre that’s all that and change the windshield washer axle broke up. Okay, axel that’s. Perfect. Here we go. You getting technical now? Actual axel that’s a technical. Okay, if it’s not windshield washer fluid, i don’t have change, but through a through a through a, uh, piston rod camshaft, you know? And just all of a sudden, this just happened. And, you know, wouldn’t it be nice if you know, you got any, you know, lisa lee, any leads in that direction or anything? Maybe maybe even low cost repair now, but okay, you know, you want to find out more for the conversation to what you need. Yeah. No, no, no. Absolutely. Absolutely. So if you know you, but you have, you have to be clear. You know, when you’re attending that event at the chamber or other types of community events, you have to be clear about what the needs are of the organization. And then on the flip side, i think it’s super important for you to be ableto approach those events and approach other people in the community with how your organization can help them, right? Yeah. You have a lot of you have a lot of mutuality recommendations, right? How can i be of help to you? How can i be of help to you? Right? So, it’s, you know, you don’t always want to just be seen like that organization. That’s constantly got their hand out and okay, here’s that person again? Oh, yeah, they’re you know, they’re always hitting us up for this. Are we selling us the tickets? Always this that the bake sales or, you know, whatever. But you want to be seen as a partner in the community and, you know, what is it that you can give to the business community? So if your organization, for example, ah, does have programming for children, okay? And you’re at a networking event. Well, maybe there are some people that you’re going to be talking to. Hu have young children who all of a sudden, you know, they need an after school program. And so when it be great to be able to talk about what the re sources are that you have for the local business community, um, jumping back teo, the ideal client topic, you have some ideas about measuring and listening and monitoring what your clients are talking about. What we share some tips so some of those tips would include obviously seeing what you know what’s being said about you. I think some of these tips we’ve shared in more of the prospect research world, but they’re equally is applicable in in this situation too. So google alerts um and then the other two sites that i’ve been having tremendous success with since i reviewed it for your show is matter-ness remember, because we talked about google lorts not being so good so much anymore. And and you know what? I have seen it go down, isn’t that so? That was like a year ago that was yeah, you were you were saying they were declining because you were measuring side by side and google was not coming, so maybe we shouldn’t be so yeah, enthusiastic. Yeah, the the ones that i am getting great success with our talk walker dot com and mentioned dot net, i do the exact same, too. Since, since, you know, that review was a year year and a half ago, i use those exact same, too, and i find them really valuable. Yeah, and they pick up it’s interesting because they pick up on the social mentions. Not just what’s. No. Maybe a blogger article or a news article. Tweets and whatnot. So, it’s it’s great. So so here’s a way that a non-profit could could use this. In terms of especially in terms of fund-raising and so forth, so why not take your top ten, um, donors, right? And you’re bored and put alerts on their names so that if there is some interesting mention about them, maybe there’s some success that they’ve had, um, you know, maybe they’re company did something fantastic or whatever it’s an opportunity for you to have that point of engagement that touch. That touchpoint that that isn’t just take, you know, calling them up and asking them to get involved in an event or ask for money. Now you’re being like a friend. Yeah, i saw this mention of you, you know, and they may not. Even if they’re not having alerts for their own name, they may not know about it or think they do if they’re quoted or something in newspaper piece. But whatever you know, you want to be proactive, just like a friend. Yeah, absolutely. I mean, you don’t need to tell them, gino, i’ve got on alert. Having to see this in the local paper and, you know, congratulations, that’s all has to be absolute brats, you know, great quote, great mentioned for the company. Your work, you know, we have a great day. No that’s it that’s it just you show that you’re thinking about the person. Exactly. I just want to say those against its talk walker, dot com and mention dot net, i get alerts every day. Sometimes you can say whether you want it as it happens or daily digest or weekly digest, you know, there’s different options, right? And i would do your non-profit name, right? Yeah. You mentioned boardmember tze maybe the ceo i have one set for at tony martignetti. So my twitter is my twitter id, right? Any other suggestions? What? You should be checking. I think that those air probably the primary ones because it’s it’s just it’s that technology is going to be, um, that push technology is going to be helping you, right? So you set the alert up once and then you just let let the thing go and just it’s just going to push you the results so you get to sit back and just watch it come in just thinking your twitter id because a lot of people, you know, the twitter ideas, not the exact name of the organization. So if there’s a variation or if it’s you personally, you know, a lot of people have different ideas than their names. So you want to you want to be able to capture both, um, let’s see? Oh, you yeah. About your tribe finding your tribe, right? Is that all what we’re talking about here? Is that something different? What was that? So, yeah, a little bit different. So yes. So you’ve heard of seth goldenburg baizman argast heard of him. He’s been on the show when there’s no years ago? Yeah, i captured him until view with him. It’s on the youtube channel? Yes. Oh, my goodness. We’re gonna have to look that one up. I missed that one myself, but, you know, so he he’s done a lot of he’s a talker. Speakers, you know, an author and he his book, you know, tribes we need you to lead us was, you know, it was an interesting book for me, right as a business owner in terms of trying to figure out how to grow my own business, and i started thinking about that in terms of non-profit organization. So you know what we’re talking about? Tribe, we’re talking about, you know, who are those collaborators in the community that we should be looking to do more with, you know, who are the people that ah, well, really rally around you and help you? And they’re kind of like your ambassadors in away, right? Help you and are very concerned and want to see you stay successful in the community. So, you know, who are those tribe members? Certainly you’re you’re bored, right? Obviously should be your tribe, and if they’re not, you better get a better try because they should be your your your your biggest tribe. But then, you know, start thinking, you know, outward from there in those concentric circles, right? You know, who do they know? Who else can they bring to the table and and really, you know, become part of your tribe? It some in an online world? It’s, it’s, it’s super important, especially if you’re going to do any type of like a crowdfunding campaign, you need that tribe of people that is going to get out there and help push that crowd funding strategy out to their own to their own peered networks and so forth. Or your tribe is your loyalists? Yeah, most loyal people, yeah, yeah, and and, you know, they could be people to that. Maybe they just have certain skillsets that that the that the nonprofit organization occasionally needs, right? So maybe, um, maybe it’s an advisory panel or a focus group that comes together twice a year t measure, you know, the perception of the organization in the community and maybe there it’s, you know, somebody that maybe you can get ah, focus group together, like i said, that meets twice a year just to give you their feedback and and, you know as to what they’re hearing about the organization, the community, and maybe their feedback as to how a new program is being implemented, um and they may look at it a little bit differently, right? Because they’re not as entrenched as staff and board would be in in a new program, for example, so they might be able to kind of step back and say, you know, well, we you know, we’ve heard this is working really well or word on the street is it’s not working so well? So, you know, you need people who are going to be able to give you that honest feedback. Yeah. Okay. Uh, sound sounds a lot like what peter shankman would call zombie loyalists. He was on the show to his book zombie loyalists. And the family wants to hear that you could just search the word zombie at tony martignetti dot com and my interview with peter will come up but similar, you know, the people who are doing there’s so committed to you that they just want to see you. They want to see you soar and they do a lot of work for you marketing in your pr and all the stuff you’re not talking about, you know, whether online or face-to-face, right? Right. And they will help you. You know that that’s why i built that into this book, you know, magnify your business because they are there going to be part of what’s going to help you get magnified. Yes. Okay, we get ah, lot more tips from maria coming up first. I want to say little about pursuing one of their online tools is velocity makes your gift officers a lot more productive and efficient because it’s helping them manage their work flow. You import prospect data from your own constituent database, and in fact, ah, marie and i are gonna be talking about your c r m in the next next time. She’s on january eighteenth. Ah, but you bring data and from your own database, and then this velocity tool has a personalized dashboard for each fundraiser so that they’re tracking their progress. And of course, if you have multiple fundraisers that you’re supervising, you khun see each of their progress or if you’re the fundraiser, you know, you’re tracking your own, um, you know, access it, whether it’s by phone or tablet, et cetera, you know? So you cross platform. The point is, you know, it’s it’s a tool that is going to help you just raise more money, and of course, that leads me to think that you’re going to raise seat back pockets, more money, and i’m not talking about those foldout ones. They’re like file folders glued to the back of a seat that don’t even hold a small bottle of water on the airplane. I’m talking about those deep ones in business and first class on the boeing seven eighty seven that is stuffed with the toiletry kits and the socks and the remote controls, and they still have room for a leader bottle of water filled with money. That’s what pursuing dot com is going to do for you now. It’s time for tony’s take two the new non-profit technology conference videos are still up they’re on storytelling and content strategy links to those and my video that introduces them or at tony martignetti dot com, you don’t need to go anywhere else. I mean, for god’s sake. Well, you know it’s, just no point that’s the only sight you need if it’s about tony martignetti or non-profit radio. Of course, if it’s about maria simple, then you go to the prospect finder dot com but for me, please. Tony martignetti dot com take a look at ntc twenty sixteen it’s hosted by you know who and ten the non-profit technology network it’s going to be, uh twenty sixteen march, twenty third through twenty fifth in san jose, california. I’m going to be there getting non-profit radio interviews and i’ll be hosting their live audio stream for those who can’t get there but get there. But if you can check it out either way, whether you want the stream or you want to be there live in march twenty, thirty, twenty fifth and ten dot or ge and that’s tony’s take two for friday, eighteenth of december forty seventh show of twenty fifteen. Okay, maria, you’re thankyou for little patients. Thank you very much. Let’s let’s talk about some of your online tips about online presence. I guess we should start with the website, right? So so the web site one of the super important things to remember right now about websites is, um, is that earlier this year in twenty fifteen ah, google came out and announced that websites that were not mobile responsive are actually going to get penalized right in the search results. So if any of you listening on the show are thinking about revamping the site, make sure you’re talking to the web master. They should be well versed in this, but, you know you should be on educated consumer. So you make sure that you you request that your website have a mobile, responsive ability. Tio it’s super important, we talked about that on dh what was going to happen was if the person was doing their search by phone and i believe it was sixty percent of searches on google are by phone, then your site wasn’t going to rank if it wasn’t deemed mobile responsive by google pushed down or it wasn’t going to rank it all right, when phones air when phones were used for certain right and now they just came out with something else yesterday, i’m not sure if you heard about this, but just yesterday they announced that sites that didn’t have the https the secure site, right? Ah, the same thing is gonna happen. They’re going to be penalized in search results. So google really wants to start seeing organisations have secured sites now, you know i don’t do websites, i’m not mine. No, mine doesn’t have an s on it. So if you’re not a commerce site, you know you’re not sharing any data. I mean what’s the i hope that’s only for sites that collect data from well wouldn’t non-profit though, if they’re well they’re like, well, yeah oh, yeah, yeah, right, yeah. So they’re thinking about suspect finder dot com right? Yeah. Okay, so i’m not sure, but i may be even i have to do it anyway. Someday something else for me to put on my twenty sixteen to do list and ah, certainly. Anybody listening on this show might want to take a look at it. So that announcement just came out yesterday, november seventeenth, so i’m sure that you’ll see i saw a number of articles on it online. So there’s data out there there’s something like december. I’m sorry. December. Okay, yeah, i think we’re don’t people to think i’m foisting this as a live show when it’s actually pretty good. You know, you don’t i don’t do that. I’m very up front when it’s pre recorded. Yeah, no, no, we’re in december if i must i must wish it was still november so i still have a month to go do some shopping because i’m a little behind you’re screwed if you don’t get christmas it’s a week from today yeah, i know. All right, what else? Online? You’re well, let’s. Think of the website you got more, more advice for the web site should have and how it should have it come on, amglobal back now, right? So so the website should definitely have, you know, obviously all the programs and services that your organization does, it makes me crazy when i go to a website and i don’t see who the board is listed out not i want to know who’s running that organization. So, you know, put your boardmember its name on bio file. Yeah, yeah. Lengthy. Just their corporate affiliation. And may you know, maybe a hyperlink to that person’s website. You know, i’m sure you know, if there are business owner, they would love to have, you know, hyper linked to their site. But yes. Oh, so that and then clear distinction is too how to donate online. That’s very important for non-profits tio have on there, um and ah, their social media presence, i think, should be on every page of the website. Yeah. Concierge header. You know, footer something, something that static on every page. And an email sign up form, i think, should be on every page. Sometimes. I noticed that when i go to visit an organization’s website and they asked me to kind of, you know, doing a quick overview assessment, um you know, i start poking around going well, there must be some way for me to leave my email address and get news about their upcoming events or volunteer opportunities or whatever, and i’m amazed it some sometimes i have to hunt around now i’m doing it because, you know, i’m being asked to write, and i’m thinking, no, now somebody who’s just happens toa land there because maybe they’ve done a google search. They’re not going to hunt around as much as i have, so or they came from one of your social sites where they came. All your social sites ought to be pointing to your website for people want more than just what you what you share on twitter or facebook, whatever. Yes, so they might very well be directed by your own work, and now they want to be more engaged and you’re making it hard by not making your email sign up obvious. Yeah, yeah. So it should be very obvious. And one thing i noticed that they do sometimes when they do have that sign up, sometimes they ask for too much information. You know, nobody wants to teo give their home address and phone number, you know baizman mandatory fields should be minimum many, mike, i mean, i’ll i think first and last name is okay. You definitely want first because you want to build a personalized emails, right? I think first and last is okay. Uh, besides the email address and i’ll give zip code, i’ll do that. But beyond that, i don’t want to put a phone number your friend’s address, even state. I mean, i think that’s just i think that goes too far. It’s just, you know, we’re just getting started here, right? No, i like tio, i like to kiss before i sleep together, you know, or whatever hold hands before we sleep or whatever it’s supposed to be. I don’t know i’d like to jump right in bed, but i’m trying to keep it clean, but but now, i mean, it gets too carried away, you know, minimal required fields, and you could put another optional fields, but keep that get that required stuff to a minimum. Yeah, absolutely. And so don’t make it hard to find and don’t ask for too much information, am i? Okay? You have some have some interesting advice about head shots. I don’t never where it is in the book, but doesn’t matter, but you have some really cool headshot tips, and i see some really crummy ones. Yeah, well, what do you got around there? S o if if there you’re going to have any head shots of your your border, your staff on your website on your social sites on your linked in um definitely it’s got to be a professional head shot. This is not the place for your you know your fun weekend photos that you take and put up on facebook. There’s a place for that and that’s for your family and friends ilsen selfies, even even a professional looking selfie it you know it’s it’s just doesn’t do it anymore. No, not for head shots on your you know, on the website i mean, you could have fun with them. Jean takagi are legal contributor he’s got a picture of him playing volleyball on the beach in a suit. You know that’s great it’s. Because he’s just diving and you know the next shot after that was him face down, planted in the sand. But you know that’s fun. You could have fun with it. But no, not the not the cheap selfie is not not on a professional. Yeah, so there’s a place for that. So you got some other headshot tips in turn move yet for women, especially i want one of the things that i’ve noticed you sometimes that i’ve seen these head shots where women have they taken them at a place called glamour shots. I don’t even know that that place even exists anymore. Be basically it’s like this airbrushed look ok to a head shot. And i swear to you, tony, one time i was meeting somebody for for a cup of coffee that we had first connected on linkedin. Um, and we said, okay, so we, you know, going to meet for a cup of coffee, and so i knew in my mind what i was looking for because i had literally looked up the linked in profile before we met, and this woman came up to me and she said, hi, maria, you know, you know, i’m so and so and i hope she didn’t see the shock on my face because i thought to myself, that’s not you like, oh, you know, i mean, it was so so drastically different. So, you know, your headshot should should look like you, you know, like bad plastic surgery, right? And and and it should be a somewhat current head shot, right? So this is not the place to pull out your college photo as much as you might have loved. The way you look back in college, you know, you are who you are, your experience level is, you know, i remember when my photographer was taking my head shot, he said, you know, ah, don’t ask me to erase too many wrinkles, he said, because you earned them all and he said, you know, it’s it’s, you’re experienced and, you know, let let’s not let’s not erase that, yeah, yeah, my the head shot’s story was i my most retouched one, which wasn’t much, it was like around my smile or something, and it got really got bad reviews, good friends are the only ones were going to say anything, and i put it up and i used it for, like, six months or so, but a couple of good friends over those six months said, you know, that that’s just not really a good photo of you and and as i scrutinized, you know, the smile looked a little false, and that picture has gone. Now you’d have to dig. You’d have to dig to web archives to find that was your tribe, wasn’t it? That was your tribe. Who gave you that feedback? Yeah. Yeah, those were those were two good friends, actually. Even my own wife didn’t. She thought, you know, i don’t know what you don’t remember. I don’t disparage what she thought of it, but i don’t disparage her opinion of my crummy photo. Uh, she probably was brilliant. No, but no. Yeah, they were. They were. They were good friends. Those are the ones we’re gonna tell you the truth, you know? Yeah, i’ve seen some out there and, uh, depending on my relationship with the person of all oliver, with them or not, you know, it’s, not your place. If you’re not real close to the person i don’t write, littlefield, but anyway, i buried that very that one it’s the one if you want to go look it’s. The one with me in a black turtleneck and eh, i remember that once you do a camel, i’m wearing a camel colored jacket and there’s lance there’s not landscapes, there’s, buildings in the back building, fire escapes, landscapes, fire scapes in new york, they’re the same thing fire scapes in the background, beautiful setting. I didn’t love the photo. Okay, maur anything more about the web site or you want to go a little broader than than just a website where you wanna go next for your online presence? Yes, so of course then, you know beyond that, then people start thinking about social media, right is sort of like, you know, you gotta have that that great centralized websites that’s thing you’re going to point everybody to even from your social sites, then you start thinking about, well, what social media sites should we be on? And that can really vary most non-profits love to have a presence on facebook, it’s a given, you know that, you know, so damn annoying, right? And they keep changing their algorithm, you know, the boosted posts they’d want they want to, you know, put some money behind it and so forth, and yeah, they’re for-profit company and they have shareholders to pay, you know, it says whatever a billion and a half. People there were two billion right you need facebook is pretty much right, right? Um but then you have to think about, you know, your your audience, your demographics, um, and who you serve and and who your volunteer bases. I mean, i’ve had some non-profits asked me, you know, maria, you know, is there is there any way, any reason we should be on pinterest or any reason, we should be on instagram? And my answer is always, well, you know, who are you catering to for the people serving, you know, universal answer to that question, no, there isn’t there really is would you do on it? Who would you talk to on it? Exactly? You know, but if you’re a known organizations serving women and and the primary, you know, the people you’re serving or women, you have a lot of women donating to you then, yeah, you know, you really should be on pinterest the other things to keep in mind is the mind set of people when they come and sit down in front of each one of their social media sites, right? I mean, i think of my own activities, right? So when i won, linked in it’s you know i’m on there and and my mind set is around business. When i’m on facebook, i’m a little bit more relaxed and i’m thinking about interacting with friends, seeing what people are up to, socializing, if you will when i’m on pinterest my mind set is completely different. My mindset is, you know, i’m i’m almost looking to shop when i’m on pinterest and and that’s and that’s, the key thing there is that non-profits sometimes fall short and dont and will develop a site like pinterest but don’t realize the mindset of the person sitting in front of the pinterest boards and they’re losing opportunities because they haven’t created boards of wish lists, for example, and and photos vibrant photos of their work in action and really using those photos to tell their stories. Um, because when most people are on pinterest, their credit cards are really not that far away from them. All right, let’s, go out for our last break when we come back, maria and i’m going to move teo the in person networking strategies that she’s got hang in there. Like what you’re hearing a non-profit radio tony’s got more on youtube, you’ll find clips from stand up comedy tv spots and exclusive interviews catch guests like seth gordon. Craig newmark, the founder of craigslist marquis of eco enterprises, charles best from donors choose dot org’s aria finger, do something that worked neo-sage levine from new york universities heimans center on philantech tony tweets to he finds the best content from the most knowledgeable, interesting people in and around non-profits to share on his stream. If you have valuable info, he wants to re tweet you during the show. You can join the conversation on twitter using hashtag non-profit radio twitter is an easy way to reach tony he’s at tony martignetti narasimhan t i g e n e t t i remember there’s a g before the end he hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a short monthly show devoted to getting over your fund-raising hartals just like non-profit radio, toni talks to leading thinkers, experts and cool people with great ideas. As one fan said, tony picks their brains and i don’t have to leave my office fund-raising fundamentals was recently dubbed the most helpful non-profit podcast you have ever heard. You can also join the conversation on facebook, where you can ask questions before or after the show. The guests were there, too. Get insider show alerts by email, tony tells you who’s on each week and always includes link so that you can contact guests directly. To sign up, visit the facebook page for tony martignetti dot com. Hi, i’m kate piela, executive director of dance, new amsterdam. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Oppcoll what a luxury it is to spend the whole hour with you, maria. You know not, we’ll have to squeeze it into just a second segment, which is what we usually do. I know this is great. Isn’t it wonderful. I told you i don’t take carrier remains the city. I’ll take care of you. All right, let’s, move. Face-to-face now, first, you got some ideas about how to find good places to go, to be doing your networking. Right? So you want to be somewhat targeted, right? Cause you know, some people hate to network personally, i love to network so i could spend every last hour of the day and every last dollar i have on and networking groups. Right. So you so you do have teo be more targeted. On the other hand, if you’re more of an introvert, then you do need to figure out a way to get yourself out there. Stop hiding behind the social media stoploss hiding behind your desk. You know, you you are a part of the community. And so you really need to figure out a way to get over your anxieties around, meeting new people and meeting and greeting. And so forth. And you could get lots of, um, you know, that chambers, for example, will often run, like, sort of a networking one o one where it’s a safe environment and it’s, a group of people who are all sort of newbies to networking. So it’s a great place to get those tips. Um, so make sure you go with plenty of business cards, right? Yes, i always have that. I’m amazed when somebody says to me, oh, i forgot my business card. I know, officer, i was just yeah, we’re going to talk in a few minutes about conferences, but coming up, but i was just i was in the nielsen audiocasting prince and people, you know, they ran out of business cards. But, you know, it’s like, ten in the morning or so it was i know is before lunch, you know, i i don’t have many. I ran out. Well, you carry two for the dae hee. You like your pocket. Should be stuffed with business cards, but no more in the hotel room. Yeah, yeah, you should have run up right, it’s worth it, especially because i was a speaker at the time. So he doesn’t miss. Miss, miss plenty of my content. Go get your business card. No, i don’t speak it that but, you know, let’s focus on business cards for second because they are an important part of networking. And one of the things that people fall short on is they don’t use the back side of their business card. Yeah, they don’t put on their their social media sites, right? So why not put your linked in profile? You know, customized that that that linked in earl, you’re cut your public profile, earle, put it on the back of your business card. Make it is easy as possible for somebody after you’ve met an exchange business cards to go back to their office, find you one linked in and stay connected and engage that way, right? So so it is super important to do that and actually started using my photo on the back of my business card as well. Oh, yeah, yeah, yeah, i don’t. I wouldn’t that’s pretty when you put that on the front. Um, well, my logo was on the front and, you know, the pertinent information is on the front and i decided to use the backside or my photo and my social sites and so, you know, but i think a lot of people don’t take advantage of that back side real estate on a business card. I also find it particularly annoying when somebody hands me a business card that’s you know, that really, really shiny card stock right on right on, right? So you can’t even write a note like, you know, send them the white paper they asked for whatever it is and glasses, doc, yeah, yeah, when you when you say to somebody, well, let me send a t afterward, then you go to jot it down on the back of their card and you can’t so so personally not a fan of the glossy stock of myself because i can’t write on them. I think in some some countries is a japan where you’re actually not supposed to write on anybody’s card, i think that might be the case. Um, it’s kind of considered quite rude if you do that. So i’m saying do that if you’re in the us, but our japanese listeners might be taking offense to what i’m telling them to d’oh okay, thank you. Qualifying how about some other places where you can go? Besides, i know you’re a big fan chambers of commerce. Ah, professional associations air good one professional associations or a good one and think about those professional associations where, like, this is a perfect example junior achievement, right? So they one of their their, you know, things that they focus on this financial literacy programs for children, youth, right? So and they have a lot of programming around that and, you know, commerce park and all the stuff. So one of the things that you want to think about is, well, where are we going to be able to network with more people who are in financial services, right? So it’s important to network for your own professional development, but then thinking about where we’re going to network so that we’re going to be able to attract volunteers and donors. So it’s it’s a perfect fit for them to be networking in financial planning association type of meeting’s financial women’s association so, you know, find out where that that counterbalance is so that you can go ahead and start networking and some of those environments and you don’t have to join. The association’s, very many of them will will let you actually attend meetings for a nominal surcharge. On top of with the regular ticket prices for members. Eso it’s something that you can sort of float in and out of and not commit hundreds of dollars a year to join a professional association. And this relates to what we talked about earlier with german ideal clients. You know those related fields to yours? That’s, another constituent group? If you don’t mind that word that groups that can be helping you find resource is make referrals to you, to whom you can make referrals and again be helpful to them. So these sort of allied professions, you know, that’s. Another one of your groups of good clients? Yeah, absolutely. Absolutely. So it’s, really important for you too. To think a little bit more broadly. And, you know, ask your board. You know what? What groups do you belong to? Where you doing? Some networking. You know, if it’s you know there’s, some groups like b and i and ll a tip, maybe you have your boardmember czar are part of some of those organizations and ask them, can i come? Is your guest some of the meetings, those air formal networking organization unionize business network international. Brian like tip i don’t know what they’re trying to be french, but it’s ellie abila tip may i say what you’re not saying you’re saying with the new jersey? Let you’re saying late tip now, it’s no good let’s tip tip we’ll get you have that new jersey. I was, but i was born and, you know, i majored in french, so oh, you did. Did you know you should be telling me. Well, but you say i do something once it makes me an expert. So i’ve said i spoke french once sometimes. So now i’m an expert. So late. Look, it is loose. So it looks here importing the new jersey. Know why it was a slip on work. Okay. All right. We’ve got just a couple minutes left. You have some ideas. Specific teo conferences. Maybe if you’re a little introverted. George joining a group that’s chatting at a conference, you know, to share some ideas there. Yeah. So, you know, i mean, for the most part, people are there to network, right? So, you know, there there. You definitely don’t. Hesitate to approach a group of people who are talking, you know, don’t be rude about it, but if you just sort of stand, you know, they usually will be very inclusive and invite you into the conversation. Um, i gotta hover. You have around the group a little, yeah, you just gotta mingle in and, you know, people are welcoming. Yeah, people are welcoming. I mean, you’re there for networking purposes, so, you know, this is you know, where this isn’t, you know, middle school, right? Right. Flix, right? This isn’t a collector in that respect, so, you know, but by the same token, you need to know when to remove and extricate yourself from situations as well. I like to use the bathroom for that. I excuse me, i gotta use the men’s room or the food line. I’m going to get some food. You have another ways of getting yourself out of a group. Um, well, i think it’s, i think you can very nicely say, you know, you know, it was great to meet you. I know you’re here to meet a lot of other people, so i’m going to let you go ahead and do. That and, you know, hope hopefully we’ll see each other before the evening is over something like that. So, you know, you’re not there to talkto one person for an hour, and everybody, i think, realizes that so another good thing that i like to do, uh, you see somebody standing alone or sitting alone, go in or stand with that person, you know, introduce yourself. I mean, they’re probably feeling the same anxiety. Like she’s everybody’s got everybody’s got something around them except me. I feel like, you know, outcast, yeah, go up to the single people. Yeah, and sometimes particularly chambers will make available a list in advance of who the all the registrants are, like sometimes it’s on the website like where you’ve signed upto actually ten and that’s. So that’s really good to check out who’s going to be there? We gotta leave it there. Very simple, but she’s going to back january eighteenth, we’re going to continue this conversation about her book, which is growing your business. I’m sorry, it’s called magnify your business tips, tools and strategies for growing your business or your non-profit and on twitter, of course she’s at maria simple, thanks. So much for being in the studio. Thank you so much for having me. I can’t wait to come back my pleasure next week. We don’t have a live show or a podcast show or the week after, however, of course we will have affiliate shows both of those two weeks. So that’s, we’re talking about the twenty fifth of december and the first of january. No podcast or live shows, but affiliate shows those weeks live an affiliate podcast shows return friday, january eighth twenty sixteen if you missed any part of today’s show here in twenty fifteen, finding on tony martignetti dot com, where in the world else would you go? Not sure if i’m going to continue that in twenty sixteen. We might, though i’m not saying it’s going away, responsive by pursuing online tools for small and midsize non-profits whatever type of work you do to improve our world pursuant dot com, our creative producer is claire meyer off. Sam liebowitz is the line producer gavin dollars are am and fm outreach director. The show’s social media is by dino russell on our music is by scott stein. Thank you, scotty, for that information with me. Next week for non-profit radio. Big non-profit ideas for the other ninety five percent. Go out and be great. Dahna what’s not to love about non-profit radio tony gets the best guests check this out from seth godin this’s the first revolution since tv nineteen fifty and henry ford nineteen twenty it’s the revolution of our lifetime here’s a smart, simple idea from craigslist founder craig newmark yeah insights, orn presentation or anything? People don’t really need the fancy stuff they need something which is simple and fast. When’s the best time to post on facebook facebook’s andrew noise nose at traffic is at an all time hyre on nine a, m or p m so that’s when you should be posting your most meaningful post here’s aria finger ceo of do something dot or ge young people are not going to be involved in social change if it’s boring and they don’t see the impact of what they’re doing. So you got to make it fun applicable to these young people look so otherwise a fifteen and sixteen year old they have better things to do if they have xbox, they have tv, they have their cell phones me dar is the founder of idealist took two or three years for foundation staff to sort of dane toe add an email address their card it was like it was phone. This email thing is fired-up that’s why should i give it away? Charles best founded donors choose dot or ge somehow they’ve gotten in touch kind of off line as it were and and no two exchanges of brownies and visits and physical gift. Mark echo is the founder and ceo of eco enterprises. You may be wearing his hoodies and shirts. Tony talked to him. Yeah, you know, i just i’m a big believer that’s not what you make in life. It sze, you know, tell you make people feel this is public radio host majora carter. Innovation is in the power of understanding that you don’t just do it. You put money on a situation expected to hell, you put money in a situation and invested and expect it to grow and savvy advice for success from eric sabiston. What separates those who achieve from those who do not is in direct proportion to one’s ability to ask others for help. The smartest experts and leading thinkers air on tony martignetti non-profit radio big non-profit ideas for the other ninety five percent.

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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host. We have a listener of the week, shannon johnson, she tweeted, and i quote, you are a blessing to me and those who recently started a new non-profit organization i listened to your podcasts everyday endquote oh, my god, sachin, that is so lovely. Thank you. Are you doing it on the overnight to there’s a lot. There’s a lot of research that says if you listen tio podcasts overnight just with little headset on you can you can learn you can enhance your learning overnight, so please don’t stick the daytime hours. Shannon johnson, listener the week congratulations and thank you so so much! Oh, i’m glad you’re with me. I’d suffer the embarrassment of clint, especially if you hit me over the head with the idea that you missed today’s show human-centered design what is it and what’s this process that puts people at the center of innovation for social change? Sarah a is principal of greater good studio and research pre and post event. Maria simple is our prospect research contributor and the prospect finder. She shares strategies for using research to support your cultivation events on tony’s take two between the guests knew video interviews we’re sponsored by pursuant full service fund-raising data driven and technology enabled, you’ll raise more money pursuant dot com very glad that sarah is with me in studio from chicago. She co founded greater good studio in two thousand eleven to bring human-centered design to overlooked problems and underserved people. She does a lot of speaking about design and is a guest lecturer at kellogg school of management at northwestern university. She believes that by making research tangible, visual and memorable, we can generate the empathy needed to create mohr and better life. We’re going to talk about that research process. She’s at greater good underscore and att greater good studio dot com sarah, welcome to new york. Thank you so much for having me. Thank you for coming in from chicago. Yeah, no problem. Always good to be here. It’s. Pleasure to see you again. We met at the opportunity collaboration we did. We have the same home room. That’s, right? Our colloquium that’s right? Our ground are our safe space every morning. That’s. Right. Good to see. You back? Yeah. Thanks. Um, yeah. Mohr mohr and better life. Not just better life, but more life. How it was research and design going to do that for us? Yeah. That’s. A great question already. First one’s. Great. Yeah. They’re all going down hill from here. So enjoy this one now. Well, you know, we started this company in order to work on social problems. And i would say that in contrast with our earlier careers, my co founder and i both were innovation consultants for many years. Cofounders your husband, my co founder, is indeed my husband shoretz give. Give george a shoutout. Let’s give george a shoutout after all, for being both a great co founder and a great husband. But we were essentially using design and the design process to solve business problems. So what that means is that a client would come to our consultancy and say, you know, we need to reach, you know, we need tio reach this new target audience or, you know, basically create a new product line, things like that. And so we would go out and conduct human-centered design. We would understand the end user we would synthesize design. Opportunities and brainstorm lots of ideas. We’d have a whole ton of fun learning and designing new things that would meet people’s needs. But ultimately, what we kind of came to is the conclusion that we were solving problems for users, but really, we were solving problems for businesses in order to, you know, make more money. And so we basically said, you know, business problems very important, lots of good people doing that we want to use the same process, the same set of skills and tools to solve social problems. Teo, solve the really challenging and honestly really interesting problems that don’t get as much attention from design as a field today. So more life, more life and better life through research and design. Yeah, yeah. I mean, we target, you know, we we work explicitly and exclusively with clients that are on a mission. S o many of our clients are non-profits the others, air foundations and in some cases, government agencies. But we have a really rigorous gut check process for determining who should be a client. And that includes, you know, are they are they serving a vulnerable population? And do they really believe that? This population can you? No can have its needs. Madden can can get problem solved. What is this human-centered designed were talking about. Yeah. So you say it like it’s. Ah thing like a new disease. Maybe i’m just what is human-centered design? Maybe i’m laughing about the fact that you say you human center human human-centered so i didn’t make it up. I certainly did not invent human-centered designed that said it’s a process it’s, an approach to problem solving. That’s really grounded in empathy. So it came out of stanford and, you know, large design consultant sees such as ideo that really started to propose this method off creating new products and services with the end user kind of at the center of that process. So typical product development. You know, you get some smart people in a room you say what’s the problem, the problem is acts. Therefore, the solution should be why? And then you go and build that we kind of take a couple steps back. So we start by understanding that end user their needs and context. For example, in a social sector context, you know, you might understand the end user as a client or a beneficiary who kind of comes into your office let’s, say, but then your understanding them just in your context and not in theirs. So the research that we do is always in an end, users context so for example, will be in someone’s, home looking anthropologist. It is very much like an animal in their environment. Yeah. And it’s, it’s, ethnography, it’s the study of people in their space and on their time. So we often will two observations that take a day, you know, to really understand what is going on with these with these folks and kind of how our offering may or may not fit into their life. So that’s kind of research the first stage and a lot of your work is not tangible product like salad dressing or the new container or a truck. Or you know what? But but actually programs. Yeah. So it’s a lot more kin to service design, which is an absolutely growing field that takes, you know, human-centered design and applies it to services. We would say that we apply it to programs in the same way. So our end product is because we work mostly in the us, the social sector is still more of a services based environment. Whereas in the developing world you get more product design. Like ah, solar, you know, lantern or a crop, you know, irrigation system to get more products that are kind of needed their wares in the developed world. In the us, we have a lot of products. What we need are oftentimes don’t have our great programs and great services that make a difference for people. Okay, we have just about a minute before our break. So why don’t you just tease the different steps of the research process? And they were gonna get a chance to talk about them when we come back from our from our break. Just what are different steps? Yeah, i can tease those. Well, we start with research. Like i said so understanding people in context and research is really just the first step. We then go through synthesis. Which is to say, we heard a lot of stuff. What’s. Most important, what are the design opportunities? Articulating those opportunities is really important. Then we brainstorm we generate ideas, lots of good principles there around generating many ideas in order to get teo a good idea once we have those good ideas, we prototype so prototyping would be the process of making an idea tangible in order to answer a question about it. So we’re still in that kind of fuzzy front end, and then we get feedback. Feedback would be kind of the most literate. Ivo and probably important step is, once we have those ideas to not just assume that they’re right, but go back out and get feedback and in order to reiterate them, okay, so i misspoke when i said, well, let’s, not say it the wrong way. So this is the design process, which begins with research correct design process. Okay, we’re gonna take a break. Of course you get you gotta stay with us. I mean, for pete’s sake, why would you not there’s live listener love coming up, and sarah and i will continue talking about human-centered design hanging there. You’re tuned to non-profit radio tony martignetti also hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a quick ten minute burst of fund-raising insights published once a month. Tony’s guests are expert in crowdfunding, mobile giving event fund-raising direct mail and donor cultivation. Really, all the fund-raising issues that make you wonder, am i doing this right? Is there a better way there is? Find the fund-raising fundamentals archive it. Tony martignetti dot com that’s marketmesuite n e t t i remember there’s, a g before the end, thousands of listeners have subscribed on itunes. You can also learn maura, the chronicle website, philanthropy dot com fund-raising fundamentals, the better way. Welcome back to big non-profit ideas for the other ninety five percent. Live listener love st louis, missouri is with us. Clifton, new jersey. Uh, i used to spend time in clifton. My grandmother worked at a big ah, a big company might have been. Clifton, new jersey, ridgewood, new york. I believe that’s queens live lesser love in new bern, north carolina live, listener love, let’s go abroad fortaleza, brazil and mexico city, mexico live listener love mexico city that is so close to where sara and i met and there’s more live listener love coming for abroad podcast pleasantries never forget the over ten thousand listening in the time shift. Whatever it is you do dahna i heard a new one. Now i guess that was not into one painting the house that’s not so new. Whatever it is you’re doing as you listen pleasantries to the podcast audience and affiliate affections our am and fm stations throughout the country. Very glad you’re with us. Affections out to those to those terrestrial listeners. Okay, sarah, eh? Let’s, by the way. And sarah’s name is spelled a y e and what you think she only uses like she’s like just uses an initial sorry. A dot it’s. Her last name is es y e let’s. Get started in our in our process to talk about the the research step of this. Yeah, and i thought it might be helpful to share an example to kind of bring that to life. So stories eso won project that we did early on in our time at greater good studio was a project to redesign three cafeteria experience at a public elementary school. And our goal was to make that environment and that service more more conducive to kids eating healthfully. Okay? And actually, what we quickly found is that we wanted them to eat more and more balanced, because right now, kids would just sort of take one one dish, eat it and then tossing the rest of their lunch in the trash on you. You did this found this out in the research phase by watching them in the cafeteria. That was kind of the first start where you sat with them or you stood around like you were a monitor elected monitor all of those things. So initially we did observations. We sat with them and talked with kids. We talked with teachers and we just observed the mechanics of the lunch line, but then we had to get a little deeper. Why aren’t kids eating all of their food? Why are they skipping the vegetables, for example? And so we did some more in depth research, which in this case, in order to really empathize with elementary school children, we actually put video cameras on their heads, a little girl code, we’ll go pros. Yeah, we’ll you know, we’ll had camp to see where they look, what yeah, as they’re choosing their food in the cafeteria line and to really experience what it’s like to be four feet tall and not be able to see the food actually, until you get right up to the counter and are basically handed a tray. So we were looking at the timing that it takes to choose your meal and the social interactions in the lunch line. You know, one of the big complete conclusions there was that the lunch line itself is a complete waste of time and it’s supposed to inspire choice, but kids basically take what you’re given. We also found this out through working as lunch ladies. Did you lunch room attendant smoking, a hair put on here, glove absolutely way crept served and cleaned up for two hundred kids. Good, because that’s, another important user, you know, the students air one main user of the system, but the lunch room attendants are the other main user, so we had to empathize with them so that you wouldn’t even think of that because you’re trying to exchange the experience for the children. Correct, you would think of only the children’s perspective. See, this is so much more that i would just have a lecture system. I would just a mandatory lectures i every morning i something yeah, mandatory, right? Flashcards with cauliflower and succotash, you know, and turkey meatloaf on how those those those most touching pains just don’t okay? Behavior change is hard. And if you don’t understand who people really are and what their motivations are than you, you can’t really designed for them. S o alert working as lunch room attendants we quickly understood that you really want to see those kids eat because you made the food for them. You got it together lovingly you’re happy when they ate. You want them to? Be eating, but you’re also motivated to move them along quickly, you know, hurry, take your trade, go take her trade. Go. You want to get them to the tables as quickly as possible. And so what happens as a result of this is that kids are given no time, maybe one second to make a choice. They don’t really choose their food. They just take what they’re given because both sides are encouraging that the speed. Yeah, and so what we said, you know, it’s kind of a theory. One of our opportunities was how might we increase the time for choice? How about we give students a little more time to actually pick the food that they want to eat because they’re required to have a choice? And so that was the opportunity when we brainstormed, so so i should say, you know, we did some synthesis in order to come to that opportunity analyzed, you know, the behaviors across a number of factors, you know, before, during and after the lunch line. Is research the largest a component time wise of this process? I would say research and getting feedback are the parts that take the longest. And the stuff in the middle, the synthesis and the brainstorming can be done in a you know, a two day workshop, if need be s so yes, you had said earlier research is always on site, but then there is their back end. Research about what? What is good nutrition for children? I mean, you have an objective were trying to shoot for yeah, and, you know, we often learn about just as much as we have to learn in order to operate in that context. We don’t become experts in child nutrition for working on nutrition. We’ve done renter’s rights projects, we don’t have to learn all of the renter’s rights we have to understand our clan and there’s their situation. So working with the empty oh metropolitan tenants organization, for example, you know, we we observed their working hours. We sat with their call center reps who actually listened in on phone calls to understand them, but we don’t have to become subject matter experts are clients or the subject matter experts itself. Part of what you’re trying to do is gain insight into their their personalities, maybe the individuals who are involved in the process, but then then there’s the organization, personality and culture to whatever alternatives are prototypes you develop have to fit within personalities, absolutely. And you know that that this is a very big distinction between research and human-centered design in the corporate world and in the social sector because in the corporate world, the users that you talk with our kind of representative of a market so you might talk with ten let’s say mom’s about, you know, baby food, and then those moms air are essentially meant to represent, you know, a market of millions of moms who are buying baby food in social impact work. Your end users are the actual users that are going to implement the product or service that you’re designing, so you can’t just talkto one at that such a representative approximate exactly so in this case, the school was the client, if you will. And so we we engage. We had, i think about twelve stakeholders. Everyone from the school’s founder to the janitor actually was a really insightful interview, and he became kind of an advocate for work we spent. I think we did ten in home interviews with parents and kids. Tto learn about how they wanted to see their kids eating at school and you know what air their positive experiences? We weren’t so much focused on nutrition, like i said, because we weren’t actually able to change the food, so he called the project is training everything but the focus is that just a little digression? But is that a shortcoming in commercial design that they do use focus groups so much? And you’re talking to a proxy for the ultimate user and not they themselves? Yeah, so i will digress with you for a moment. I think that there are no other choice. If we’re going let’s do it. There are there are many challenges with focus groups, focus groups, i think have a time and place. I don’t think that time in place is exploratory research. I don’t know that you, khun generate ideas or truly understand needs when someone is in an out of context location with a lot of other people because they’re saying what they want you to hear and what they think the room will appreciate. Plus, you know, people are really bad at knowing what they did yesterday or what they will want tomorrow. So it’s really hard for us humans to project ourselves on anything other than the present moment, which is why we observed, we observe in real time, we watch people as they work as they teach as they serve and that’s how we understand them because they can’t tell you what they need. They don’t they don’t know it in a in a present way, they do it in a deep way. Yeah, i know. Yeah, i’ve seen seen that in other instances of i guess, of research, you know, surveys are not great because people, sometimes they’ll they’ll answer what they think you want to know or what they think the answer ought to be for themselves tohave esteem and said so but observation. Oh, yeah, and also user lead interviews. You know, we don’t really interview in a traditional sense, you know? You and i are sitting in a room, you’re asking me questions. I’m pretty much answering them. It’s a conversation, but, you know, i’m the interviewee. Ah, a design research interview is really different. It’s, ethnographic, it’s tell me about your your home. Actually, could we go see the bedroom that you’re mentioning? You know, tell me about your backpack? Let’s. Go there. Let’s. Look at it. And it makes the person the interviewee, if you will, the user in that in that scene feel really empowered if they can trust you and they can open up. We often in a feeling like therapists and people often end up saying thank you at the end of a session. Like i don’t tell that’s up to pete because nobody’s ever asked me about how i saved money, for example or, you know, negotiate things with my landlord who care no one’s ever cared to ask me those things before. So design research can actually be really engaging as a process. We moved to the opportunity. Yes, steps that were starting to identify alternative. Yeah. So we go through a process and we teach this process set at the kellogg school in other places where we go from the themes just like, what did you see in here in the world, too? The insights. What were the surprises and the moments of great need? And then to the how might we statements? Which are the opportunities and that’s where we go from describing the world to prescribing what? The world should be like esso how might we is a really powerful phrase for framing an opportunity in an open ended and generative way you’ve probably heard of hell? Might we statements, but i haven’t, but that’s because in my world, you know, i would come up with one idea and then that’s it, and i would just be wedded to it and i would never and i wouldn’t even ask for feedback. I would just say this is what well, like my lecture idea for the kids we just it’s just that’s a yeah lectures and flash cards and that that’s how you and i have trouble getting off the first idea i’m just so proud of it exact that i can’t give it up. It’s my ego now my ego is on the line. If my first idea is not the best, then what’s the point of what i’m going to try i’m but yeah, so i would not be you know i’m not a trained designer. Oh, tony show let me tell you, it s so help me if the opportunity stage how do i free myself from the first opportunity i identify tio have a broad enough mind for something that may be radically different from the first opportunity. Yeah. So the first key, i think, is framing those statements. Those how might we statements in a pretty open ended way? So how might me statement can be? It could be too broad as to not actually give you any ideas. Or it can actually be too small and narrow in order to just give you one idea. So a good example there is, if you we wanted teo work on ice cream. This is an example we use in our teaching. I keep it basically for me. For me. We’re working on ice cream here. Ah, how might we statement that is too broad would be how might we redesign dessert? Well, i don’t know. God, you know, for on why, which we wanted should we do new kinds of chocolate? You just can’t think of too many things, and they’re not directive enough. I almost get overwhelmed by that question. On the other end of the spectrum would be something like, you know, how might we design an ice cream cone? That is more, you know that an ice cream cone that carries two scoops instead of one. Well, you designed an ice cream scoop that carries two scoops instead of one like it’s. One idea where is something like? How might we design ice cream? To be more portable is kind of in that sweet spot of a how might we where i can think of a few ideas off the top of my head for how ice cream could be more portable? So that’s a generative statement and kind of getting those statements right, that makes you as a designer and as a facilitator able to inspire ideas and others, which is what you want? Oh, you teach us a tte the kellogg school around around you teach the whole process? Ah, yeah, opportunity. So, no, we teach the whole process from research through prototyping and with feedback, but it’s part of a larger social enterprise course. So once you have those great, how miree statements you want to move into idea generation and the first idea is almost guaranteed to not be the best idea. Sometimes we say that you have to get seven bad ideas out. All right, so i’ve got i’ve got a lot of bad stuff going. On at the rate i’m holding on to a lot of first ideas. Yeah, i feel like if i do something once that makes me an expert. Do you think that’s unreasonable? No, i don’t. In fact, i think i think the bias of our client’s expertise is often what’s holding them back from really innovating and thinking outside the box. The more you know, the less it is easy to open up to things that maybe are less traditional. So when we brainstorm, you know, we start with those how might be statements we say, how might we know? In the case of the cafeteria project kind of coming back to that. How might we increase the time for choice in the cafeteria? I think we had some other ones around. How might we increased the focus on food? Because kids were so social, they were just goofing off for twenty minutes and not eating on dh. How might we just increase their engagement with the food? And so, you know, we had lots and lots of ideas when we braced. Lecture and flash cards. Was that one of your idea? You know, it probably was one of the first one of the first things first worst but, you know, you get a group together in this case, we brainstormed with teachers and parents from the school. So brainstorming is a really fantastic moment in the process to bring in a wider range of people who are interested in solving the challenge and can can be creative. So we teach them how to sketch. Um, all our ideas are visualize so everybody who’s sharing an idea, they have to draw it on, and people get really nervous and say, i’m a horrible artist ha ha ha. But once we move past that and we force everyone to draw maybe five things everybody let’s, draw person, we all drop person together. See, that wasn’t so bad. Okay, now, let’s, draw school, we all drop box. Okay, it’s a school of done, you know, lo fidelity, we’re talking statue. So we, you know, we kind of rapid fire have those ideas. So we’re sitting in a circle. We’ve all got pens and paper, and we’re drawing and we’re saying, what if it was? Ah, you know ah, cart that served the food, you know, automatically? Or what if it was ah you know, poster at the beginning of the lunch line. I mean, just every idea under the sun, you kind of have to clear all those all those, maybe less exciting ideas out of. And one of the great things about brainstorming is you are inspired by the other people’s ideas. So you hear an idea and you say that makes me think of something else, and then you can kind of get to a good place in that way. I think we all know what brainstorming there’s. No censorship, right? Exactly. That’s not going that’s gonna fly so well. No, that would be little bit. That would be the brainstorm killer there’s, usually one in a room. Oh, there is. So we kind of pre empt that, you know, we say, how would you shut me down? I mean, shut that person down. Yeah, well, before we get started, we say, you know, one of the rules here for the next twenty minutes is going to be that this is a judgment free zone. So we are going to suspend our judgment. We know you are all very smart people. In fact, you’ve probably gotten this far because of your great judgment. But nobody is allowed to say anything other than that makes me think of this. You have to build on the ideas of others. And if someone is still saying, you know, we tried that back in the day, we would say, well, if you tried that back in the day and the problems still exist, then what did you learn from trying it back in the day? Because if it didn’t work, then maybe it could work now. So we generate all those ideas, and then we start to narrow and decide which ones. We want a prototype, let xgo to prototype. How do you start? Maybe can use the cafeteria example. You test your prototypes. Yeah. So in the case of the cafeteria, one of the ideas that kind of got the most traction and people were excited about with the idea of serving food in courses. So rather than a lunch line it all kids go straight to the tables. The l arrays come out from behind the counter and a lunch room attendant way of george in jail on non-profit radio that’s cool. L a is a very high, very highly complex term. You know, much room attendant, i hesitate to call them lunch, ladies, because, you know, there are men in this profession as well. And, you know, it’s, not the super kind of storm, but the lunch lady from attending for notices it yeah. You know, the keeping you out of george in jail? No, i appreciate that. Thank you. I appreciate that as a listener shows well, they come out from behind the counter there, not behind a counter serving serving kids where there’s a big wall between them, they’re actually out between the tables and they have a cart with these long treyz. So the on ly tangible thing we designed was like tim. So you go to the authentic dim sum restaurants the ladies coming through with the card so karak little buns that i can’t identify but that’s, right? But but that they know that’s, right? And then they pretty much well, then we go back to the problem i take what they give me irrespective of what i asked for. I take what they give me so i just hope for the best and i cut it open. So that’s cool. A little dim sum cart. It is like some car cafeteria and its four courses spaced five minutes apart. So the services designed so that the first comes let’s. Say the salad and you have two choices for salad you can have, you know, chicken salad or green salad. So both both foods air on that tray and kids have as much time as they need to make their choice. Okay? And so what they dio is they choose what they want and they eat it. So we did test this. We started by testing it with ourselves. You know, just as a team saying, ok, how what would the timing be and how would we use? And, you know, we didn’t get real food. We had shredded food that was just made of paper from okay, so one of the big principles prototyping is that it’s low fidelity. You do things as quickly and cheaply as you can to simulate an answer that question. You know, ken, this work we have to jump to the the honest feedback stage because we just have, like, a minute and a half left together. So let’s start to get feedback on our prototypes. Yeah, absolutely. And so what we did with the cafeteria, so in general giving, getting feedback, honest feedback is hard. People tend to say, i love it. That sounds great, yes, totally, you know, and no one wants to hurt your feelings, but getting feedback on a prototype is a lot easier when you, um, can give them two choices and say, which do you like better this or that? And then they’re going to be a little bit more honest, but the best kind of feedback is behavioral. So rather than showing someone a picture and saying, what do you think? Which one do you like better? You actually act out that new service? So in this case, we prototype hit with one table of twelve students, and we saw their behaviors, they were standing up to reach the next tray. They were fighting for the carrots over the green beans, and they then, of course, we’re telling us afterwards, you know, this was really fun. This was really different. Um, the next stage of prototyping, we’ve now done a trial with the same foods in a before and after center ilsen we have to leave it there. Yeah, sarah a with a siren in the background, co founder of greater good studio. They are at greater good underscore and also greater good studio dot com. Sarah, thank you so much for coming. Thank you so much for having me with pleasure. Thanks. Research pre and post event coming up first. Pursuant, one of their online tools is velocity. It makes your gift officers more productive and efficient by helping them manage their work flow. You import your own prospect data from your c r m whatever system you’re using that z multi platform, you know compatible. Um, there’s a personalized dashboard for each fundraiser to track there. Progress. It’s fully responsive. So whether you’re on phone or tablet or desktop laptop, it works and gives you high level perspective along with micro level so you can look at the campaign overall. Or you can look at your individual prospect prospect. Hopefully more than one prospect for your campaign. Be pretty short lived. Um, you know you’ll raise storage containers more money. I’m not talking those models that roll into your bed to put sweaters in for the summer. I’m talking deep, wide, cavernous ones that you filled with junk and put on the garage shelves and they don’t come down until you move or die, and then your kids are stuck emptying out your old junk filled with money pursuant dot com now it’s time for tony’s take two. I’ve got new video interviews who doesn’t love video? They are from the twenty fifteen non-profit technology conference. They will help you with your storytelling and you’re content strategy, lynx and my video introducing these videos are at tony martignetti dot com and all my videos on youtube. That channel is riel r e a l tony martignetti or just search my name in youtube, which is the second most popular search engine, so you’ll be in good company over two hundred videos i’ve got there and that is tony’s take two for friday, eleventh of december forty sixth show of this year. Here is maria semple with research pre and post event maria semple is with us she’s, the prospect finder, she’s, a trainer and speaker on prospect research. Her website is the prospect finder dot com and her book is panning for gold. Find your best donorsearch prospects now she’s our doi n of dirt cheap and free ideas you can follow maria on twitter at maria simple. Hello marie. Welcome back. Hi, tony. How are you? I’m doing very well. How are you? Just fine today. Terrific. We have two follow-up something from last time you were on. We talked about you mentioned actually something that the postal service runs called called every donordigital. And we promised we promised that we would fill that out a little bit. Yeah, actually. It’s called every door direct the resort for connector. And in there, george, very different donor endure, but, yeah, i think we were talking about it at the very end of our last call together when we were discussing census data and delving deeper into zip codes and finding affluent zip codes and so forth. And you asked, well, what would you do with the information? And i said, well, one possible thing you might do is get involved in this program that the u s postal service has called every door direct. I think it’s also goes by neighbor male andi it’s. A very interesting program. Because within a zip code, tony, you can actually break down some household income data by route. Um, so if you were interested for example, in within even a specific zip code in trying to create some sort of a postcard that would go to every household that had the highest affluence in terms of of household income. Even within that one specific zip code, you can break it down even that much further. And so i thought it was a pretty interesting programme and perhaps worthy of a mention each piece to mail out ah, is seventeen point five cents oh that’s, cheap that’s cheap. Yeah, and also they should, though i i’ll just press set, though, by saying that they should have a nen depth discussion first with their printer or their printers air very much tied in. A lot of printers are tied in with this program, so they should either discuss with the printer or with the postal service to see what would be cheaper to go with they’re non-profit rate, they’re indicia, or is it cheaper to go with this program? But anyway, i thought it was pretty interesting because of the fact that you can really delve down by household income and really just get it to those households only yeah, and the other thing that the postal service promises, is that you? You you don’t have to know the addresses within the within the zip code that you’re targeting you just specify the zip code and this other data that you’ve mentioned, and they will they will guarantee that it gets delivered to all the addresses in that zip code that meet your meat, your criteria without you knowing what those addresses and names are exactly ugly and that’s a big stumbling block for a lot of non-profits is, they have a sense of where the pockets of wealth might be, but they don’t know, you know, short of driving up and down those stairs leading flows in those mailboxes, they don’t really know exactly how to do that. So this is very, you know, very geographically focused on, and it could be something to explore the printer that i was having a discussion with about this is based in new jersey there called chatham print and design, and i was asking them some specifics around this, and they were the ones that kind of enlightened me to the fact that in some cases, depending on how many suppose they wanted to hit and so forth. It might be cheaper to use their non-profit indicia instead, so you know something to think about something teo delve into, and i’ll make sure i provide the postal service web site where people can get started on exploring this further i’ll provided on your facebook page. Good were all posted takeaways later today, and the program again is called every door direct the postal service. So we want teo talk also today about research for events ah pre and post your cultivation events that’s, right? So, you know, very often, non-profits will hold smaller cultivation events either in somebody’s home or in their facility on there really geared more toward major donors, right? Or your plan e-giving donors, for example, and so i thought it would be interesting to talk about, well, what are some of the steps you could do from a research point of view before the event to prepare adequately? So you know who to target in what to talk about? And then after the event, what additional research do you think you should do after the event? Ok, so i guess pre event we’re starting with who were going to invite exactly so with the board, if i would think that you’d want to start it, they’re typically it is a boardmember or someone close to a boardmember who might be hosting an event at their home. And so you would try and ask your your boards to provide the names of maybe five to ten people that they think that they can invite to this event and of course, ideally thes people should have some financial means to contribute. Ah, larger gift to the organization and, you know, the the board then might also need some i guess you would call it education around why we’re even hope holding this event. No, now you’re suggesting these be people who can make a larger gift because we’re envisioning a pretty small event, right? This is not a major event with hundreds of people where you’re you’re, you’re prepping us for something smaller and a little more intimate. Yeah, you know, depending on the size of the home, i would say somewhere around twenty, twenty five people might be a nice, comfortable number. That’s why? I said, you know, if you’ve got the board and, you know, coming up with the name of, say, five to ten people each by the time the invitations go out and you get the actual level of, you know yes, responses to attending you might really end up with a good, solid twenty or twenty five people coming to the event and the advice on how many people you need to invite to get twenty or twenty five. Well, you know, you could have attrition rates anywhere from you, no one third to a half in terms of, you know, getting the invites out and then even right up to the day of the event, you could end up having cancellations because of things that just come up in people’s lives. That’s why i always suggest kind of over invite on and, you know, we’ll make it work, okay? And then once we know who these people are, what are we still doing pre event tio to make it clear where board members and the ceo and other sea level people should be who they should be spending their time talking to so there’s probably some sites that we’ve covered in the past, but i think the top websites, for example, that they might want to go to, of course. You want to start with google, google that person’s name? We’ve talked about this before in terms of putting quotation marks around the person’s name so that you’re you’re getting that name or if there’s a middle name or initial, you might include that in there. Um, if the spouses coming along google’s spouse’s name is well on dh find out where they’re connected to other nonprofit organizations. Eso sometimes you might have some prominent people on the list and you already know perhaps where they’re employed, but you don’t really know that much about where they’re spending their volunteer time and their donors so you can break google down even further by having them target just the sites that have a dot or gora dot edu in the search result. Okay, okay, so that’ll that’ll give you something some good information there also another great sight that i think would be good to delve into is the federal election commission website ways talking about that one, you know, try and figure out where else they are. They’re donating. Um, i was on a webinar a couple of weeks ago that actually talked about the high correlation between, um, political. Donation dollars and then how that could translate to the non-profit sector? Um, and that was ah, webinar that i had attended just a few weeks ago, and i thought that was very interesting because they actually played place quite a bit of emphasis on finding people who are contributing high levels of election dollars there i thought, well, this is something that non-profits should perhaps take a look at when they’re thinking about who’s going to be attending their cultivation events. We’ve done a show on political fund-raising too, i’m pretty sure i think we devoted a show to it. I know it wasn’t part of a conversation, i think we devoted something to it. Political fund-raising how about your own your own database to you’d like to know if the person made a gift recently so that if you see them at the event, you can thank them very much for that gift that just came in recently or if there’s some other information in your in your cr, m or fund-raising database you so you should be looking there too, i think. Oh, absolutely. So, you know, first off, hopefully you do have a good c r m keeping track of some of this great donordigital but yeah, knowing a little bit about how much they’ve given when they’re left skipped wass um, and then also knowing, you know, safe your your organization has various areas of programming let’s say you’re a why, for example, and you might have programs for the very young and and and older populations you might want teo figure out, did they even designate that their donation had gone toward, say, youth programming so that when you’re having that conversation and thanking them for their past support, you can allude to their past support specifically toward x y z program so that that would really, i think, go a long way, so that donor knows that, you know, you’ve taken the time to understand where my passions like, okay? And there are lots of sites that people can go to, and we’ve talked about scores of them through the through the shows we’ve done together. So once you’ve once you’ve done the research now, you need to share it so people know who, what this what this background applies to and who to be talking to about it exactly. That’s absolutely right. Okay, so you share it with the sea level people who are going to be there and a cz you suggested, hopefully they’re boardmember is there? Andi, you know what? You know, they have little conversation starters type especially if i think if it relates to the the organization to the person’s relationship with the organization, like a recent gift or something, or when where the giving has been the way you suggested, right? And keep in mind part of the reason why you also have the cultivation event is to get some new people in the door that haven’t made a donation to your organization before, right? So these are people that this could very well be their very first touchpoint with the organization. So you want to make sure that you are broadening your your talk during that cultivation event to enable people to understand what you know that a brief history of the organization in terms of you know who you’re serving now you’re some of your success stories and where the organization is looking to be poised to go in the future. We have to go away for a couple minutes, maria and i will keep talking about you’re a cultivation vents will move to post event. Stay with us. 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Hi, this is claire meyerhoff from the plan giving agency. If you have big dreams but a small budget, you have a home at tony martignetti non-profit radio. Yeah. Live listener love let’s start in the uk bury st edmunds welcome i love it’s it’s berry bur why st edmund’s is he is st edmund’s buried there? Or is that something aspirational? St edmunds is alive and you’d like to bury him. I’m very interested that’s a that’s a cool name bury st edmunds you uk welcome live listen love to you musashino japan! I kind of feel like i said that with an italian accent musashino! But so if i’ve mispronounced it, i apologize, but you’re musashino. I’m not sure in any case you are ponyo korea has joined us on your haserot we had others from korea before beijing ni hao always listeners from beijing, and we have listeners in italy, mongiardino and murata, and i’m going to be in italy and not too far from either of those cities. I see they’re there in the north of italy, i’m going to be it at a resort in lago de guarda speaking at the festival del fund-raising i love that name festival del fund-raising the week of may twelfth, maybe you’re going to be there. It’s right on the lake it’s, a resort on the southern tip of lago de guarda live listeners love to everyone who is with us fremery a simple you’re with us from new jersey. You’re still there, right? Yes, i am. But i wish i were going on that trip. It sounds fabulous, just fabulous. Yeah, i’m i’m leaving on the the twelfth of ah living on the eleventh of may mother’s day yeah it’s going to be wonderful, infuriating festival del fund-raising bonem biaggio grayce that’s as far as i could go. So that’s not talking more italian, i’ll embarrass myself. Um, except for the except for the city in japan, i’m very good at pronouncing that in italian and, you know, i apologize to musashino we’re after are cultivation event now and, uh what what ideas have you got for us? Well, i think that right after the event happens, i’d say within twenty four to forty eight hours, ideally twenty four hours the team that put together the event staff board volunteers should really have a conference call that that should be scheduled as part of your overall event planning, build that right in and understand that, you know, the people who were involved and attended who are part. Of the organization should be on that calls you could really debrief. Um, people attending the event will hopefully understand that they’ve gotta have their listening ears on at the event because post event, they’re going to be asked to put those same listening ears on and be asked follow-up individually with some of these people that have attended the event, these events, the key is really in that follow-up tony, as you well know, listening ears, but that’s interesting for, like, bunny ears. Yeah, you do want to listen to the person’s feedback about about the evening? Yeah. What did you think? What was there anything that you liked about our programming? Is there anything that concerns you mean, this is an opportunity for people to perhaps, you know, air cem concerns, you know, your previous guest was talking about the financials and so forth. Maybe if you’re talking to somebody who is really into financials and numbers, they might start asking some very specific questions on that follow-up call about how the organisation is run fiscally on dh if you don’t have the answers so at your fingertips that’s okay, it’s okay to say that, but just indicate that you will certainly get that information right out to them. It feels like when i put my listening years on, then i would be wearing my father’s old shirt as a paint smoke, and i’d be laying down for a nap. I don’t know it just about think that listening years makes me sound, but but it’s not juvenile, it’s just that’s the way i’m thinking. Well, no, i mean, because there’s, there’s, there’s a difference between hearing what somebody says and truly listening to what somebody says, pardon me, i’m sorry, but i was busy. I was busy doing something else, never hearing, of course, that’s a stupid joke. Yeah, no, you’re absolutely, yes listening, listening skills, and this is a perfect time to be listening because you do want to know what resonated with the person you’re trying to cultivate them too profnet to the organization, you want to know what resonated and and what didn’t yeah, and in terms of prospect, researcher donorsearch research, this is precisely the type of information that you’re going to get on that on that follow-up phone call with the attendees that you’re simply not going to find for the most. Part online, you’re going to be hearing information about how they feel about your organization, you’re not going to find that anywhere online is a prospect, a researcher, right? I mean, there’s not going to be something, you know, hopefully there’s not gonna be some block post about your organization and really, really feel about it. It’s usually they should have any negative feelings, god forbid, um, but, you know, you want to be able to bring that information, then back to your organization and say, you know, g, you know, i just had a great follow-up phone call with this attendee and, you know, he really liked what he heard about what we were going on had going on with our youth program and as much, much more interested in having additional conversations with us around that that information must get into your donordigital base that becomes part of what you’ve done, your prospect research on, right? Yes. And and now we know we have this motivated donor, and by the way, you’re point is very well taken that the best some of the best prospect research may be the best comes directly from the person’s lips we’re not going to find it anywhere else where s so now we know we’ve got this cadre of people who we’re moved by the event and, you know, we know who wasn’t moved, so we know not to spend more time with them. That’s also valuable information, but for the ones you well, yeah, for the ones who were moved, where do we how do we take our research to the next level now? Well, you might then start looking through if you have access teo well, screening services make sure that you put their name through that service and you could even do that pre event if if you’d like, um and certainly sites like lincoln to determine, you know, a little bit more about their background in terms of their professional background, if they’re on lincoln and, you know, a host of other websites that you and i have talked about in the past, but you’re really trying to determine, you know what the best approach is going to be to this individual, what their level of wealth is and where else they’ve given before so any and all resources that you have access to in terms of doing. That research that are in the public domain, you’ll want to get access to that also there’s, you know, we talked about tony that research that you can’t really find online, you know, you might have somebody who’s very interested in the organization, but it could be a timing issue this just if you find out that they’ve got several children in college, for example, maybe a boardmember happens to know that it’s really important to know and in addition to all that the what about the person you need to figure out who in the organization i should say, who in the organization is going to continue the cultivation, maybe it’s the person who invited them? But maybe that person isn’t comfortable and maybe someone else in the organisation is more appropriate, yeah, that’s, that’s absolutely right. I’ve had i’ve helped put together some cultivation events where people have said, you know, i’m very comfortable inviting these people, but i’m not going to be comfortable in the follow-up and the ask certainly not the ask they might be okay to stay involved in the cultivation phase. Some people just really don’t want to be the one to make the ass. And if that’s the case, you certainly as the non-profit executive, you don’t want them to be the one to be make the ask because thie ask is likely either to get botched or not happen at all. Yeah, and plus, you just have ah, a volunteer boardmember or not who’s uncomfortable. You’re asking them to do something that they said they’re not comfortable doing that’s that’s a bad practice, right? Exactly. All right, so you find the right person, you developed a strategy and hopefully then you ends in a solicitation that that’s that’s what it’s all about, right that’s? Why we start the whole process with identifying and researching and ultimately it really does need to end up with an ask somewhere along the line. Otherwise, all of that work to put together the cultivation event will have been for naught. I couldn’t agree more marie simple she’s the prospect find her, you’ll find her at the prospect finder dot com and on twitter, you’ll find her at maria simple. Thank you very much. As always, maria, you’re very welcome my pleasure to have you again next week. Maria is back for the hour. She has a new book. Magnify your business. Lots of advice for non-profits. We’re going to talk about it. If you missed any part of today’s show, find it on tony martignetti dot com. Where in the world else would you go responsive by pursuing online tools for small and midsize non-profits whatever type of work you do to improve our world pursuant dot com, our creative producer is clear, meyerhoff sam liebowitz is the line producer. Gavin doll was our am and fm outreach director. The show’s social media is by dina russell, and our music is by scott stein. You’re with me next week for non-profit radio big non-profit ideas for the other ninety five percent go out and be great. What’s not to love about non-profit radio tony gets the best guests check this out from seth godin this’s the first revolution since tv nineteen fifty and henry ford nineteen twenty it’s the revolution of our lifetime here’s a smart, simple idea from craigslist founder craig newmark yeah insights, orn presentation or anything? People don’t really need the fancy stuff they need something which is simple and fast. When’s the best time to post on facebook facebook’s andrew noise nose at traffic is at an all time hyre on nine a, m or p m so that’s when you should be posting your most meaningful post here’s aria finger ceo of do something dot or ge young people are not going to be involved in social change if it’s boring and they don’t see the impact of what they’re doing. So you got to make it fun and applicable to these young people look so otherwise a fifteen and sixteen year old they have better things to do if they have xbox, they have tv, they have their cell phones me dar is the founder of idealist took two or three years for foundation staff to sort of dane toe. Add an email address card. It was like it was phone. This email thing is right and that’s why should i give it away? Charles best founded donors choose dot or ge somehow they’ve gotten in touch kind of off line as it were on dh and no two exchanges of brownies and visits and physical gift. Mark echo is the founder and ceo of eco enterprises. You may be wearing his hoodies and shirts. Tony talked to him. Yeah, you know, i just i i’m a big believer that’s not what you make in life. It zoho, you know, tell you make people feel this is public radio host majora carter. Innovation is in the power of understanding that you don’t just put money on a situation expected to hell. You put money in a situation and invested and expected to grow and savvy advice for success from eric sacristan. What separates those who achieve from those who do not is in direct proportion to one’s ability to ask others for help. The smartest experts and leading thinkers air on tony martignetti non-profit radio big non-profit ideas for the other ninety five percent.