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Viewing posts categorised under: Donor Visits

PODCAST: CATCH BEFORE YOU PITCH

Posted by Joe Tumolo in Donor Visits, Fundraising, Planned Giving | 0 comments

02.04.16

In baseball, as in life, we’re often reacting to the game as opposed to letting the game come to us.

In this podcast, Joe sits down with Dan Sher, an integrated marketing consultant and owner of Shared Vision Media, for a wide ranging discussion on how marketing and fundraising are intertwined, how you can create the perfect “pitch” through meaningful listening and much more.

VIDEO: WHAT’S YOUR BATTING AVERAGE?

Posted by Joe Tumolo in Donor Visits, Fundraising, Planned Giving | 0 comments

28.03.16

Spring training is a time to focus your skills and get geared up for the long season ahead.

In this short training video, Joe explains that it’s simply a numbers game. How successful you are as a fundraiser all comes down to your ability to “hit for average.” Learn how to boost your batting average, pitch for power and knock your visits out of the park.

PODCAST: STORIES OF SELF

Posted by Joe Tumolo in Donor Visits, Podcast | 0 comments

09.03.16

As fundraisers, we spend so much time thinking about the donor’s story that we often fail to consider our own narrative.

In this fifth podcast, gleaned from recent seminar, Joe talks about the writings of Marshall Ganz and the “Story of Self.” It’s a new way you can view donor relationships, and foster a deeper understanding of how an organizational backstory might become one of your go to tools during the stewarding process.

PODCAST: STEWARDSHIP IS CHEAP

Posted by Joe Tumolo in Donor Visits, Podcast | 0 comments

02.03.16

In this fourth of six installments of a recent seminar, Joe lets you in on one of the easiest ways to steward a donor. What is it? You’ll have to listen.

PODCAST: HOW TO BE CLEAR WITH DONORS

Posted by Joe Tumolo in Donor Visits, Planned Giving, Podcast | 0 comments

Clarity of intention is key.

In this FINAL of THREE conversations with Brian Saber of Asking Matters, the discussion centers around honesty. The goal of every donor meeting is not the gift – the goal is to build the relationship. Which means that authenticity is ALWAYS the first order of business. How do we achieve that clarity of intention? Listen up.

If this conversation piqued your interest, DOWNLOAD THIS BROCHURE to learn how you can schedule a half-day ASKING MATTERS training seminar for members of your organization.

PODCAST: WHAT’S YOUR “ASKING STYLE?”

Posted by Joe Tumolo in Donor Visits, Fundraising, Podcast | 0 comments

08.01.16

The penultimate moment for every fundraiser is the “ask.” Or is it?

In this FIRST of THREE conversations with Brian Saber of Asking Matters, Joe delves into the concept of the “asking style.” How you approach the ask can yield markedly different results. Whether you’re a Kindred Spirit or a Rainmaker, Go-Getter or Mission Controller, you can use your distinct personality to make strong face-to-face asks. In this podcast, Brian and Joe discuss the various types, how you can use that style throughout the Five Steps of the Ask and – ultimately – learn how to be a better fundraiser in the process.

If this conversation piqued your interest, DOWNLOAD THIS BROCHURE to learn how you can schedule a half-day ASKING MATTERS training seminar for members of your organization.

IT DOESN’T COST ANYTHING TO ASK, DOES IT?

Posted by Joe Tumolo in Donor Visits, Fundraising, Sales Training | 0 comments

07.08.15

In my experience, the best approach is usually the most direct.

Walking out of a convenience store recently, I was approached by a guy asking me if I wanted a hair cut. It turns out this fella owned a barber shop in the adjacent shopping mall and was beating the pavement, looking for customers. I was traveling, away from home and what hair I have left was sorely in need of some tending. Not exactly sure when I’d have the opportunity to head over to my hometown stylist, I agreed and ended up getting a great haircut.

But the quality of the cut isn’t the real revelation here – it’s the sales approach.

As I was sitting in the chair, I saw this very motivated barber snag another customer using the very same direct approach. Afterward, he told me he does it all the time. For every 10 people he asks, about 2 will get a haircut – about a 20% return on his FREE investment.

With the web, email and all manner of INdirect communication, it occurred to me that this sort of self-promotion is a modern day rarity. In fact, the vast majority of barbers, retailers and others sit in their shops and wait for customers – usually relying on some form of indirect advertising to sell their message. In contrast, this enterprising young man decided to go out and get the clients.

This reminded me of a quote: “Successful people make a habit of doing things others are afraid or just refuse to do.”

Fundraising, as we all know, is more competitive then ever. Because of this, we need to get creative in our donor outreach. If you keep calling a donor to set up a visit and they don’t respond, here are THREE other ways you can grab a donor’s attention:

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PODCAST: PLANNED GIVING AND SMALL BUSINESS

Posted by Joe Tumolo in Donor Visits, Fundraising, Planned Giving, Podcast | 0 comments

30.06.15

Are you focusing all of your planned giving resources on individuals and pending retirees? You’re not alone. In the latest installment of Joe’s new series of Podcasts featuring conversations with Brian Sagrestano of Gift Planning Development, LLC the two discuss how focusing your efforts on small businesses and entrepreneurs can yield big results.

IN THIS PODCAST, Brian and Joe discuss the rules surrounding sole proprietorships and other business relationships and how various planned giving vehicles can offer not only huge tax benefits, but personal rewards as well.

 

 

 

Here’s why you need to call…DAILY

Posted by Joe Tumolo in Donor Visits, Sales Training | 0 comments

16.09.14

“Order and simplification are the first steps toward the mastery of a subject.” — Thomas Mann

Biologist Charles Darwin napped daily from 3 to 4 pm. Philosopher Immanuel Kant spent that same hour each day exercising. These these two intellectual titans incorporated routine into their daily lives in order to increase their productivity.

What about you?

How many times will you pick up the phone today to call a prospective donor? Do you have a specific number of calls written down?

It should be an integral part of your DAILY routine.

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FUNDRAISERS SHOULDN’T BE “GENDER NEUTRAL”

Posted by Joe Tumolo in Donor Visits, Sales Training | 0 comments

09.09.14

It has been nearly 22 years since John Gray’s infamous book, “Men are from Mars Women are from Venus,” made waves and landed an extended stay on the New York Times Bestseller List. The book states that most of the common relationship problems between men and women are the result of fundamental psychological differences between the genders.

This was a controversial concept at the time. Now, many have taken the basic guide by Gray and worked itinto many areas of their lives, not just relationships.

That is what Delia Passi has done in her terrific book, “Winning the toughest customer: Selling to Women.” Passi applies her theories to the business world. She believes that for many sales professionals, understanding female customers is a constant challenge. One that hinders many organizations from fully realizing their potential. She cites, “the way women interpret behavior, hear unexpected meanings, take in ‘peripheral’ information and how they view the overall sales process as common roadblocks.” As a result, she suggests, “women’s wants, needs, and expectations are often misunderstood.”

Passi, unlike Gray at the time, is hardly being controversial. Women and men are different. We think and arrive at important decisions differently, often having varying values about what we consider important in life.

We all know this, right? So why are we trying to communicate and connect the same way with men as we do with women?

Here are a few takeaways from Passi that apply VERY well to our daily fundraising activities:

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Do you have a CLEAR FUTURE?

Why Joe?

For more than eleven years, Joe has worked with hundreds of charities of all shapes and sizes. Two of Joe’s greatest value propositions are:

1) A simple approach to Planned Giving. Many charities want to start a Planned Giving Program but see it as an overwhelming, out-of-reach proposition that requires too many resources. Joe shows fundraisers and donors how easy it is to make a Planned Gift.

2) A more strategic approach to working with donors. Joe teaches his clients how to combine relational selling with fundraising.

Joe’s proven process gets his clients measurable results in a short amount of time. Joe has a deep passion for the work he does (and for Tye, his rescue dog and mascot) (pictured), and is committed to ensuring that his clients are successful. Clients love "Coach Joe" because he keeps them focused and energized and he is always available to brain-storm and strategize about donor opportunities.
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