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Helping you qualify, cultivate and prioritize major donors and legacy supporters so you can have fun closing more gifts more efficiently.

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10 Ways to Deliver Value to Your Major Donors and Planned Giving Prospects

1. Find ways to release dopamine and/or oxytocin in your supporters’ brains. Oxytocin creates intimacy, trust, and builds healthy relationships. It is essential for creating strong… Read More


How Your Restaurant Waiter Can Teach You About Fundraising

The theory of reciprocity is powerful.  And nowhere is it displayed more dramatically than in restaurants every day. Think about it.  Your waiter is basically… Read More


How to think about major gifts

Ditto! That’s all I can say when I read Veritus Group’s blog articles. Ditto! These guys (Richard Perry and Jeff Schreifels) totally ‘get’ it! For… Read More


Engagement Fundraising in 7 simple bullet-points

Focus- Focus your marketing (especially your expensive marketing like face-to-face meetings) on people who have a lot of money Generate leads- Generate highly-qualified leads among… Read More


The difference between goals vs. quotas for major gifts and planned gifts fundraisers

I am a big believer in setting goals with my staff, not administering quotas. When we sit down to set goals, I prefer to collaborate with my… Read More


Are you building trust?

Trust is the cornerstone of all meaningful relationships. Fail to build trust and you'll fail to get the gift. It's that simple. Build trust over… Read More


Are you communicating with your supporters too frequently?

When it comes to volume of donor communications, it’s not a matter of how much or how little (especially when it comes to email). It’s… Read More


3 questions every major donor asks themselves after they give

“What did they do with my money?” “Would my money yield more impact if I gave it to another organization?” “Do they make me feel good or… Read More


When it comes to "moves management," are you concerned too?

First, what are we really talking about when we say moves management? Wikipedia says, “moves are the actions an organization takes to bring in donors, establish relationships,… Read More


3 simple ways fundraisers can improve their LinkedIn profiles to land more meetings and raise more money

Most fundraiser’s LinkedIn profiles are screwed up! They look like resumes, not invitations. After all, are you trying to raise money or are you looking… Read More


Can Penelope Burk predict the future?

Do you know Penelope Burk? I first found out about Penelope Burk when I was running a marketing agency that solely helped private sector companies (not… Read More


6 major donor expectations you simply cannot ignore

1. Dialogue. Major donors expect to be able to have a dialogue with an organization and its staff. 2. Permission. Major donors expect to maintain… Read More


Consider using the word "consider" more often

Consider this. “Consider” is a very powerful word for fundraising. “Would you consider a gift in the amount of $25,000 to help fund this project?”… Read More


Why go to Amazon when you can get it here for free?

Each year my amazing staff grab the best, most popular blog posts from the prior year to create a book for our readers.  At last, the… Read More


The 4 levels of donor commitment according to Mal Warwick

For those of you who are new to the field, Mal Warwick played a tremendous leadership role in fundraising and direct marketing. In his book… Read More


Do we really need science to help us raise more money?

Thanks to scientific research, we now know conclusively that giving to others makes us feel good about ourselves, which in turn, makes us happy. But… Read More


It's time for the nonprofit sector to stop whining about Donor Advised Funds

I’m getting really tired of hearing people complain about donor advised funds. For instance, recently it was reported by the Chronicle of Philanthropy that dollars… Read More


4 powerful major gift "probing closes" (for moving your proposal forward)

A probing close is yet another phrase I made up. I do that… a lot. Basically, it’s a question you ask when you feel your… Read More


Opportunities vs. Problems: Which will your donors support?

I’ll cut to the chase. People want to take advantage of opportunities more than they want to solve problems. Here’s how it works in fundraising. “Problem” messages:… Read More


The number one reason why people give is not what you think

You may have heard that the reason why people give is because they were asked. For many years, this saying has motivated fundraisers to get out there and… Read More


What planned and major gifts officers can learn from Shark Tank

I love Shark Tank, the reality TV show that features a panel of potential venture capitalists (“sharks”) evaluating aspiring entrepreneurs product/business ideas. I watch it… Read More


A "wild woman" interviewed me

Ever want to hear the voice of SmartIdeas (Greg Warner)? Here’s your chance. Mazarine Trez of Wildwoman Fundraising interviewed me some time ago. We discussed… Read More


What to do with wealth screened data that's "sitting on the shelf" unused

Wealth screening your data is a good idea! My firm doesn’t provide that service but there are plenty that can help you to determine who… Read More


How to calculate how much revenue you could have with a mid-level donor migration plan to inspire major gifts

Recently, my friends at Veritus Group (led by two industry icons— Richard Perry and Jeff Schreifels) determined the following: – Organizations WITHOUT a mid-level giving program… Read More


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