FACE2FACE FUNDRAISING

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FACE-2-FACE FUNDRAISING

• Presentation
• FUNDRAISING-GRUPPEN NORDIC
• Iréne Wrigstedt
• Word Taxpayers Conference
• 18th-21st September 2003

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FUNDRAISING-GRUPPEN NORDIC

• Fundraising-Agency Sweden, Denmark, Norway,
  Finland
• Established 1992
• Number of employees 40 full time, approx 1.500
  part time
• Turn over 2002 54 miljon SEK (approx 5.900.000
  euro)
• Working only with not-for-profit organizations
• Clients Major charities
• Main services
• Telephone fundraising
• Face-2-Face fundraising
• Direct Mail fundraising
• Consultancy

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FACE-2-FACE FUNDRAISING

• What is Face-2-Face fundraising?
• Who is doing Face-2-Face?
• Development
• Why people give
• Why people do not give

• Why Face-2-Face is successful
• Target group
• How to do a Face-2-Face campaign
• Results
• Etical codes

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WHAT IS FACE-2-FACE FUNDRAISING

• Recruitment of sponsors/donors
• Personal approach on the street
• Result oriented but not aggressive
• Monthly giving, direct debit
• Brand building
• Information about organisation to the public
• Different from commercial marketing
• Cuts throught the clutter

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WHO IS DOING FACE-2-FACE?

• Not-for-profit organisations
• Mobile phone campagnes
• Political parties
• Newspapers
• Market research campagnes
• Restaurants/Clubs

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DEVELOPMENT OF FACE-2-FACE FUNDRAISING

• In Europe
• Austria 1995
• 5 of Austrian population
• In UK since 1997
• In Sweden since 2000
• In Denmark since 2001
• In Norway and Finland since 2002
• Most countries in Europe starting up
• In Australia
• Since approx 1997
• In USA and Canada
• Starting 2003

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WHY PEOPLE GIVE

• A wish to support, improve or change a situation
  or a case
• People give to people

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WHY PEOPLE DO NOT GIVE

• They were never asked

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WHY FACE-2-FACE IS SUCCESSFUL

• People are asked personally
• Gives people an opportunity to contribute
• Reaches people that normally do not contribute
• (younger people)
• Gives non profit organisations opportunity to
  inform about work/need
• Reaches many people
• Monthly giving

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TARGET GROUPS

• younger people
• move around
• use internet/mail
• use mobile phone
• use text messages

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HOW TO DO A FACE-2-FACE CAMPAIGN

• Management
• Staff
• Training
• Materials
• Script

• Welcome pack
• Venue management
• Welcome call
• Donor communication
• Upgrading

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HOW TO DO A FACE-2-FACE CAMPAIGN

• Management
• Staff recruitment
• Planning
• Putting the teams together
• Training

• Contact with clients
• Arranging the materials
• Venues
• Quality control
• Coaching

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HOW TO DO A FACE-2-FACE CAMPAIG

• Staff
• Team-leader
• Leads the team
• Coaches
• Takes care of the material
• Takes care of the direct debit forms
• Has to be a responsible person

Recruiters Approx. 5 in a team Motivated Enthusi
astic Approach people on the street
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HOW TO DO A FACE-2-FACE CAMPAIGN

• Training
• Client training
• How to behave on the street
• Ongoing training with the client

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HOW TO DO A FACE-2-FACE CAMPAIGN

• Material
• Badges
• Jackets/vests/T-shirts
• Umbrella
• Bag
• Campaign picture
• Direct debit form

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HOW TO DO A FACE-2-FACE CAMPAIGN

• Script
• AIDA (attention, interest, desire, action)
• Different projects

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HOW TO DO A FACE-2-FACE CAMPAIGN

• Welcome pack
• Welcome!
• Thank you!
• Confirmation
• Information

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VENUE MANAGEMENT

• Rotation

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HOW TO DO A FACE-2-FACE CAMPAIGN

• Welcome call
• To welcome the person as a donor
• To remind the donor of the promise
• To check the details on the form
• First communication after the promise

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HOW TO DO A FACE-2-FACE CAMPAIGN

• Donor communication
• Attrition rate
• Communication strategy

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HOW TO DO A FACE-2-FACE CAMPAIGN

• Upgrading
• On the phone
• After 6 months

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RESULTS

• Organisation 1
• 7.000 new donors à 195 kr/months
• 16. 380. 000 SEK
• Approx 1,800. 000 euro
• Organisation2
• 5.000 new donors à 100 kr/months
• 5.000. 000 SEK
• Approx 543. 000 euro

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ETHICALCODE

• Wear a badge informing who we are and work for
• Inform how the organisation will communicate with
  the donor in the future
• Handle direct debit forms confidentially
• End a conversation very polite even if the person
  did not want to give
• Respect a NO from a person
• Recruit dressed in the organisations clothes
• Be well informed/educated about the
  organisations work
• Inform about the possibilities to end the direct
  debit donations

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Iréne Wrigstedt Owner and Chief Executive
Mobil 46 70 512 2927 E-mail
irene_at_frg.se