Here's how you can handle questions about your donor research and prospecting experience.

The number one indicator of future behavior is past behavior - meaning the first step in identifying potential donors is by analyzing the donors you do have. Take a deep dive into your existing data to analyze giving trends such as donor churn, retention rates, upgrades/downgrades, and other interactional behavior such as website visits, email opens, click rates, etc. By looking at your giving history, you will start to gain a stronger picture of how donors are now and have in the past responded to your messaging and solicitation. From that point additional data can be added, such as with a traditional “wealth screening” or demographic append to point to key characteristics of your supporters.

Your most important prospect research tool is your fundraising database. The more complete and accurate your internal data, the better your prospect identification. Some data points that should be in your database include: giving history and trajectory; event attendance; volunteer experience; interactions with programs; alumni information; conversations and meetings with internal and external fundraising partners; and any other information that answers the question "how connected is this donor to us, and how?" This information must be in a format that can be queried, exported, and reported, preferably by your research staff, since that allows them to experiment with the data.

Research helps generate quality prospects who could eventually be converted into donors. Start with a quality review of the website including the donor's mission, vision, priorities and current funding portfolio. Next, go on to study annual reports and strategic plans. I also pore through the donor's IRS 990 forms to figure out who the donors are funding, specific funding amounts and their income, assets and expenditures. Finally, websites are not the best place to catch up on an organization's activities in real time. LinkedIn is where all the juicy details are. So I search through donor LinkedIn pages and profiles of their C-suite execs to see what they have been up to in the last 1 year.

Engaging prospects indeed requires a blend of tact and strategy. In my experience, the key is personalized and thoughtful communication. ➔ I start by thoroughly researching potential donors to understand their interests and values. ➔ Using this information, I craft personalized messages that resonate with each prospect. ➔ Building rapport and trust is essential; I focus on genuine interactions and active listening. My approach has consistently led to meaningful connections, fostering long-term relationships with donors. It's not just about identifying potential donors but engaging them in a way that aligns with their passions and our mission. This strategy has proven successful in nurturing a dedicated and supportive donor base.

Find your niche by tracking of the donors portfolio. You need to study the donor properly. What is it that he funds, what are the most preferred procedures, what exites that donor, what irritates or offends them What is their dream and long term vision, where are they now, what are their past, present and expected challenges and what are the past present and future solutions as well. Now, where do you fit in all these? How can you be a solution, how can you be a means towards a vision? Maybe more innovatively, may be more quick, more easy, more sustainable etc. It's called Niche.