How to increase the likelihood that your major or legacy donor prospects will engage in a meaningful conversation with you by 700%

If your organization has 10,000 active donors, it’s very likely they’ll be categorized as follows:

• A small number will generate 80-90 percent of the revenue.
• Mid-level donors will have a lot of potential for major giving.
• Low-capacity donors will be much less likely to make impact gifts but they’ll make up the largest quantity of donations (not the most revenue).
• All of the above could make legacy gifts but 80 percent of the dollars from those gifts will likely come from just 20 percent of your legacy donors.
• Newly acquired low-dollar donors will not repeat and if they do, they won’t do so at a very high rate.

So all that begs the question: Where are you spending most of your marketing dollars?

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