With an average bequest worth $53,000 (Pareto Benchmarking 2018) and the largest intergenerational transfer of wealth on our doorstep, GIW Fundraisers are under increasing pressure to bring additional donors to the GIW Funnel, and can no longer rely on relationship fundraising alone to ensure the long-term success and growth of their bequest income.

Acquisition of GIW donors can be a daunting proposition for many relationship fundraisers who have had little or no experience with the process of direct marketing in their careers.

In this Special Interest Group, Rochelle and Jakki will be taking us through the basics of direct marketing – covering the five steps to DM success, why emotional story-telling converts best and applying these principles to Gifts in Wills acquisition.