Jun 1, 2014 - ... Donations can be made online by credit c
FAMILY TEAM COACH RESOURCE GUIDE JDRF Walk to Cure Diabetes is now JDRF One Walk Congratulations! Your local JDRF Chapter is now part of the new JDRF One Walk pilot designed to help bring a number of exciting changes to this very important JDRF fundraising and community event that will make it even more compelling, mission oriented and engaging event than ever before. Thanks to volunteers like you, this fundraising event continues to be the most powerful peer-to-peer fundraising program in the world focused on raising money for type one diabetes (T1D) research. That is why your role as a Family Team Coach is so important and critical to the success of this event as a leader in recruiting and inspiring our most valuable walk teams. We know we’re stronger as one united community. And we know that one step at a time we will create a world without T1D. This Family Team Coach Resource Guide will provide you with important information about your role in creating a successful JDRF One Walk and the keys to our new and inspiring, engaging event experience. Following this Guide will help you navigate the changes we are implementing this year that are essential building the foundation for success this year and in the years to come.
Thank You for Your Unwavering Commitment to the JDRF One Walk and to Creating a World without T1D
June 2014
JDRF ONE WALK EVENT INFORMATION
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FAMILY TEAM COACH POSITION OVERVIEW
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PROGRESS TO TYPE NONE
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TARGETED TEAM MANAGEMENT
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TOUCH POINT TIMELINE
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TOUCH POINT MESSAGES
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Progress to Type None: JDRF One Walk Second Year Core Teams New Teams Targeted Outreach Family Leads/New Targeted Outreach Teams
COMMUNICATION LOG RESOURCES
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Fundraising Ideas That Work Coaching Team Captains Overcoming Objections Sample Email/Phone Scripts Family Team Coach Contact List
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JDRF ONE WALK EVENT INFORMATION Walk Date:
Event Starts:
Opening Ceremony: Event Concludes:
Location:
Length of Walk:
Fundraising Goal:
Event Details:
Attendance:
Parking:
Other:
Registration:
All walkers must register online at walk.jdrf.org
Pledge Collection:
Donations can be made online by credit card, Pay Pal or electronic funds transfer. Cash and checks can be mailed to JDRF office: Donations sent to JDRF office in advance, or after the Walk, are to be mailed with a completed Walker Donation Form (available at walk.jdrf.org)
Pledge Deadline:
Walk T-Shirt:
Every registered walker who raises $100+ will receive a JDRF One Walk T-shirt
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FAMILY TEAM COACH POSITION OVERVIEW The JDRF One Walk Family Team Coach is one of the most important and exciting volunteer roles for this event as you will be very involved in helping to recruit, retain and grow the number of family teams who fundraise and support this event. Family Team Coaches play an important role in the event’s success as they help to build the network of teams by securing the support of families who support the JDRF mission and providing peer-to-peer guidance to help them achieve their fundraising potential.
Who You Support As you work to recruit and retain family teams, your efforts will focus on:
High performing second year teams who raised $750-1,999 last year (defined as Second Year Core Teams) Teams participating for the first time (defined as New Teams) Newly diagnosed families who JDRF believes to be ready to get more involved with JDRF through support of the walk (defined as Targeted Outreach Family Leads, then New Targeted Outreach Teams once the family has registered)
Importance of Your Role You are a key leader in recruiting and retaining Walk teams to help achieve our fundraising goals and will be a leader in providing support to family teams as they work to achieve their own Walk fundraising goals. The Targeted Team Management and Touch Point Plan, which is a new approach to building and supporting family teams, will help you be successful in your role. Specific roles include:
Providing peer-to-peer support, attention and guidance to family teams to achieve their fundraising potential Conveying the importance of JDRF mission, key messages about research and advocacy progress and need for increased fundraising Helping new teams navigate through team building and fundraising process Serving as fundraising expert Supporting recently diagnosed families new to JDRF and JDRF One Walk Executing the Targeted Team Management and Touch Point Plan (detailed in the following section)
Save the Dates
Family Team Coach Trainings o
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Progress to Type None: JDRF One Walk [chapter to insert date]
JDRF One Walk [chapter to insert date]
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PROGRESS TO TYPE NONE: JDRF ONE WALK Progress to Type None: JDRF One Walk is the new JDRF One Walk signature recruitment event. Progress to Type None will bring team captains with proven or high potential fundraising performance and new team prospects with high fundraising potential together to get create excitement around and commitment to the JDRF One Walk. Your chapter may have had multiple events in the past, like a Team Captain Kickoff, Family Team Workshop and Walk Awards Reception. We believe one event will help us create a greater JDRF support community through JDRF One Walk. Progress to Type None includes an inspiring presentation highlighting JDRF’s mission and leadership in T1D research as well as the importance of fundraising for JDRF One Walk. Family Team Coaches will help drive attendance among their assigned families to the Progress to Type None event. So please mark your calendar and plan on joining JDRF and your assigned families at this exciting new event. Progress to Type None: JDRF One Walk
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TARGETED TEAM MANAGEMENT AND TOUCH POINT PLAN The objective of the Targeted Team Management and Touch Point Plan is to increase retention and fundraising performance of key family teams, and secure the support of newly diagnosed families who JDRF believes are ready to get more involved in fundraising for JDRF. JDRF has identified three segments where peer-to-peer cultivation will yield the greatest results in fundraising, retention and opportunity for future event revenue. These families will be managed by Family Team Coaches:
Second Year Core Teams: family teams who were new last year and raised between $750 - $1,999 Targeted Outreach Family Leads/ Teams: targeted Bag of Hope recipients from the last 24 months
New Teams: family teams who are joining JDRF One Walk for the first time
A list of these families within each segment will be provided to you to recruit and/or retain. These will be your assigned families and we ask that you focus all your efforts on these assignments as they have been carefully chosen to represent the families that will be most likely to return, fundraise and drive the success of your Walk this year and for years to come. To help you recruit these families, as well as to help them attain and hopefully exceed their fundraising goals, a touch point plan is provided to guide you through the best ways to communicate with these families. Each touch point plays an important role in communicating and encouraging these families and it is important that you adhere to the plan to achieve the best results. While many of the touch points and messages are similar, there are some key differences for each group. Therefore, please follow the plan for each group as close as possible. The goal of the Touch Point Plan is to get to know your assigned families, to make help them feel part of JDRF One Walk community, and to communicate that their participation makes a difference. Conversations should feel natural, flow easily, and be authentic. Trust yourself to recognize when a phone call or email is not desired. Not everyone will be open to this type of personalized communication, so don’t be disheartened by someone that is slow to respond to your call or email. Keep in mind JDRF One Walk Touch Point Plan is about building relationships by further educating local families about JDRF’s progress of turning type one into type none and forging the foundation for their long-term and broader engagement with JDRF.
It is a best practice to always follow up a voicemail with an email so your assigned families have multiple ways to contact you based on their preference. If you make a bond with a contact on your list and know they would have interest in meeting faceto-face – do it! In-person is always the preferred format of these conversations with new teams, second year teams and families interested in learning more about JDRF One Walk family team participation. JDRF staff will provide you with JDRF Monthly Mission Messages, a brief update on the latest JDRFfunded research advancements. Each issue includes exciting research highlights to share with our families to show that their support is really making a difference. Fact sheets on JDRF, T1D and JDRF-funded research can be downloaded at http://jdrf.org/aboutjdrf/fact-sheets/ 5
TOUCH POINT TIMELINE
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PROGRESS TO TYPE NONE TOUCH POINT MESSAGES Touch Points #1: 4 weeks prior to Progress to Type None - Phone call #2: 2.5 weeks prior to Progress to Type None – phone call #3: 1 week prior to Progress to Type None – phone call Objective: Secure attendance to Progress to Type None event Messaging: Communicate event is an ideal opportunity to network with other T1D families, to learn about the important research JDRF is funding to cure, treat and prevent T1D, and to learn more about this year’s JDRF One Walk Acknowledgement that Progress to Type None save the date was received (if not provide event information on page 4) Invite them to join you and your family at the event; secure RSVP to attend: o If no: o Can they send another family member in their place? o Set-up face to face meeting to discuss JDRF One Walk family team fundraising participation o If yes: o Communicate to JDRF staff that family will be attending Next Action: If you do not receive a response, repeat at 2.5 weeks prior and again 1 week prior to Progress to Type None.
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SECOND YEAR CORE TEAMS: TOUCH POINT MESSAGES (new 2013 family teams that raised $750 - $1,999)
REGISTRATION Begin the Second Year Core Team touch point plan with registration touch points; once a team registers, immediately move them to the fundraising touch points specific to this segment. It is recommended no more than three attempts (phone, email or a combination of the two) are made to discuss registration for this year.
Registration Touch Points Phone call or email Objectives: Thank them for their past participation Recognize their fundraising performance Make personal connection - identify yourself as a JDRF family team volunteer; share your T1D connection Secure commitment to form a 2014 fundraising family team Messaging: Phone conversation is the best approach to begin a dialog with last year’s family teams. Ask a series of open-ended questions to learn more about them and their motivation behind being a team captain last year. Use these talking points to engage and build your relationship with these families: Thank them for last year’s support and for helping JDRF invest in research needed to create a world without T1D Make a personal connection by asking open-ended questions such as: o What is their connection to T1D? o What did they enjoy about the JDRF Walk, what was their overall first year impression, or what was their most memorable moment? o How did their family team raise funds? Share JDRF One Walk Introduction Statement: Same Walk but exciting new name that reflects JDRF’s vision of a world without T1D Share excitement about this year’s JDRF One Walk and ask them to continue their support of JDRF’s mission by registering today Next Actions: Received Response: o Send follow up email to thank them for their time and recap the conversation you had. Always include a quick note in anything you mail – even a quick note on a Post-It that says “I thought you’d be interested in this after our call” can be very meaningful and shows that you listened If commitment is made during course of conversation to register, move to delivery of fundraising touch points Record touch point in Family Team Coach Communication Log No Response:
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If no response after leaving two voicemail messages, deliver touch point messaging via email and hold communication until a response is received
FUNDRAISING Below are fundraising touch points you will provide to returning 2013 New Core team captains after they have registered for the JDRF One Walk. Teams that register within one month from the JDRF One Walk should only receive touch points #2 and #4 - #7.
Touch Point #2 Within 1 week of registration Phone call or email Objectives: Thank them for returning and registering Make personal connection (if not established during touch point #1) Inspire to fundraise more than last year Secure in-person meeting for team goal setting, fundraising planning and networking Messaging: In person meetings are the best opportunity for two-way dialog. Ask a series of open-ended questions to learn more about them. Use these talking points as appropriate in your conversations to engage and build your relationship with these fundraisers: If this is the first conversation (family registered a team without you delivering touch point #1): o Introduce yourself as a JDRF family team volunteer; explain that your role is to be a resource to them and their team o Make a personal connection by asking open-ended questions such as: o What is their connection to T1D? o What did they enjoy about the JDRF Walk, what was their overall first year impression, or what was their most memorable moment? o How did their family team raise funds? o Share an update in an area of the JDRF mission you know they are most excited about or that is new and exciting to you o Talk about your JDRF fundraising experience and the fundraising practices of other JDRF family teams you know o Thank them for coming back and helping JDRF invest in research needed to create a world without T1D o Share JDRF One Walk Introduction Statement: Same Walk but exciting new name that reflects JDRF vision of a world without T1D o Share excitement about this year’s JDRF One Walk and ask to meet in person to learn more about their experience and talk about this year’s Walk If this is not the first conversation: o Share an update in an area of the JDRF mission you know they are most excited about or that is new and exciting to you o Thank them for coming back and helping JDRF invest in research needed to create a world without T1D o Share excitement about this year’s JDRF One Walk and ask to meet in person to learn more about their experience and talk about this year’s Walk 9
Next Actions: Received Response: o Send specific JDRF One Walk fundraising or specific research information that will help support the conversation you had with them o Confirm meeting date and next steps via email o Record touch point in Family Team Coach Communication Log No Response: o Deliver messaging via email if no response within one week of making call or sending initial email; move to next touch point
Touch Point #3 3 – 4 weeks after touch point #2 In person meeting or phone call with email follow-up Objectives: Further develop personal connection Set team goal and fundraising plan Inspire fundraising and excitement for JDRF One Walk Provide ideas and suggestions to facilitate their fundraising from Fundraising Ideas That Work Messaging: Ask what their fundraising and event day experience was like last year: o What were they most proud of? o What fundraising tactics worked well and what didn’t work as well? o What they would like to do differently this year? Note: Keep in mind that this is an opportunity for active listening, and we should never engage in negative discussion around their challenges. If challenges are presented, try to provide solutions Help them set their team fundraising goal. Ask how much they think their team can fundraise this year and help them see their fundraising potential through key actions. Use ideas from the Fundraising Ideas That Work to talk to them about how they can reach their goal (i.e. more fundraising walkers per team, more walkers per team raising JDRF’s goal of $150 per walker, expanding use of social media as a fundraising tool). Ask open ended questions to troubleshoot any early challenges in their team building and fundraising efforts. Use the Coaching Team Captains document ((found later in this guide) for a list of fundraising clues and open-ended questions to guide you through discussing challenges. Talk about fundraising next steps: o If their team web page goal doesn’t reflect their fundraising goal on your Family Team Coach Communication Log, ask them to make the change on their web page so others can see their personal commitment o Begin recruiting team members; the most successful and engaged teams ask team members to register themselves Share a new mission update Next Actions: Received Response: 10
o
In person or phone call: Follow up thank you note or email to thank them for their time, reconfirm goal and commitment to recruit team members o Record touch point in Family Team Coach Communication Log No Response: o Deliver messaging via email if no response within one week of making call or sending initial email; move to next touch point
Touch Point #4 3 – 4 weeks after touch point #3 In person meeting or phone call with email follow-up Objectives: Further develop personal connection Congratulate them on their fundraising and team recruitment progress to date Continue to inspire them to fundraise Provide ideas and suggestions to support their fundraising from Fundraising Ideas That Work Messaging: Thank them for their fundraising efforts to date Give update on overall event performance to date and highlights (i.e. number of family teams to date) Coach team captain through next step(s) from the Fundraising Ideas That Work Use the Coaching Team Captains document to ask open ended questions to help troubleshoot potential challenges Next Actions: Received Response: o Follow up thank you note or email to thank them for their time, reconfirm goal and commitment to recruit team members o Record touch point in Family Team Coach Communication Log No Response: Deliver messaging via email if no response within one week of making call or sending initial email; move to next touch point
Touch Point #5 1 – 2 weeks out from JDRF One Walk Phone call with email follow-up Objectives: Congratulate them on their progress to date by what is confirmed on their team web page or on the Family Team Coach Communication Log Continue to inspire them to fundraise Provide ideas and suggestions to support their fundraising from Fundraising Ideas That Work
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Messaging: Congratulate and thank them for fundraising; share ranking if they are in the top 20 fundraising teams Encourage them to make a last minute ask on social media with the Fundraise with Facebook app in their Participant Center Encourage them to continue to have at least 10 fundraising participants on their team; there is still time for their team members to make an impact by raising $150. For those teams with 10 fundraisers, ask the team captain to ask their team members to make one last fundraising ask. Provide ideas about how to thank donors; remind them that sharing why the JDRF One Walk is important to them is very impactful and meaningful for their donors Next Action: Make plans to meet the day of the JDRF One Walk Deliver messaging via email if no response within one week of making call or sending initial email; move to next touch point
Touch Point #6 Event Day - In Person Objectives: Celebrate their efforts and thank them for leading a team Further develop a personal relationship Introduce them to other families you know Messaging: Let them know how happy JDRF is to have them at today’s JDRF One Walk Thank them for their leadership Ask them about their final total and express gratitude and celebration for their efforts Introduce them to other families at the JDRF One Walk to foster networking and comfort that they are part of a greater T1D community
Touch Point #7 Within a week after JDRF One Walk Phone call Objectives: Drive final fundraising Connect their fundraising success to JDRF’s mission to create a world without T1D Increase retention for JDRF One Walk Build a mutually beneficial relationship that extends beyond JDRF One Walk to create a holistic relationship with JDRF Messaging: Express final thanks and appreciation and congratulate them on their successful fundraising Ask for their walk day feedback and their favorite memory
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Celebrate the success of the JDRF One Walk; let them know how many people were in attendance and the estimated grand total raised (data will be provided to you by JDRF staff) Talk about how they were part of a special community in your city that made a difference to support JDRF’s mission to create a world without T1D Let them know that all donations turned in by them or their team members on Walk day will be posted to the JDRF One Walk web page within two weeks Communicate the JDRF One Walk fundraising deadline for outstanding gifts
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NEW TEAMS: TOUCH POINT MESSAGES (brand new family teams with no previous walk participation )
FUNDRAISING Below are fundraising touch points for this year’s new team captains after they have registered for JDRF One Walk. Teams that register within one month from JDRF One Walk should only receive touch points #1 and #4 - #6.
Touch Point #1 Within 1 week of registration Phone call or email Objectives: Thank them for registering; welcome them into the JDRF One Walk family Make personal connection - identify yourself as a JDRF family team volunteer; share your T1D connection Inspire to fundraise Secure in-person meeting for team goal setting, fundraising planning, networking and answer initial questions about JDRF One Walk family team participation Messaging: In person meetings are the best opportunity for two-way dialog. Ask a series of open-ended questions to learn more about them. Use these talking points as appropriate in your conversations to engage and build your relationship with these families new to the JDRF One Walk: Introduce yourself as a JDRF family team volunteer; explain your role is to be a resource to them and their team Make a personal connection by asking open-ended questions such as: o What is their connection to T1D? o How did they learn about JDRF and the JDRF One Walk? If recent T1D diagnosis, provide support and understanding: o JDRF/you understand what they’re going through o JDRF has a community for support and connection Share an update in an area of the JDRF mission you know they are most excited about or that is new and exciting to you Talk about how JDRF Walk participation has had a positive, inspiring impact on you and your family Share excitement about this year’s JDRF One Walk and ask to meet in person to talk about this year’s Walk and assist them in the team building and fundraising process Next Actions: Received Response: o Send specific JDRF One Walk fundraising or research information that will help support the conversation you had with them (link for JDRF’s “Plan for the Future” video would be ideal to send if team captain did not identify a specific area of research interest) o Confirm meeting date and next steps via email o Record touch point in Family Team Coach Communication Log No Response: 14
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Deliver messaging via email if no response within one week of making call or sending initial email; move to next touch point
Touch Point #2 3 – 4 weeks after touch point #1 Phone call or email Objectives: Further develop personal connection Set team goal and fundraising plan Inspire fundraising and excitement for JDRF One Walk Provide ideas and suggestions to facilitate their fundraising from Fundraising Ideas That Work (located in the Appendix section) Messaging: Help them set their team fundraising goal. Ask how much they think their team can fundraise and help them see their fundraising potential through key actions. Use ideas from the Fundraising Ideas That Work to talk to them about how they can reach their goal (i.e. more fundraising walkers per team, more walkers per team raising JDRF’s goal of $150 per walker, expanding use of social media as a fundraising tool). Ask open-ended questions to troubleshoot any early challenges in their team building and fundraising efforts. Use the Coaching Team Captains document (located in the Appendix section) for a list of fundraising clues and open ended questions to guide you through discussing challenges. Talk about fundraising next steps: o Talk about setting up their team web page; offer to provide assistance (stress importance of posting a photo, video and updating generic content to tell their own story) o If their team webpage goal doesn’t reflect their fundraising goal on your Family Team Coach Communication Log, ask them to make the change on their web page so others can see their personal commitment o Begin recruiting team members; the most successful and engaged teams ask team members to register themselves. Provide guidance to begin recruitment with those closest to their family (i.e. other family members, friends) Share a new mission update Next Actions: Received Response: o In person or phone call: Follow up thank you note or email to thank them for their time, reconfirm goal and commitment to recruit team members o Record touch point in Family Team Coach Communication Log No Response: o Deliver messaging via email if no response within one week of making call or sending initial email; move to next touch point
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Touch Point #3 3 – 4 weeks after touch point #2 In person meeting or phone call with email follow-up Objectives: o Further develop personal connection o Congratulate them on their fundraising and team recruitment progress to date o Continue to inspire them to fundraise o Provide ideas and suggestions to support their fundraising from Fundraising Ideas That Work Messaging: Thank them for their fundraising efforts to date Give update on overall event performance to date and highlights (i.e. number of family teams to date) Coach them to their next step(s)from the Fundraising Ideas That Work Use the Coaching Team Captains document to ask open ended questions to help troubleshoot potential challenges Next Actions: Received Response: o Follow up thank you note or email to thank them for their time, reconfirm goal and commitment to recruit team members o Record touch point in Family Team Coach Communication Log No Response: o Deliver messaging via email if no response within one week of making call or sending initial email; move to next touch point
Touch Point #4 1 – 2 weeks out from JDRF One Walk Phone call with email follow-up Objectives: Congratulate them on their progress to date by what is confirmed on their team web page or on the Family Team Coach Communication Log Continue to inspire them to fundraise Provide ideas and suggestions to support their fundraising from Fundraising Ideas That Work Messaging: Congratulate and thank them for fundraising; share ranking if they are in the top 20 fundraising teams Encourage them to make a last minute ask on social media with the Fundraise with Facebook app in their Participant Center. They can also log in to their other social media sites and create a link to their personal fundraising web page. Encourage them to continue to have at least 10 fundraising participants on their team; there is still time for their team members to make an impact by raising $150. For those, teams who have 10 fundraisers, ask them to ask their team members to make one last fundraising ask. 16
Provide ideas about how to thank donors; remind them that sharing why the JDRF One Walk is important to them is very impactful and meaningful for their donors
Next Action: Make plans to meet the day of the JDRF One Walk Deliver messaging via email if no response within one week of making call or sending initial email; move to next touch point
Touch Point #5: Event Day In Person Objectives: Celebrate their efforts and thank them for leading a team Further develop a personal relationship Introduce them to other families you know Messaging: Let them know how happy JDRF is to have them at today’s JDRF One Walk Thank them for their leadership Ask them about their final total and express gratitude and celebration for their efforts Introduce them to other families at the JDRF One Walk to foster networking and comfort they are part of a greater T1D community
Touch Point #6 1 – 2 weeks after JDRF One Walk Phone call Objectives: Drive final fundraising Connect their fundraising success to JDRF’s mission to create a world without T1D Increase retention for JDRF One Walk Build a mutually beneficial relationship that extends beyond JDRF One Walk to create a holistic relationship with JDRF Messaging: Congratulate and thank them on their successful fundraising Ask for their walk day feedback and their favorite memory Celebrate the success of the JDRF One Walk; let them know how many people were in attendance and the estimated grand total raised (data will be provided to you by JDRF staff) Talk about how they were part of a special community in your city that made a difference to support JDRF’s mission to create a world without T1D Let them know that all donations turned in by them or their team members on Walk day will be posted to the JDRF One Walk web page within two weeks Communicate the JDRF One Walk fundraising deadline for outstanding gifts Express final thanks and appreciation 17
TOUCH POINT PLAN: TARGETED OUTREACH FAMILY LEADS Newly diagnosed families who JDRF believes to be ready to get more involved with JDRF through support of the Walk - defined as New Targeted Outreach Teams once the family has registered)
REGISTRATION Below are registration touch points for Targeted Outreach Family Leads to encourage JDRF One Walk team participation. It is recommended no more than three attempts (phone, email or a combination of the two) are made to discuss participation.
Touch Point #1 Phone call or email Objectives: Make personal connection - identify yourself as a JDRF family team volunteer; share your T1D connection Secure commitment to form a 2014 fundraising family team Messaging: Phone conversation is the best approach to begin a dialog with newly diagnosed families. Ask a series of open-ended questions to learn more about them and gauge their interest in forming a family team for the first time. Use these talking points as appropriate in your conversation to engage and build your relationship with these families and obtain a 2014 team and fundraising commitment: Make a personal connection by asking open ended questions such as what is their connection to T1D? Provide support and understanding of their new T1D diagnosis: o JDRF/you understand what they’re going through o JDRF has a community for support and connection Talk about how JDRF Walk participation has had a positive, inspiring impact on you and your family Share excitement about this year’s JDRF One Walk and let them know that registering today for the JDRF One Walk helps to support JDRF’s mission Share an update in an area of the JDRF mission that is new and exciting to you (i.e. encapsulation, smart insulin) Next Actions: Received Response: o Send specific JDRF One Walk fundraising or specific research information that will help support the conversation you had. Always include a quick note in anything you mail – even a quick note on a Post-It that says “I thought you’d be interested in this after our call” can be very meaningful and shows that you listened o Link for JDRF’s “Plan for the Future” video would be ideal to send families if they did not identify a specific area of research interest; if specific area of interest was expressed, embed that video link in email. o If commitment is made during course of conversation to form a family team, reclassify the team as a New Targeted Outreach Team and start delivery of fundraising touch points o Record touch point in Family Team Coach Communication Log 18
No Response: o If no response after leaving two voicemail messages, hold communication until a response is received
FUNDRAISING When a Targeted Outreach Family Lead registers for JDRF One Walk, they become a New Targeted Outreach team. Below are fundraising touch points to provide to New Targeted Outreach Teams after they have registered for JDRF One Walk. Teams that register within one month from the JDRF One Walk should only receive touch points #1 and #4 - #6.
Touch Point #2 Within 1 week of registration - Phone call or email Objectives: Thank them for registering; welcome them into the JDRF One Walk family Make personal connection Inspire to fundraise Secure in-person meeting for team goal setting, fundraising planning, networking and answer initial questions about JDRF One Walk family team participation Messaging: In person meetings are the best opportunity for two-way dialog. Ask a series of open ended questions to learn more about them. Use these talking points as appropriate in your conversations to engage and build your relationship with these families new to the JDRF One Walk: Introduce yourself as a JDRF Family Team volunteer; explain your role is to be a resource to them and their team It this is first conversation (family registered a team without you delivering touch point to drive registration): Make a personal connection by asking open ended questions such as: o What is their connection to T1D? o How did they learn about JDRF and the JDRF One Walk? Provide support and understanding: o JDRF/you understand what they’re going through o JDRF has a community for support and connection Share an update in an area of the JDRF mission you know they are most excited about or that is new and exciting to you Talk about how JDRF Walk participation has had a positive, inspiring impact on you and your family If this not first conversation: o Ask how family is continuing to cope with T1D diagnosis o Share excitement about this year’s JDRF One Walk and ask to meet in person to talk about this year’s Walk and assist them in the team building and fundraising process Next Actions: Received Response: o Send specific JDRF One Walk fundraising or specific research information that will help support the conversation you had with them 19
o Confirm meeting date and next steps via email o Record touch point in Family Team Coach Communication Log No Response: o Deliver messaging via email if no response within one week of making call or sending initial email; move to next touch point
Touch Point #3 3 – 4 weeks after touch point #2 In person meeting or phone call with email follow-up Objectives: Further develop personal connection Set team goal and fundraising plan Inspire fundraising and excitement for JDRF One Walk Provide ideas and suggestions to facilitate their fundraising from Fundraising Ideas That Work (located in the Appendix section) Messaging: Help them set their team fundraising goal. Ask how much they think their team can fundraise and help them see their fundraising potential through key actions. Use ideas from the Fundraising Ideas That Work to talk to them about how they can reach their goal (i.e. more fundraising walkers per team, more walkers per team raising JDRF’s goal of $150 per walker, expanding use of social media as a fundraising tool). Ask open ended questions to troubleshoot any early challenges in their team building and fundraising efforts. Use the Coaching Team Captains document (located in the Appendix section) for a list of fundraising clues and open ended questions to guide you through discussing challenges. Talk about fundraising next steps: o Talk about setting up their team web page; offer to provide assistance (stress importance of posting a photo, video and updating generic content to tell their own story) o If their team web page goal doesn’t reflect their fundraising goal on your Family Team Coach Communication Log, ask them to make the change on their web page so others can see their personal commitment o Begin recruiting team members; the most successful and engaged teams ask team members to register themselves. Provide guidance to begin recruitment with those closest to their family (i.e. other family members, friends) Share a new mission update Next Actions: Received Response: o In person or phone call: Follow up thank you note or email to thank them for their time, reconfirm goal and commitment to recruit team members o Record touch point in Family Team Coach Communication Log No Response: o Deliver messaging via email if no response within one week of making call or sending initial email; move to next touch point
Touch Point #4 3 – 4 weeks after touch point #3 20
In person meeting or phone call with email follow-up Objectives: Further develop personal connection Congratulate them on their fundraising and team recruitment progress to date Continue to inspire them to fundraise Provide ideas and suggestions to support their fundraising from Fundraising Ideas That Work Messaging: Thank them for their fundraising efforts to date Give update on overall event performance to date and highlights (i.e. number of family teams to date) Coach them to their next step(s) from the Fundraising Ideas That Work Use the Coaching Team Captains document to ask open ended questions to help troubleshoot potential challenges Next Actions: Received Response: o Follow up thank you note or email to thank them for their time, reconfirm goal and commitment to recruit team members o Record touch point in Family Team Coach Communication Log No Response: o Deliver messaging via email if no response is received within one week of making call or sending email; move to next touch point
Touch Point #5 1 – 2 weeks out from JDRF One Walk Phone call with email follow-up Objectives: Congratulate them on their progress to date by what is confirmed on their team web page or on the Family Team Coach Communication Log Continue to inspire them to fundraise Provide ideas and suggestions to support their fundraising from Fundraising Ideas That Work Messaging: Congratulate and thank them for fundraising; share ranking if they are in the top 20 fundraising teams Encourage them to make a last minute ask on social media with Boundless Fundraising. Encourage them to continue to have at least 10 fundraising participants on their team; there is still time for their team members to make an impact by raising $150. For those, teams who have 10 fundraisers, ask them to ask their team members to make one last fundraising ask. Provide ideas about how to thank donors; remind them that sharing why the JDRF One Walk is important to them is very impactful and meaningful for their donors Next Actions: 21
Make plans to meet the day of the JDRF One Walk Deliver response via email if no response is received within one week of making call or sending email; move to next touch point
Touch Point #6 Event Day - In person Objectives: Celebrate their efforts and thank them for leading a team Further develop a personal relationship Introduce them to other families you know Messaging: Let them know how happy JDRF is to have them at today’s JDRF One Walk Thank them for their leadership Ask them about their final total and express gratitude and celebration for their efforts Introduce them to other families at the JDRF One Walk to foster networking and comfort they are part of a greater T1D community
Touch Point #7 Within a week after JDRF One Walk Phone call Objectives: Drive final fundraising Connect their fundraising success to JDRF’s mission to create a world without T1D Increase retention for JDRF One Walk Build a mutually beneficial relationship that extends beyond JDRF One Walk to create a holistic relationship with JDRF Messaging: Congratulate and thank them on their successful fundraising Ask for their walk day feedback and their favorite memory Celebrate the success of the JDRF One Walk; let them know how many people were in attendance and the estimated grand total raised (data will be provided to you by JDRF staff) Talk about how they were part of a special community in your city that made a difference to support JDRF’s mission to create a world without T1D Let them know that all donations turned in by them or their team members on Walk day will be posted to the JDRF One Walk web page within two weeks Communicate the JDRF One Walk fundraising deadline for outstanding gifts Express final thanks and appreciation
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FAMILY TEAM COACH COMMUNICATION LOG JDRF has developed a Family Team Coach Communication Log to provide you with consistent team data on Fundraising Ideas That Work, and provide a way to track touch points and other pertinent information regarding assigned teams and families. Family Team Coaches should track touch points from date of receiving assigned families and teams to one week after the JDRF One Walk. You will be responsible for providing the Family Team Champion and JDRF staff with an updated Log on a weekly basis. JDRF chapter staff will provide each Family Team Coach with your updated Log on a weekly basis beginning at the training session and concluding one week after JDRF One Walk. The Family Team Coach Communication Log will also provide you with the key recruitment and fundraising activity of your family team captains and their team members so that you can better coach them with meaningful recommendations along the way. The Family Team Coach Communication Log, in Excel format, includes two tabs for Family Team Coaches:
Team Activity Tab
Track touch points Capture notes View historical team data Monitor key fundraising activity of registered team captains
# EMails Sent
Made SelfDonation
Personal Page Last Updated
Team Goal $
Total Confirmed Gifts $
Team Creation Date
Previous Event Number of Team Members
Previous Event Confirmed Gifts $
# of Team Members
Team Member Activity Tab
Monitor key fundraising activity of registered team members
Walker First Name
Walker Last Name
Team Name
Team Captain First Name
Team Captain Last Name
Number of E-Mails Sent
Personal Page Last Updated
Made SelfDonation
Total Confirmed Gifts($)
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FUNDRAISING IDEAS THAT WORK Did you know that there are proven fundraising activities that increase fundraising success? Get to know these key fundraising ideas that work - they are simple, easy to share, and achieving one or all of them will help your family teams reach their fundraising goals and feel good about their progress!
Self-Registration: Walkers that register themselves raise more funds! To raise more money and receive the greatest benefit from JDRF’s online fundraising tools, encourage your team captains to ask their walkers to register themselves at walk.jdrf.org
Walkers who register themselves statistically raise more money because they can: o Engage directly with the online fundraising tools o Have direct access to their Participant Center o Access key tips, information and fundraising tools o Donate to their own efforts
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Less work for the team captains means: o Less data entry to register walkers o No need to track down their personal information o Reduced handling of cash/checks o Reduced volume of monies to turn in on Walk Day
Self-Donation: Team captains that donate to themselves recruit more walkers and donors!
A self-donation demonstrates commitment to JDRF and shows donors and perspective donors that a walker is leading by example.
Walkers can donate during the registration process or visit their personal fundraising web page to make a donation after registration.
Once a team captain makes a self-donation, they can easily encourage their team members to do the same.
Participant Center: Makes fundraising easier than ever and more successful!
Adding a photo to a personal fundraising web page can raise three times more revenue than just changed text alone. An updated personal fundraising web page raises seven times more than leaving it generic. Participants who updated their personal fundraising web page with a photo and text and sent emails from the JDRF Walk Participant Center raised an average of $692 vs. $70 by those who did not.
Fundraisers that use the Participant Center to send fundraising emails raise twice as much as walkers that don’t.
Emails work! On average, a walker can expect to receive one donation for every five messages sent. Participants who sent emails from their Participant Center raised $655. Participants who did not send emails from their Participant Center raised $255.
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Message templates available at JDRF One Walk Participant Center make it easy to ask people to join a team, ask for support or send a thank you message. Walkers can also create customized messages.
Fundraising Members per Team: Every action counts!
Encourage team captains to secure a minimum of 10 fundraising team members to raise a suggested $150 minimum each. Many team members will support a team captain’s efforts through a donation, and that continues to be valuable, but talk to team captains about the power of asking their team members to be a part of the JDRF mission through fundraising.
People who use more than one way to fundraise are most successful. Ask team captains to try emails, social media, in-person asks through a church, sports team or social group, and even their own personal “vendors” like their dentist, doctor, dry cleaner or even real estate agent.
Boundless Fundraising: Social networking has surpassed email as the primary means of communication!
Encourage all team captains to download the Walk Facebook application (Boundless Fundraising) through their personal fundraising web page at walk.jdrf.org, click on “Fundraise with Facebook” and then follow the easy steps to download the application.
Walkers can change their profile and/or cover photos to show JDRF One Walk support.
Suggest to team captains that they create their own posts to share progress toward their fundraising goal and to ask their Facebook friends to support their team fundraising efforts
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COACHING TEAM CAPTAINS Coaching your team captains is about showing them how their passion and commitment to JDRF can help create a world without T1D. Below are some tips on coaching your teams to fundraising success.
Look for the Clues Coaching team captains is all about looking for the clues that tell the story of their fundraising efforts, successes and challenges. By looking for clues on their Walk website, you can see where a team captain is having success and where there are opportunities for growth, without even asking them. Before meeting or speaking with a team captain, you should know:
If they have personalized their fundraising web page
If they have at least 10 fundraising team members on their team. If not, how many are actively fundraising besides the team captain?
How much money has been raised by the team captain and the entire team
If their team members are meeting the suggested $150 fundraising minimum
How many emails have been sent by the team captain and other team members
Use the answers to these questions to guide you through conversations with your team captains. Your weekly Family Team Captain Communication Log will provide you with the answers to the questions above.
Coaching Questions Avoid asking close-ended questions that make it hard to inspire fundraising and overcome obstacles. Stop asking questions like:
How is your fundraising going?
Do you think you will meet your fundraising goal?
Do you think you will get more people registered?
Are you having problems with the JDRF One Walk website?
Start asking open-ended questions like:
I noticed you haven’t updated your personal web page. It’s such a great way to share your support of JDRF with your friends and family. I can help you help you upload a picture and update your web page with a personal story. Is now a good time?
It looks like you haven’t had a chance to start your personal fundraising yet. You can do a couple quick things this week to kick off your campaign, and your team members will be inspired by your efforts. Let me tell you about them. (Talk about making a self-donations, sending emails and using Boundless Fundraising) 26
It looks like you don’t have any/only a few team members registered. It really makes a difference when each team captain has at least 10 people on their team. Have you been able to send an email to your friends, family, and co-workers to ask them to join your team? Have you been able to follow up with a reminder? It only takes a few minutes and can make a big impact on your team this week.
We’ve learned we can make a huge impact on raising money for T1D research when we have at least 10 fundraising members per team. Have you thought about whom on your team could raise $150 to join our efforts? Many people want to contribute beyond making a donation, but just need to be asked.
I noticed you set a personal fundraising goal of $500 but haven’t started using your Participant Center. Sending emails to request a donation is quick, easy and participants who send emails through their Participant Center raise an average of 38% more than those who don’t ($655 vs. $255). Do you have a few minutes for me to help by walking you through how easy it is to send emails through your Participant Center?
I noticed you sent recruitment and fundraising emails out. It would be great for you to also send a follow-up request to your contact list this week. Did you know that a potential donor needs to hear from a participant at least three times before they make a donation? So, a friendly reminder never hurts.
Have you tried using our Facebook application yet (Boundless Fundraising)? I’ve heard so many stories of people raising $100 or more within an hour of posting something on their Facebook page. I can help you get it set up in just a few minutes. Would you be willing to try it out?
Which of your team members do you think would install the JDRF One Walk Facebook application, Boundless Fundraising? Let’s ask them to install it today and see how much they can raise by the end of the week.
You’ve done a great job raising money so far – tell me how you’ve done it! (Listen for opportunities to diversify their fundraising by adding a new fundraising element such as sending emails, using Boundless Fundraising, adding a letter writing snail mail campaign, or doing an extra fundraising event. The most successful fundraisers raise money in more than one way).
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OVERCOMING OBJECTIONS In your conversations with your assigned families, you may encounter some reluctance to fundraise, recruit walkers or just get started. The scenarios below will help you navigate through these objections.
Objection #1: I don’t know how to ask people for money I understand that this process can be overwhelming, but I am here to help you through every step. You’ll be surprised how many people will support you! Do you have a few minutes for me to walk you through 3 easy steps to begin the fundraising process? 1. Set a personal goal and personalize your personal fundraising web page (URL, upload a photo, etc.) 2. Upload contacts into the participant center 3. Write and send personal fundraising email Notes: While your family team captain is working in the participant center, suggest they install Boundless Fundraising (it only takes a minute!), and kick-off their team’s fundraising efforts by making a selfdonation (in their fundraising email they can ask people to make a minimum donation for the amount they personally donated)
Share your first year fundraising experience with JDRF. It will show that you have been in their shoes.
Objection #2: I’m not comfortable asking other people to fundraise for us I know there are people out there who would be thrilled to help fundraise for JDRF by asking their network. A great place to start is to ask those closest to you if they could help raise $150. If 10 people on your team did that, it would be an additional $,1500 for important research. The easiest way to recruit team members is to send an email from your Participant Center. Would you be willing to ask 10 people this week to join you as a fundraiser? Let me help you get started. Notes: Help team captain set up participant center (if not already complete), upload contacts and send recruitment email. Make sure to touch upon the importance of fundraising and encourage the team captain to send a fundraising email to potential donors AND recruitment email to potential fundraisers (most of the time their fundraisers are also donors). Share your first year experience of asking friends and family to fundraise in support of your team
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Objection #3: I don’t have time If you have just 10 to 15 minutes, I can walk you through a few easy steps to recruit walkers and ask for donations Notes: Help team captain use the Participant Center to set a goal, upload one picture, upload contacts, and send one basic email to their personal contacts Suggest installing the Fundraise with Facebook app and/or making a self-donation. On your next call or email you can revisit sending a fundraising email from the participant center On your next follow-up call or email, congratulate the team captain on their first fundraising and/or recruitment action and celebrate any small victories
Objection #4: I don’t know how to share our story Sharing your story can be powerful and educational for your family and friends. It can also be very beneficial and therapeutic for you. Log in to the Participant Center and I can walk you through all of the resources and templates available. Notes: Help the team captain customize their personal fundraising web page (photo and update text about why they are walking. Remind them to personalize their fundraising email Share the different ways you have shared your story
Objection #5: I’m not comfortable asking people for money two years in a row I have also thought about my donors that give to us year after year, but they have told me that they expect us to ask for their support each year. And more importantly, they tell us they want to help! Notes: Give some ideas on what you do to keep your appeal fresh – details on T1D research progress and what’s happened in the life of your child with T1D since last year will always be of interest And don’t forget that diabetes never takes a break, so that is why we continue to raise funds to support JDRF in turning type one into type none
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SAMPLE EMAIL/PHONE SCRIPTS Although face-to- face communication is preferred, often you will communicate with your assigned families through email or voicemail message. Here are some sample emails and voicemails to help. Cut and paste to suit your needs, and remember to be authentic and be yourself – this will make a meaningful connection.
Sample #1 Hi , I left you a voicemail message yesterday and wanted to follow up with some of the information I mentioned. I’m a volunteer with JDRF One Walk. My was diagnosed ago when he/she was . I love volunteering with JDRF because I believe that through the research they are funding, my child will someday have the daily burden of T1D lifted from him/her, which is the thing I want the most! There are some terrific two minute videos on YouTube that will give you an explanation of some of the key research areas JDRF is focusing on. The JDRF artificial pancreas (click here) and encapsulation (click here) are the two areas my family and I are most excited about. As I mentioned, fundraising and participating in the JDRF walk has been a positive and powerful experience for my family. It’s always a great experience for my son/daughter and our family to see all the other families who share our experience. Please feel free to reach out any time if you have questions. I will be in touch in the next few weeks. Thank you,
Sample #2 Hi , It was so great speaking with you today. As I mentioned, my
