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Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman
Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman
Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman
Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman
Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman
Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman
Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman
Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman
Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman
Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman
Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman
Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman
Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman
Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman
Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman
Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman
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Asking about Asking: Mastering the Art of Conversational Fundraising with Kent Stroman

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In our best work as fundraisers, we do a lot more Asking about Asking -- than just asking for the gift alone. This session is based on the recently released book by the same title, and covers the …

In our best work as fundraisers, we do a lot more Asking about Asking -- than just asking for the gift alone. This session is based on the recently released book by the same title, and covers the discovery process in major gift solicitation, focusing on the fact that when we try to "guess" about a donor or gift, we are almost always wrong.

We begin with step one, exploring donor interest, and proceed through the entire cultivation, solicitation, and appreciation process. The focus is on specific questions and strategies that the fundraiser can use to climb "The 10 Step Staircase."

The purpose is to equip professional staff and volunteers to become more effective fundraisers by building their proficiency in asking the right questions at the right time and listening effectively to the donor.

Further, we reveal how to enhance donors' enjoyment as they give generously to causes they care deeply about. Ultimately, the fundraiser is encouraged to follow donors' wishes as they reveal their own desires about their gifts through the process of Conversational Fundraising™.

Published in: Education, Economy & Finance
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  • 1. 1 When your campaign is about more than money. © 2012 M. Kent Stroman www.StromanConsulting.com
  • 2. 2 INTRODUCING: Purpose in life: Equip, Inspire & Encourage  Published Author  Talented Speaker  Dedicated Leader  Frequent Award Recipient  Trusted Consultant (11 years)  Certified Public Accountant (CPA)  Background in Higher Ed. (25 years)  Certified Fund Raising Executive (CFRE)M. Kent StromanAmerica’s ASKING Coach When your campaign is about more than money. © 2012 M. Kent Stroman www.StromanConsulting.com
  • 3. 3 The PASSION behind ASKING about A SKING Too many people Spending too much time Chasing too small gifts From too many donors Making too little impact On those who give . . . and those who receive! When your campaign is about more than money. © 2012 M. Kent Stroman www.StromanConsulting.com
  • 4. 4Getting started … What is your BIGGEST OBSTACLE to successful one-on-one gift solicitation? When your campaign is about more than money. © 2012 M. Kent Stroman www.StromanConsulting.com
  • 5. 5THE RESEARCH SAYS…  Absence of a PlanObstacles  Fear  Lack of Experience Top  No Relationship  Time Pressures  What Amount  Who to Ask When your campaign is about more than money. © 2012 M. Kent Stroman www.StromanConsulting.com
  • 6. 6 DRAFT Proposal To: Katie and Jason Rutherford From: Healthy Hearts Education CenterSimple Date: February 11, 20xx Amount: $1,500,000 (over 3 years) Purpose: No Boundaries campaignProposal Naming: Betsy Armstrong Activity Room Fine Print: The donation will be fulfilled by stock transfers during each of the next 3 years. Our facility naming policy requires the board to give final approval to this naming request. 8Ch. Approvals:Page 56 ________________ Katie Rutherford ____ Date ________________ Jason Rutherford When your campaign is about more than money. © 2012 M. Kent Stroman www.StromanConsulting.com
  • 7. 7 Big Gifts 2Ch.Page 9 When your campaign is about more than money. © 2012 M. Kent Stroman www.StromanConsulting.com
  • 8. 8 Climbing the 10 StepStaircase When your campaign is about more than money. © 2012 M. Kent Stroman www.StromanConsulting.com
  • 9. 9 “Faith is taking the first step even when . you dont see the whole staircase.” - Martin Luther King, Jr. When your campaign is about more than money. © 2012 M. Kent Stroman www.StromanConsulting.com
  • 10. 10 TODAY’S MOST IMPORTANT POINT When your campaign is about more than money. www.StromanConsulting.com
  • 11. 11 Wrap-up: A Pledge to ActPage 250 When your campaign is about more than money. © 2012 M. Kent Stroman www.StromanConsulting.com
  • 12. 12 Available through: AFPnet.org Amazon.com Barnes and Noble CharityChannel Press StromanConsulting.com AskingAboutAsking.com When your campaign is about more than money. © 2012 M. Kent Stroman www.StromanConsulting.com
  • 13. CONTACT INFO.13 CharityChannel.com: Kent-Stroman Kent@StromanConsulting.com Facebook: Kent Stroman LinkedIn: Kent Stroman Twitter: KentStroman Skype: kent.stroman (877) STROMAN (918) 336-6626 M. Kent Stroman America’s ASKING Coach When your campaign is about more than money. © 2012 M. Kent Stroman www.StromanConsulting.com
  • 14. 14CONTACT US FOR: Board Retreats Strategic Planning Capital Campaigns Keynote Addresses Governance Counsel Conference Speaking Workshops and Seminars When your campaign is about more than money. © 2012 M. Kent Stroman www.StromanConsulting.com
  • 15. 15 When your campaign is about more than money. When your campaign is about more than money. www.StromanConsulting.com
  • 16. 16 Experience Leadership Innovation Integrity Results When your campaign is about more than money. www.StromanConsulting.com

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