Your SlideShare is downloading. ×
0
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Lori Jacobwith Art of Asking HFH March2011
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Lori Jacobwith Art of Asking HFH March2011

853

Published on

Slides from Art of Asking mini-workshop at HFH MN Statewide conference, March 12, 2011.

Slides from Art of Asking mini-workshop at HFH MN Statewide conference, March 12, 2011.

Published in: Education
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
853
On Slideshare
0
From Embeds
0
Number of Embeds
4
Actions
Shares
0
Downloads
10
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. The Art of Asking
  • 2. Who is here? 2
  • 3. Lori L. Jacobwith • 20+ years as a communication strategist & fundraising coach • Measurable: Helped organizations raise over $100 million in last 10 years. • Impact: My work creates environments where people find ease in their work with, and their conversations about money. 3
  • 4. Where we are heading today
  • 5. Why isasking formoney so hard?
  • 6. Money moves toward boldness andclarity of communication 6
  • 7. Art of Asking What, if anything, do you LIKE to ask for? What makes it ok?
  • 8. The Secret to Fundraising:Clear, Bold Communication • Telling Your Story - Intro • Asking – Take Action • Maximize Relationships – Stay Relevant • Managing Data
  • 9. 46% of donors stop giving for reasons connected to “a failure to communicate.”~ Penelope Burk & Cygnus Applied Research
  • 10. Communication 1. Listen. 2. Connect with your community where they are. 3. Allow your community to spread your messages.
  • 11. Art of AskingThe question is notabout how to “get themoney.”Rather the question isabout our ownrelationship with money.
  • 12. How does money given bring joy?What is the financial legacy you want to leave at your organization?
  • 13. Three Toxic Myths of Scarcity 1. There’s never enough.
  • 14. Three Toxic Myths of Scarcity 2. More is better.
  • 15. Three Toxic Myths of Scarcity 3. That’s just the way it is.
  • 16. Art of AskingThink for amoment about thevery first time youmade a financialcontribution
  • 17. Money flows like water
  • 18. In 2009, $303.75 billion was contributedto charities in United States.* Breakdown of charitable giving: • 4% from corporations • 13% from foundations • 83% from individuals (includes bequests) *Source : Giving USA, June2010
  • 19. “Feeling good is what nonprofits sell.” ~ Seth Godin, Author & Marketing guru
  • 20. Communication The most overlooked & important component of development.
  • 21. Art of Asking Fundraising is a call to conversation and to relationship. Not just a transactional act.
  • 22. NEED exists whensomething is missing
  • 23. Funding gap? - What’s yours?
  • 24. Art of Asking What do you ask for?
  • 25. Habitat for Humanity What problem do you help solve?
  • 26. IdentifySteward Engage The Art of Asking Recognize Ask
  • 27. IdentifyPeople who are:• Passionate about your work• Inspired and…• Are excited/interested to know more
  • 28. Identify EngageThe Art of Asking
  • 29. Invite Personally• Delivered via the donor’s preferred medium Engage• Timed to the donor’s pace• Focused on the donor’s self interest
  • 30. Invite
  • 31. Invite PracticeFind a partner quickly• Sit with backs to each other• Ask for a meeting with that person.• You know them. They have not yet given to Habitat for Humanity.• After one person gets a yes to set a meeting or attend an event, switch!• Give each other feedback.
  • 32. Debrief
  • 33. Art of Asking • What’s Working? • What’s Missing? • Share a story causing people to feel something & take action • Listen
  • 34. Break
  • 35. The Art of Asking – Part II
  • 36. Brief review 36
  • 37. Art of Asking70% of donors say the value of their first gift isconsiderably less than they could have made at the time you asked.
  • 38. Only ask the people who wantto say yes. 38
  • 39. Signs They Are Ready
  • 40. Preparing for the ASK 7 Crucial Questions1. Do you know they are ready?2. Specifically what will be asked for?3. Does the donor have an abundance of what you will be asking for?4. What concerns might the donor have about saying “yes” to your request?5. Why would the donor say “yes”? Ask6. Who will be asking?7. Where will the ask take place?
  • 41. Art of Asking Expand your pool of askers: • Former board • Non-development staff • Volunteers • Donors • Vendors • Others?
  • 42. Communication that generates ActionSimple framework for generating $ or support:1) What’s your current funding gap?2) What would your organization do with more money or members? Humanize this.3) What is one simple action you want people to take?4) Cause people to feel something.5) Communicate regularly
  • 43. Art of Asking • What’s Working? • What’s Missing? • Share a story causing people to feel something & take action • Listen
  • 44. Ask #1
  • 45. Ask PracticeFind a partner quickly• Ask for something substantial to you (must be money)• Donor should say Yes at some point• After one asks, the “donor” should give feedback• Switch!
  • 46. Debrief
  • 47. Role Play #2
  • 48. Ask PracticeFind a different partner• Ask for a substantial monetary gift• Donor should say No• After one asks, the “donor” should give feedback• Switch!
  • 49. Debrief
  • 50. How can you turn a no into a yes?
  • 51. Final role playTurn no into a yes
  • 52. Debrief
  • 53. IdentifySteward Engage The Art of Asking Recognize Ask
  • 54. Communication that generates ActionSimple framework for generating $ or support:1) What’s your current funding gap?2) What would your organization do with more money or members? Humanize this.3) What is one simple action you want people to take?4) Cause people to feel something.5) Communicate regularly
  • 55. “In all you do, actas if it’s impossible to fail.” ~Jerold Panas, Asking
  • 56. Tell:One thing youlearned orinspired youYour next action 57
  • 57. Connecting with Lori Blog and monthly e-Newsletter Membership – special offer Key Note & Breakout Sessions Customized Fundraising Action Planning Sessions 58
  • 58. Thank you! Lori Jacobwith lori@LoriJacobwith.com www.LoriJacobwith.com 952- 949-2105 http://twitter.com/LJacobwith

×