Get R.E.A.L.: Ask & Love The third & fourth steps to ask without fear ! Marc A. Pitman, The Fundraising Coach, www. fundraisingcoach.com

This Session’s Goals The most important step

The most important step

This Session’s Goals The most important step Different communication styles

The most important step

Different communication styles

This Session’s Goals The most important step Different communication styles 3 incredibly effective steps for crafting your message

The most important step

Different communication styles

3 incredibly effective steps for crafting your message

Fundraising is an extreme sport! Like putting a plug into a live socket

Like putting a plug into a live socket

Let's Get R.E.A.L.! R esearch E ngage Ask L ove/ L ike/ L ive

R esearch

E ngage

Ask

L ove/ L ike/ L ive

Ask #1 Reason people don't give?

#1 Reason people don't give?

Ask #1 Reason people don't give?

#1 Reason people don't give?

Ask #1 Reason people don't give? Find a connection and put the plug into the outlet!

#1 Reason people don't give?

Find a connection and put the plug into the outlet!

Ask #1 Reason people don't give? Find a connection and put the plug into the outlet! Make It Easy

#1 Reason people don't give?

Find a connection and put the plug into the outlet!

Make It Easy

7 Frequent Fundraising Faux Pas’ #7: The “My Way or the Highway” Mistreatment

#7: The “My Way or the Highway” Mistreatment

Different Strokes for Different Folks: Avoiding the “My Way or the Highway” Mistake

Avoiding the “My Way or the Highway” Mistake

Different Strokes for Different Folks: Avoiding the “My Way or the Highway” Mistake D ominant I nspiring S teady C alculating

Avoiding the “My Way or the Highway” Mistake

D ominant

I nspiring

S teady

C alculating

Different Strokes for Different Folks: Avoiding the “My Way or the Highway” Mistake D ominant I nspiring S teady C alculating Remember: speak to the head & the heart

Avoiding the “My Way or the Highway” Mistake

D ominant

I nspiring

S teady

C alculating

Different Strokes for Different Folks: Avoiding the “My Way or the Highway” Mistake D ominant I nspiring S teady C alculating Therefore, speak to the head and the heart

Avoiding the “My Way or the Highway” Mistake

D ominant

I nspiring

S teady

C alculating

Different Strokes for Different Folks: Outgoing

Outgoing

Different Strokes for Different Folks: Reserved

Reserved

Different Strokes for Different Folks: Task- focused

Task-

focused

Different Strokes for Different Folks: People-focused

People-focused

Different Strokes for Different Folks: D ominant

D ominant

Different Strokes for Different Folks: I nspiring

I nspiring

Different Strokes for Different Folks: S teady

S teady

Different Strokes for Different Folks: C alculating

C alculating

Different Strokes for Different Folks: D ominant I nspiring S teady C alculating Therefore, speak to the head & the heart

D ominant

I nspiring

S teady

C alculating

Therefore, speak to the head & the heart

Make It Easy Phraseology Make Your Own Gift First!

Phraseology

Make Your Own Gift First!

Make It Easy Phraseology Make Your Own Gift First! "I can appreciate that"

Phraseology

Make Your Own Gift First!

"I can appreciate that"

Make It Easy Phraseology Make Your Own Gift First! "I can appreciate that“ Ask for a specific $ amount

Phraseology

Make Your Own Gift First!

"I can appreciate that“

Ask for a specific $ amount

Make It Easy Props Renderings Gift Charts

Props

Renderings

Gift Charts

Gift Range Calculator http://blackbaud.com/resources/giftrange/giftcalc.aspx

http://blackbaud.com/resources/giftrange/giftcalc.aspx

Gift Pyramid

Make It Easy Be honest when making the appointment I’d like to get together to talk about your involvement in the project … your participation in the campaign…

Be honest when making the appointment

I’d like to get together to talk about your involvement in the project

… your participation in the campaign…

© The Suddes Group | Check out: www.ForImpact.org

© The Suddes Group | Check out: www.ForImpact.org

Make It Easy Be honest when making the appointment I’d like to get together to talk about your involvement in the project … your participation in the campaign… Options: Arrows in your quiver monthly giving options Maybe: good, better, best

Be honest when making the appointment

I’d like to get together to talk about your involvement in the project

… your participation in the campaign…

Options: Arrows in your quiver

monthly giving options

Maybe: good, better, best

Tangibilitize your ask Heifer.org gives all sorts of gift ranges represented by different animals: a $500 gift is symbolized as a gift of a heifer, $120 a gift of a pig, $60 a trio of rabbits, $20 a gift of chickens. A $5000 gift is “a gift of an ark”! The prices in this catalog represent the complete livestock gift of a quality animal, technical assistance and training. Each purchase is symbolic and represents a contribution to the entire mission of Heifer International. Donations will be used where needed most to help struggling people.

Heifer.org gives all sorts of gift ranges represented by different animals:

a $500 gift is symbolized as a gift of a heifer,

$120 a gift of a pig,

$60 a trio of rabbits,

$20 a gift of chickens.

A $5000 gift is “a gift of an ark”!

The prices in this catalog represent the complete livestock gift of a quality animal, technical assistance and training. Each purchase is symbolic and represents a contribution to the entire mission of Heifer International. Donations will be used where needed most to help struggling people.

Tangibilitize your ask What can you quantify? Cost to run a day? “ Day sponsors” Show sponsors

What can you quantify?

Cost to run a day?

“ Day sponsors”

Show sponsors

Tangibilitize your ask What can you quantify? Cost to run a day? “ Day sponsors” Show sponsors How much food? How many kids?

What can you quantify?

Cost to run a day?

“ Day sponsors”

Show sponsors

How much food?

How many kids?

Tangibilitize your ask Heifer.org gives all sorts of gift ranges represented by different animals: a $500 gift is symbolized as a gift of a heifer, $120 a gift of a pig, $60 a trio of rabbits, $20 a gift of chickens. A $5000 gift is “a gift of an ark”! The prices in this catalog represent the complete livestock gift of a quality animal, technical assistance and training. Each purchase is symbolic and represents a contribution to the entire mission of Heifer International. Donations will be used where needed most to help struggling people.

Heifer.org gives all sorts of gift ranges represented by different animals:

a $500 gift is symbolized as a gift of a heifer,

$120 a gift of a pig,

$60 a trio of rabbits,

$20 a gift of chickens.

A $5000 gift is “a gift of an ark”!

The prices in this catalog represent the complete livestock gift of a quality animal, technical assistance and training. Each purchase is symbolic and represents a contribution to the entire mission of Heifer International. Donations will be used where needed most to help struggling people.

Handling Objections What are common ones?

What are common ones?

Handling Objections What are common ones? Don't have the money

What are common ones?

Don't have the money

Handling Objections What are common ones? Don't have the money when might you? when may I come back?

What are common ones?

Don't have the money

when might you?

when may I come back?

Handling Objections What are common ones? Don't have the money when might you? when may I come back? Giving elsewhere

What are common ones?

Don't have the money

when might you?

when may I come back?

Giving elsewhere

Handling Objections What are common ones? Don't have the money when might you? when may I come back? Giving elsewhere best objection

What are common ones?

Don't have the money

when might you?

when may I come back?

Giving elsewhere

best objection

Handling Objections What are common ones? Don't have the money when might you? when may I come back? Giving elsewhere best objection "how could we get in your top 10 giving priorities?“

What are common ones?

Don't have the money

when might you?

when may I come back?

Giving elsewhere

best objection

"how could we get in your top 10 giving priorities?“

Handling Objections What are common ones? Don't have the money when might you? when may I come back? Giving elsewhere best objection "how could we get in your top 10 giving priorities?“ Not interested Are they comatose ?

What are common ones?

Don't have the money

when might you?

when may I come back?

Giving elsewhere

best objection

"how could we get in your top 10 giving priorities?“

Not interested

Are they comatose ?

Let's Get R.E.A.L.! R esearch E ngage Ask L ove/ L ike/ L ive

R esearch

E ngage

Ask

L ove/ L ike/ L ive

Love/Like/Live Love/Like the person anyway—they're more important than the gift

Love/Like the person anyway—they're more important than the gift

Love/Like/Live Love/Like the person anyway—they're more important than the gift This business is ALL about relationships

Love/Like the person anyway—they're more important than the gift

This business is ALL about relationships

Love/Like/Live Love/Like the person anyway—they're more important than the gift This business is ALL about relationships Live with their response! You don't always have to like the response but keep on loving the person

Love/Like the person anyway—they're more important than the gift

This business is ALL about relationships

Live with their response!

You don't always have to like the response but keep on loving the person

Dealing with F.E.A.R.

Dealing with F.E.A.R. F alse E vidence A ppearing R eal

F alse

E vidence

A ppearing

R eal

Dealing with F.E.A.R. F alse E vidence A ppearing R eal Asking for money or helping change a kid’s life ?

F alse E vidence

A ppearing R eal

Asking for money or helping change a kid’s life ?

Dealing with F.E.A.R. F alse E vidence A ppearing R eal Asking for money or helping change a kid’s life ? Rejecting YOU or the cause?

F alse E vidence

A ppearing R eal

Asking for money or helping change a kid’s life ?

Rejecting YOU or the cause?

Dealing with F.E.A.R. F alse E vidence A ppearing R eal Asking for money or helping change a kid’s life ? Rejecting YOU or the cause? This isn't life or death!

F alse E vidence

A ppearing R eal

Asking for money or helping change a kid’s life ?

Rejecting YOU or the cause?

This isn't life or death!

Fundraisingcoach.com Fundraising Coach Store including: Creating Donor Evangelists Program Subscribe to my ezine and get the “$100,000 Guide to Email Solicitation” e-course free Free blog, articles, book reviews, and more! [email_address]

Fundraisingcoach.com

Fundraising Coach Store including: Creating Donor Evangelists Program

Subscribe to my ezine and get the “$100,000 Guide to Email Solicitation” e-course free

Free blog, articles, book reviews, and more!