Ask Without Fear Expanded: Step 3 Ask & Step 4 Love

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The 3rd part of a 3-part webinar expanding on the concepts in the book "Ask Without Fear!"

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  • Ask Without Fear Expanded: Step 3 Ask & Step 4 Love

    1. 1. Get R.E.A.L.: Ask & Love The third & fourth steps to ask without fear ! Marc A. Pitman, The Fundraising Coach, www. fundraisingcoach.com
    2. 2. This Session’s Goals <ul><li>The most important step </li></ul>
    3. 3. This Session’s Goals <ul><li>The most important step </li></ul><ul><li>Different communication styles </li></ul>
    4. 4. This Session’s Goals <ul><li>The most important step </li></ul><ul><li>Different communication styles </li></ul><ul><li>3 incredibly effective steps for crafting your message </li></ul>
    5. 5. Fundraising is an extreme sport! <ul><li>Like putting a plug into a live socket </li></ul>
    6. 6. Let's Get R.E.A.L.! <ul><li>R esearch </li></ul><ul><li>E ngage </li></ul><ul><li>Ask </li></ul><ul><li>L ove/ L ike/ L ive </li></ul>
    7. 7. Ask <ul><li>#1 Reason people don't give? </li></ul>
    8. 8. Ask <ul><li>#1 Reason people don't give? </li></ul>
    9. 9. Ask <ul><li>#1 Reason people don't give? </li></ul><ul><li>Find a connection and put the plug into the outlet! </li></ul>
    10. 10. Ask <ul><li>#1 Reason people don't give? </li></ul><ul><li>Find a connection and put the plug into the outlet! </li></ul><ul><li>Make It Easy </li></ul>
    11. 11. 7 Frequent Fundraising Faux Pas’ <ul><li>#7: The “My Way or the Highway” Mistreatment </li></ul>
    12. 12. Different Strokes for Different Folks: <ul><li>Avoiding the “My Way or the Highway” Mistake </li></ul>
    13. 13. Different Strokes for Different Folks: <ul><li>Avoiding the “My Way or the Highway” Mistake </li></ul><ul><ul><li>D ominant </li></ul></ul><ul><ul><li>I nspiring </li></ul></ul><ul><ul><li>S teady </li></ul></ul><ul><ul><li>C alculating </li></ul></ul>
    14. 14. Different Strokes for Different Folks: <ul><li>Avoiding the “My Way or the Highway” Mistake </li></ul><ul><ul><li>D ominant </li></ul></ul><ul><ul><li>I nspiring </li></ul></ul><ul><ul><li>S teady </li></ul></ul><ul><ul><li>C alculating </li></ul></ul>Remember: speak to the head & the heart
    15. 15. Different Strokes for Different Folks: <ul><li>Avoiding the “My Way or the Highway” Mistake </li></ul><ul><ul><li>D ominant </li></ul></ul><ul><ul><li>I nspiring </li></ul></ul><ul><ul><li>S teady </li></ul></ul><ul><ul><li>C alculating </li></ul></ul>Therefore, speak to the head and the heart
    16. 16. Different Strokes for Different Folks: <ul><li>Outgoing </li></ul>
    17. 17. Different Strokes for Different Folks: <ul><li>Reserved </li></ul>
    18. 18. Different Strokes for Different Folks: <ul><li>Task- </li></ul><ul><ul><li>focused </li></ul></ul>
    19. 19. Different Strokes for Different Folks: <ul><li>People-focused </li></ul>
    20. 20. Different Strokes for Different Folks: <ul><li>D ominant </li></ul>
    21. 21. Different Strokes for Different Folks: <ul><li>I nspiring </li></ul>
    22. 22. Different Strokes for Different Folks: <ul><li>S teady </li></ul>
    23. 23. Different Strokes for Different Folks: <ul><li>C alculating </li></ul>
    24. 24. Different Strokes for Different Folks: <ul><li>D ominant </li></ul><ul><li>I nspiring </li></ul><ul><li>S teady </li></ul><ul><li>C alculating </li></ul><ul><li>Therefore, speak to the head & the heart </li></ul>
    25. 25. Make It Easy <ul><li>Phraseology </li></ul><ul><ul><li>Make Your Own Gift First! </li></ul></ul>
    26. 26. Make It Easy <ul><li>Phraseology </li></ul><ul><ul><li>Make Your Own Gift First! </li></ul></ul><ul><ul><li>&quot;I can appreciate that&quot; </li></ul></ul>
    27. 27. Make It Easy <ul><li>Phraseology </li></ul><ul><ul><li>Make Your Own Gift First! </li></ul></ul><ul><ul><li>&quot;I can appreciate that“ </li></ul></ul><ul><li>Ask for a specific $ amount </li></ul>
    28. 28. Make It Easy <ul><li>Props </li></ul><ul><ul><li>Renderings </li></ul></ul><ul><ul><li>Gift Charts </li></ul></ul>
    29. 30. Gift Range Calculator <ul><li>http://blackbaud.com/resources/giftrange/giftcalc.aspx </li></ul>
    30. 31. Gift Pyramid
    31. 32. Make It Easy <ul><li>Be honest when making the appointment </li></ul><ul><ul><li>I’d like to get together to talk about your involvement in the project </li></ul></ul><ul><ul><li>… your participation in the campaign… </li></ul></ul>
    32. 33. <ul><li>© The Suddes Group | Check out: www.ForImpact.org </li></ul>
    33. 34. Make It Easy <ul><li>Be honest when making the appointment </li></ul><ul><ul><li>I’d like to get together to talk about your involvement in the project </li></ul></ul><ul><ul><li>… your participation in the campaign… </li></ul></ul><ul><li>Options: Arrows in your quiver </li></ul><ul><ul><li>monthly giving options </li></ul></ul><ul><ul><li>Maybe: good, better, best </li></ul></ul>
    34. 35. Tangibilitize your ask <ul><li>Heifer.org gives all sorts of gift ranges represented by different animals: </li></ul><ul><li>a $500 gift is symbolized as a gift of a heifer, </li></ul><ul><li>$120 a gift of a pig, </li></ul><ul><li>$60 a trio of rabbits, </li></ul><ul><li>$20 a gift of chickens. </li></ul><ul><li>A $5000 gift is “a gift of an ark”! </li></ul><ul><li>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. </li></ul>
    35. 36. Tangibilitize your ask <ul><li>What can you quantify? </li></ul><ul><li>Cost to run a day? </li></ul><ul><ul><li>“ Day sponsors” </li></ul></ul><ul><ul><li>Show sponsors </li></ul></ul>
    36. 37. Tangibilitize your ask <ul><li>What can you quantify? </li></ul><ul><li>Cost to run a day? </li></ul><ul><ul><li>“ Day sponsors” </li></ul></ul><ul><ul><li>Show sponsors </li></ul></ul><ul><li>How much food? </li></ul><ul><li>How many kids? </li></ul>
    37. 38. Tangibilitize your ask <ul><li>Heifer.org gives all sorts of gift ranges represented by different animals: </li></ul><ul><li>a $500 gift is symbolized as a gift of a heifer, </li></ul><ul><li>$120 a gift of a pig, </li></ul><ul><li>$60 a trio of rabbits, </li></ul><ul><li>$20 a gift of chickens. </li></ul><ul><li>A $5000 gift is “a gift of an ark”! </li></ul><ul><li>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. </li></ul>
    38. 39. Handling Objections <ul><li>What are common ones? </li></ul>
    39. 40. Handling Objections <ul><li>What are common ones? </li></ul><ul><li>Don't have the money </li></ul>
    40. 41. Handling Objections <ul><li>What are common ones? </li></ul><ul><li>Don't have the money </li></ul><ul><ul><li>when might you? </li></ul></ul><ul><ul><li>when may I come back? </li></ul></ul>
    41. 42. Handling Objections <ul><li>What are common ones? </li></ul><ul><li>Don't have the money </li></ul><ul><ul><li>when might you? </li></ul></ul><ul><ul><li>when may I come back? </li></ul></ul><ul><li>Giving elsewhere </li></ul>
    42. 43. Handling Objections <ul><li>What are common ones? </li></ul><ul><li>Don't have the money </li></ul><ul><ul><li>when might you? </li></ul></ul><ul><ul><li>when may I come back? </li></ul></ul><ul><li>Giving elsewhere </li></ul><ul><ul><li>best objection </li></ul></ul>
    43. 44. Handling Objections <ul><li>What are common ones? </li></ul><ul><li>Don't have the money </li></ul><ul><ul><li>when might you? </li></ul></ul><ul><ul><li>when may I come back? </li></ul></ul><ul><li>Giving elsewhere </li></ul><ul><ul><li>best objection </li></ul></ul><ul><ul><li>&quot;how could we get in your top 10 giving priorities?“ </li></ul></ul>
    44. 45. Handling Objections <ul><li>What are common ones? </li></ul><ul><li>Don't have the money </li></ul><ul><ul><li>when might you? </li></ul></ul><ul><ul><li>when may I come back? </li></ul></ul><ul><li>Giving elsewhere </li></ul><ul><ul><li>best objection </li></ul></ul><ul><ul><li>&quot;how could we get in your top 10 giving priorities?“ </li></ul></ul><ul><li>Not interested </li></ul><ul><ul><li>Are they comatose ? </li></ul></ul>
    45. 46. Let's Get R.E.A.L.! <ul><li>R esearch </li></ul><ul><li>E ngage </li></ul><ul><li>Ask </li></ul><ul><li>L ove/ L ike/ L ive </li></ul>
    46. 47. Love/Like/Live <ul><li>Love/Like the person anyway—they're more important than the gift </li></ul>
    47. 48. Love/Like/Live <ul><li>Love/Like the person anyway—they're more important than the gift </li></ul><ul><ul><li>This business is ALL about relationships </li></ul></ul>
    48. 49. Love/Like/Live <ul><li>Love/Like the person anyway—they're more important than the gift </li></ul><ul><ul><li>This business is ALL about relationships </li></ul></ul><ul><li>Live with their response! </li></ul><ul><ul><li>You don't always have to like the response but keep on loving the person </li></ul></ul>
    49. 50. Dealing with F.E.A.R.
    50. 51. Dealing with F.E.A.R. <ul><li>F alse </li></ul><ul><li>E vidence </li></ul><ul><li>A ppearing </li></ul><ul><li>R eal </li></ul>
    51. 52. Dealing with F.E.A.R. <ul><li>F alse E vidence </li></ul><ul><li>A ppearing R eal </li></ul><ul><li>Asking for money or helping change a kid’s life ? </li></ul>
    52. 53. Dealing with F.E.A.R. <ul><li>F alse E vidence </li></ul><ul><li>A ppearing R eal </li></ul><ul><li>Asking for money or helping change a kid’s life ? </li></ul><ul><li>Rejecting YOU or the cause? </li></ul>
    53. 54. Dealing with F.E.A.R. <ul><li>F alse E vidence </li></ul><ul><li>A ppearing R eal </li></ul><ul><li>Asking for money or helping change a kid’s life ? </li></ul><ul><li>Rejecting YOU or the cause? </li></ul><ul><li>This isn't life or death! </li></ul>
    54. 55. <ul><li>Fundraisingcoach.com </li></ul><ul><li>Fundraising Coach Store including: Creating Donor Evangelists Program </li></ul><ul><li>Subscribe to my ezine and get the “$100,000 Guide to Email Solicitation” e-course free </li></ul><ul><li>Free blog, articles, book reviews, and more! </li></ul>[email_address]

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