Ask Without Fear! Connecting Donors with What Matters to Them Most Marc A. Pitman, The Fundraising Coach, www. fundraising...
Who am I? <ul><li>Chosen for Seth Godin’s  BullMarket Guide  as a person “will shake things up” </li></ul><ul><li>Creator ...
Today’s Goals <ul><li>Fundraising 101 </li></ul><ul><li>The “Get R.E.A.L.” approach to neutralizing fear and making the as...
3 Types of Fundraising Goals <ul><li>Annual </li></ul><ul><li>Capital </li></ul><ul><li>Endowment </li></ul>
3 Types of Communication <ul><li>Cultivation </li></ul><ul><li>Solicitation </li></ul><ul><li>Stewardship </li></ul>
 
So how should your fundraising time be scheduled?
Individuals: 84% Foundations: 12% Corporations: 4%
 
 
Fundraising…a privilege  <ul><li>Asking for money is one of the most noble opportunities on earth  </li></ul><ul><li>Like ...
Let's Get R.E.A.L.! <ul><li>R esearch </li></ul><ul><li>E ngage </li></ul><ul><li>A sk </li></ul><ul><li>L ove/ L ike/ L i...
Research <ul><li>About your goals: </li></ul><ul><li>Case statement </li></ul><ul><li>Gift table </li></ul><ul><li>Naming ...
Research <ul><li>How does most fundraising get started? “Yikes, we need money. Let’s have a book sale…” </li></ul><ul><li>...
Gift Range Calculator <ul><li>http://www.GiftRangeCalculator.com/ </li></ul>
Research <ul><li>About your prospect </li></ul><ul><li>What are  their  values? </li></ul><ul><ul><li>Convenience </li></u...
Research <ul><li>About your prospect </li></ul><ul><li>Tools </li></ul><ul><ul><li>Google it </li></ul></ul><ul><ul><li>Bl...
Engage <ul><li>Fundraising is like dating </li></ul><ul><li>Get to know them </li></ul><ul><ul><li>What got them involved ...
Engage <ul><li>Get them in! </li></ul><ul><li>Programs  are  important </li></ul>
Multiple Tools <ul><li>Face-to-face </li></ul><ul><ul><li>ALWAYS the best </li></ul></ul><ul><ul><li>This is what brings i...
Multiple Tools (cont) <ul><li>Mail </li></ul><ul><ul><li>“ This made me think of you” notes </li></ul></ul><ul><li>Web </l...
 
 
 
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>...
Different Strokes for Different Folks: <ul><li>D ominant </li></ul><ul><li>I nspiring </li></ul><ul><li>S teady </li></ul>...
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 ap...
 
Tangibilitize your ask <ul><li>Heifer.org gives all sorts of gift ranges represented by different animals: </li></ul><ul><...
Handling Objections <ul><li>What are common ones? </li></ul><ul><li>Don't have the money </li></ul><ul><ul><li>when might ...
Love/Like/Live <ul><li>Love/Like the person anyway—they're more important than the gift </li></ul><ul><ul><li>This busines...
7 Frequent Fundraising Myths <ul><li>The Field of Dreams Fiasco </li></ul><ul><li>The Mickey D’s Mistake </li></ul><ul><li...
7 Frequent Fundraising Faux Pas’ <ul><li>The Spell-Check-Will-Catch-It Faux Pas </li></ul><ul><li>The Lone Ranger Syndrome...
Crafting Your Message <ul><li>PYITS </li></ul><ul><li>Dealing with F.E.A.R. </li></ul><ul><li>The Rule of 3’s </li></ul>
PYITS: An Effective Cure <ul><li>P ut  Y ourself  I n  T heir  S hoes </li></ul><ul><li>&quot;Credit Denied&quot; mailing ...
Dealing with F.E.A.R. <ul><li>F alse  E vidence  A ppearing  R eal </li></ul><ul><li>Asking for money or  helping change a...
Rule of 3’s <ul><li>Who’s Your Jennifer? </li></ul><ul><li>Three Attributes </li></ul><ul><li>Three Channels </li></ul><ul...
You Can Do It! <ul><li>BEE YOURSELF </li></ul><ul><li>Make your gift first! </li></ul><ul><li>Don't feel guilty that you'r...
<ul><li>Tool shop including:  The Creating Donor Evangelists  Program </li></ul><ul><li>Give me your card for a free copy ...
Upcoming SlideShare
Loading in …5
×

Ask Without Fear! for Libraries

1,374
-1

Published on

Learn how to take the fear out of asking for money for your library. In this session you\'ll learn:
* the three types of fundraising communication
* the three sources of money
* how to arrange the time you have for fundraising
* the simple \"Get R.E.A.L.\" process for asking for money
* how to research your goal
* how to research your prospects
* how to communicate with donors in ways that matter the m
* how to ask for money in the most natural way possible
* how to overcome objections
* thoughts on sharing your story in a life-giving way

All this and more to help YOU raise funds for your library.

Published in: Business, Education, Technology
0 Comments
2 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
1,374
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
50
Comments
0
Likes
2
Embeds 0
No embeds

No notes for slide
  • Ask Without Fear! for Libraries

    1. 1. Ask Without Fear! Connecting Donors with What Matters to Them Most Marc A. Pitman, The Fundraising Coach, www. fundraisingcoach.com
    2. 2. Who am I? <ul><li>Chosen for Seth Godin’s BullMarket Guide as a person “will shake things up” </li></ul><ul><li>Creator of the Extreme Fundraising Ezine www.FundraisingCoach.com </li></ul><ul><li>Author of Ask Without Fear! and Creating Donor Evangelists </li></ul>
    3. 3. Today’s Goals <ul><li>Fundraising 101 </li></ul><ul><li>The “Get R.E.A.L.” approach to neutralizing fear and making the ask </li></ul><ul><li>7 Common Fundraising Myths </li></ul><ul><li>3 incredibly effective steps for crafting your message </li></ul>
    4. 4. 3 Types of Fundraising Goals <ul><li>Annual </li></ul><ul><li>Capital </li></ul><ul><li>Endowment </li></ul>
    5. 5. 3 Types of Communication <ul><li>Cultivation </li></ul><ul><li>Solicitation </li></ul><ul><li>Stewardship </li></ul>
    6. 7. So how should your fundraising time be scheduled?
    7. 8. Individuals: 84% Foundations: 12% Corporations: 4%
    8. 11. Fundraising…a privilege <ul><li>Asking for money is one of the most noble opportunities on earth </li></ul><ul><li>Like putting a plug into a live socket </li></ul>
    9. 12. Let's Get R.E.A.L.! <ul><li>R esearch </li></ul><ul><li>E ngage </li></ul><ul><li>A sk </li></ul><ul><li>L ove/ L ike/ L ive </li></ul>
    10. 13. Research <ul><li>About your goals: </li></ul><ul><li>Case statement </li></ul><ul><li>Gift table </li></ul><ul><li>Naming Opps </li></ul>
    11. 14. Research <ul><li>How does most fundraising get started? “Yikes, we need money. Let’s have a book sale…” </li></ul><ul><li>But first things first…how much? </li></ul>
    12. 15. Gift Range Calculator <ul><li>http://www.GiftRangeCalculator.com/ </li></ul>
    13. 16. Research <ul><li>About your prospect </li></ul><ul><li>What are their values? </li></ul><ul><ul><li>Convenience </li></ul></ul><ul><ul><li>Learning for kids </li></ul></ul><ul><ul><li>Community </li></ul></ul><ul><ul><li>Internet Access </li></ul></ul><ul><ul><li>Not creating converts, helping them simply take action </li></ul></ul>
    14. 17. Research <ul><li>About your prospect </li></ul><ul><li>Tools </li></ul><ul><ul><li>Google it </li></ul></ul><ul><ul><li>Blackbaud Analytics, Wealth Point, P!N Network </li></ul></ul><ul><li>Be realistic </li></ul><ul><li>Avoid Paralysis By Analysis </li></ul>
    15. 18. Engage <ul><li>Fundraising is like dating </li></ul><ul><li>Get to know them </li></ul><ul><ul><li>What got them involved in the nonprofit? What impressed them most? </li></ul></ul><ul><ul><li>What fascinates them </li></ul></ul><ul><ul><li>Office/pictures/trophies </li></ul></ul><ul><li>Let them get to know about what makes your organization unique </li></ul>
    16. 19. Engage <ul><li>Get them in! </li></ul><ul><li>Programs are important </li></ul>
    17. 20. Multiple Tools <ul><li>Face-to-face </li></ul><ul><ul><li>ALWAYS the best </li></ul></ul><ul><ul><li>This is what brings in the money </li></ul></ul><ul><li>Phone </li></ul><ul><ul><li>be natural </li></ul></ul><ul><li>E-mail </li></ul><ul><ul><li>can work VERY effectively </li></ul></ul><ul><ul><li>see my e-course </li></ul></ul>
    18. 21. Multiple Tools (cont) <ul><li>Mail </li></ul><ul><ul><li>“ This made me think of you” notes </li></ul></ul><ul><li>Web </li></ul><ul><ul><li>Where's the banana? </li></ul></ul>
    19. 25. 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>
    20. 26. 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>
    21. 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&quot; </li></ul></ul><ul><li>Props </li></ul><ul><ul><li>Renderings </li></ul></ul><ul><ul><li>Gift Charts </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>
    22. 29. 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>
    23. 30. 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>“ 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 ? *grin* </li></ul></ul>
    24. 31. 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>
    25. 32. 7 Frequent Fundraising Myths <ul><li>The Field of Dreams Fiasco </li></ul><ul><li>The Mickey D’s Mistake </li></ul><ul><li>The Cheez-It Mistreatment </li></ul><ul><li>The Mrs. McTat’s Gaff </li></ul>
    26. 33. 7 Frequent Fundraising Faux Pas’ <ul><li>The Spell-Check-Will-Catch-It Faux Pas </li></ul><ul><li>The Lone Ranger Syndrome </li></ul><ul><li>The “My Way or the Highway” Mistreatment </li></ul>
    27. 34. Crafting Your Message <ul><li>PYITS </li></ul><ul><li>Dealing with F.E.A.R. </li></ul><ul><li>The Rule of 3’s </li></ul>
    28. 35. PYITS: An Effective Cure <ul><li>P ut Y ourself I n T heir S hoes </li></ul><ul><li>&quot;Credit Denied&quot; mailing </li></ul><ul><li>Do you like calls to sound scripted or natural? </li></ul><ul><li>No entitlement </li></ul>
    29. 36. Dealing with F.E.A.R. <ul><li>F alse E vidence 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>
    30. 37. Rule of 3’s <ul><li>Who’s Your Jennifer? </li></ul><ul><li>Three Attributes </li></ul><ul><li>Three Channels </li></ul><ul><li>Three Times/Month for Three Months </li></ul>
    31. 38. You Can Do It! <ul><li>BEE YOURSELF </li></ul><ul><li>Make your gift first! </li></ul><ul><li>Don't feel guilty that you're afraid </li></ul><ul><li>Have courage (it's not courage without fear) </li></ul><ul><li>Keep it simple </li></ul><ul><li>Have fun! </li></ul>
    32. 39. <ul><li>Tool shop including: The Creating Donor Evangelists Program </li></ul><ul><li>Give me your card for a free copy of $100,000 Guide to Email Solicitation e-course </li></ul><ul><li>Free blog, articles, book reviews, and more! </li></ul>[email_address]

    ×