Ask Without Fear! Connecting Donors with What Matters to Them Most Marc A. Pitman, The Fundraising Coach, www. fundraisingcoach.com

Who am I? Chosen for Seth Godin’s BullMarket Guide as a person “will shake things up” Creator of the Extreme Fundraising Ezine www.FundraisingCoach.com Author of Ask Without Fear! and Creating Donor Evangelists

Chosen for Seth Godin’s BullMarket Guide as a person “will shake things up”

Creator of the Extreme Fundraising Ezine www.FundraisingCoach.com

Author of Ask Without Fear! and Creating Donor Evangelists

Today’s Goals Fundraising 101 The “Get R.E.A.L.” approach to neutralizing fear and making the ask 7 Common Fundraising Myths 3 incredibly effective steps for crafting your message

Fundraising 101

The “Get R.E.A.L.” approach to neutralizing fear and making the ask

7 Common Fundraising Myths

3 incredibly effective steps for crafting your message

3 Types of Fundraising Goals Annual Capital Endowment

Annual

Capital

Endowment

3 Types of Communication Cultivation Solicitation Stewardship

Cultivation

Solicitation

Stewardship

So how should your fundraising time be scheduled?

Individuals: 84% Foundations: 12% Corporations: 4%

Fundraising…a privilege Asking for money is one of the most noble opportunities on earth Like putting a plug into a live socket

Asking for money is one of the most noble opportunities on earth

Like putting a plug into a live socket

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

R esearch

E ngage

A sk

L ove/ L ike/ L ive

Research About your goals: Case statement Gift table Naming Opps

About your goals:

Case statement

Gift table

Naming Opps

Research How does most fundraising get started? “Yikes, we need money. Let’s have a book sale…” But first things first…how much?

How does most fundraising get started? “Yikes, we need money. Let’s have a book sale…”

But first things first…how much?

Gift Range Calculator http://www.GiftRangeCalculator.com/

http://www.GiftRangeCalculator.com/

Research About your prospect What are their values? Convenience Learning for kids Community Internet Access Not creating converts, helping them simply take action

About your prospect

What are their values?

Convenience

Learning for kids

Community

Internet Access

Not creating converts, helping them simply take action

Research About your prospect Tools Google it Blackbaud Analytics, Wealth Point, P!N Network Be realistic Avoid Paralysis By Analysis

About your prospect

Tools

Google it

Blackbaud Analytics, Wealth Point, P!N Network

Be realistic

Avoid Paralysis By Analysis

Engage Fundraising is like dating Get to know them What got them involved in the nonprofit? What impressed them most? What fascinates them Office/pictures/trophies Let them get to know about what makes your organization unique

Fundraising is like dating

Get to know them

What got them involved in the nonprofit? What impressed them most?

What fascinates them

Office/pictures/trophies

Let them get to know about what makes your organization unique

Engage Get them in! Programs are important

Get them in!

Programs are important

Multiple Tools Face-to-face ALWAYS the best This is what brings in the money Phone be natural E-mail can work VERY effectively see my e-course

Face-to-face

ALWAYS the best

This is what brings in the money

Phone

be natural

E-mail

can work VERY effectively

see my e-course

Multiple Tools (cont) Mail “ This made me think of you” notes Web Where's the banana?

Mail

“ This made me think of you” notes

Web

Where's the banana?

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

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! "I can appreciate that" Props Renderings Gift Charts Options: Arrows in your quiver monthly giving options Maybe: good, better, best

Phraseology

Make Your Own Gift First!

"I can appreciate that"

Props

Renderings

Gift Charts

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.

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 ? *grin*

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 ? *grin*

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

7 Frequent Fundraising Myths The Field of Dreams Fiasco The Mickey D’s Mistake The Cheez-It Mistreatment The Mrs. McTat’s Gaff

The Field of Dreams Fiasco

The Mickey D’s Mistake

The Cheez-It Mistreatment

The Mrs. McTat’s Gaff

7 Frequent Fundraising Faux Pas’ The Spell-Check-Will-Catch-It Faux Pas The Lone Ranger Syndrome The “My Way or the Highway” Mistreatment

The Spell-Check-Will-Catch-It Faux Pas

The Lone Ranger Syndrome

The “My Way or the Highway” Mistreatment

Crafting Your Message PYITS Dealing with F.E.A.R. The Rule of 3’s

PYITS

Dealing with F.E.A.R.

The Rule of 3’s

PYITS: An Effective Cure P ut Y ourself I n T heir S hoes "Credit Denied" mailing Do you like calls to sound scripted or natural? No entitlement

P ut Y ourself I n T heir S hoes

"Credit Denied" mailing

Do you like calls to sound scripted or natural?

No entitlement

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!

Rule of 3’s Who’s Your Jennifer? Three Attributes Three Channels Three Times/Month for Three Months

Who’s Your Jennifer?

Three Attributes

Three Channels

Three Times/Month for Three Months

You Can Do It! BEE YOURSELF Make your gift first! Don't feel guilty that you're afraid Have courage (it's not courage without fear) Keep it simple Have fun!

BEE YOURSELF

Make your gift first!

Don't feel guilty that you're afraid

Have courage (it's not courage without fear)

Keep it simple

Have fun!

Tool shop including: The Creating Donor Evangelists Program Give me your card for a free copy of $100,000 Guide to Email Solicitation e-course Free blog, articles, book reviews, and more! [email_address]

Tool shop including: The Creating Donor Evangelists Program

Give me your card for a free copy of $100,000 Guide to Email Solicitation e-course

Free blog, articles, book reviews, and more!