Ask Without Fear! Advanced Fundraising Basics in 20 minutes! Marc A. Pitman, The Fundraising Coach, www. fundraisingcoach....
Today’s Goals <ul><li>The “Get R.E.A.L.” approach to neutralizing fear and making the ask </li></ul><ul><li>7 Common Fundr...
Fundraising…a privilege
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 ...
www.GiftRangeCalculator.com
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 ...
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...
Ask <ul><li>#1 Reason people don't give?  </li></ul>
Ask <ul><li>Find a connection and put the plug into the outlet! </li></ul><ul><li>Make It Easy </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...
Multiple Tools (cont) <ul><li>Web </li></ul><ul><ul><li>Where's the banana? </li></ul></ul>
 
 
 
Tangibilitize your ask <ul><li>Heifer.org gives all sorts of gift ranges represented by different animals: </li></ul><ul><...
Love/Like/Live <ul><li>Love/Like the person anyway—they're more important than the gift </li></ul><ul><ul><li>This busines...
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 ...
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Ask Without Fear! Fundraising Training in 20 minutes

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Ask Without Fear! is a book and can be an all day seminar. This is my first attempt at condensing it to 20-minutes. Well, at least 20 slides!

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  • Asking for money is one of the most noble opportunities on earth Like putting a plug into a live socket great American tradition--though philanthropy has been around since the beginning people often don&apos;t have the privilege of earning an income doing what matters most to them
  • Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don&apos;t let this be an excuse for not asking! Too many board members see &amp;quot;research&amp;quot; as an effective stall tactic -- sounds reasonable, right?
  • Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don&apos;t let this be an excuse for not asking! Too many board members see &amp;quot;research&amp;quot; as an effective stall tactic -- sounds reasonable, right?
  • Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don&apos;t let this be an excuse for not asking! Too many board members see &amp;quot;research&amp;quot; as an effective stall tactic -- sounds reasonable, right?
  • 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
  • Face-to-face ALWAYS the best This is what brings in the money Phone be natural works when done together (although I hate to admit it!) if that&apos;s not an &amp;quot;excuse&amp;quot; for calling, maybe set up a time by e-mail E-mail can work VERY effectively see my e-course DON&apos;T SPAM!
  • #1 Reason people don&apos;t give? Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
  • Find a connection and put the plug into the outlet! Make It Easy Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
  • Phraseology Make Your Own Gift First! &amp;quot;would you join me in supporting...?&amp;quot; much easier to ask even if employed by the nonprofit--ESPECIALLY if employed by the nonprofit! &amp;quot;I can appreciate that&amp;quot; Props Show what the campaign will build Show pictures of the people being impacted Options: More arrows in your quiver monthly giving options gift menus &amp;quot;Gift in this range?&amp;quot; Can you use the Heifer Project ark concept? (www.heifer.org) w/o getting Cheezity? 2 FLOCKS OF CHICKS can help Papua New Guinea families improve nutrition and replenish their land 2 SHEEP can help United States families produce wool 2 TRIOS OF RABBITS can provide food and income to families in China 2 BEEHIVES can help families in Mexico earn money through sale of honey and beeswax 2 GUINEA PIGS can help Peruvian families add protein to their diets and earn income 2 LLAMAS can improve livestock bloodlines and produce wool for Bolivian families 2 CAMELS can help families in India earn income by transporting agricultural and industrial materials 2 DONKEYS can supply animal draft power for farmers in Zimbabwe 2 GOATS can help two Romanian families provide milk for their children and earn extra income 2 OXEN can pull plows and carts in Cameroon 2 COWS can bring milk and income to a Bangladesh village 2 TRIOS OF DUCKS can help families in Thailand generate income through the sale of eggs and birds 2 WATER BUFFALO can help Filipino families increase rice production through animal draft power 2 FLOCKS OF GEESE can help two families in Ghana better their nutrition and income through the production of eggs and meat 2 PIGS can enable Dominican Republic families attain greater self-reliance Testing shows better responses with 2 or 3 choices--but keep testing for yourself! Maybe: good, better, best
  • Web where&apos;s the banana: Seth Godin&apos;s big red fez check out my sites: fundraisingcoach.com and marcpitman.com -- what&apos;s the banana? Mail Time honored Cop-out? Face-to-face is more effective... get the best copywriting, direct mail expertise Blue signature Courier New font out pulls SBS example stats and %--SEE MY JUNE BLOG POST vs. story of alumna/employee/mom Same author, which works better?
  • Ask Without Fear! Fundraising Training in 20 minutes

    1. Ask Without Fear! Advanced Fundraising Basics in 20 minutes! Marc A. Pitman, The Fundraising Coach, www. fundraisingcoach.com
    2. Today’s Goals <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>
    3. Fundraising…a privilege
    4. 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>
    5. 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>
    6. www.GiftRangeCalculator.com
    7. 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>
    8. 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>
    9. 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 </li></ul></ul><ul><li>Phone </li></ul><ul><ul><li>be natural </li></ul></ul><ul><ul><li>money </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><ul><li>Mail </li></ul><ul><ul><li>“ This made me think of you” notes </li></ul></ul>
    10. Ask <ul><li>#1 Reason people don't give? </li></ul>
    11. Ask <ul><li>Find a connection and put the plug into the outlet! </li></ul><ul><li>Make It Easy </li></ul>
    12. 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>
    13. Multiple Tools (cont) <ul><li>Web </li></ul><ul><ul><li>Where's the banana? </li></ul></ul>
    14.  
    15.  
    16.  
    17. 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>
    18. 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>
    19. 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>
    20. <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]

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