Ask Without Fear! Fundraising Training in 20 minutes

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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'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't let this be an excuse for not asking! Too many board members see "research" 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's not an "excuse" for calling, maybe set up a time by e-mail E-mail can work VERY effectively see my e-course DON'T SPAM!

#1 Reason people don'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! "would you join me in supporting...?" much easier to ask even if employed by the nonprofit--ESPECIALLY if employed by the nonprofit! "I can appreciate that" 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 "Gift in this range?" 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's the banana: Seth Godin's big red fez check out my sites: fundraisingcoach.com and marcpitman.com -- what'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?

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Ask Without Fear! Fundraising Training in 20 minutes - Presentation Transcript

Ask Without Fear! Advanced Fundraising Basics in 20 minutes! Marc A. Pitman, The Fundraising Coach, www. fundraisingcoach.com
Today’s Goals
- 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…a privilege
Let's Get R.E.A.L.!
- R esearch
- E ngage
- A sk
- L ove/ L ike/ L ive
Research
- About your goals:
- Case statement
- Gift table
- Naming Opps
www.GiftRangeCalculator.com
Research
- About your prospect
- Tools
- Be realistic
- Avoid Paralysis By Analysis
Engage
- Fundraising is like dating
- Get to know them
- Let them get to know about what makes your organization unique
Multiple Tools
- Face-to-face
- Phone
- E-mail
- Mail
Ask
- #1 Reason people don't give?
Ask
- Find a connection and put the plug into the outlet!
- Make It Easy
Make It Easy
- Phraseology
- Props
- Options: Arrows in your quiver
Multiple Tools (cont)
- Web
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.
Love/Like/Live
- Love/Like the person anyway—they're more important than the gift
- Live with their response!
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!
- 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]