Ask Without Fear! to recruit volunteers, board members and fully fund your nonprofit cause

by Marc Pitman on Aug 20, 2011

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This version of Ask Without Fear! presented at the Tennessee Valley Institute for Nonprofit Excellence focuses on using the "Get REAL" method to not only fundraise for your charity but also recruit vol...

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Ask Without Fear! to recruit volunteers, board members and fully fund your nonprofit cause — Presentation Transcript

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

Nonprofit work…a privilege

2. Cheez-It Treatment

7 Frequent Fundraising Myths

The Mickey D’s Mistake

The Cheez-It Treatment

Let's Get R.E.A.L.!

R esearch

Let's Get R.E.A.L.!

R esearch

E ngage

Let's Get R.E.A.L.!

R esearch

E ngage

A sk

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

Engagement Opps

Fundraising Goals

Case Statementsearch

Engagement Opportunities

Volunteering

Event/Episodic

Standing committees

Board membership

Donations

Project one-time donations

Ongoing annual donations

What else?

www.GiftRangeCalculator.com

Research

About your prospect

Tools

Google them

Personality

Stage of life

Changing Volunteer Goals

Boomers want different things from volunteering. So ASK THEM!

Research

About your prospect

Tools

Google them

Personality

Stage of life

Be realistic

Research

About your prospect

Tools

Google them

Personality

Stage of life

Be realistic

Avoid Paralysis By Analysis

Another Fundraising Mistake

The Mickey D’s Mistake

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

Multiple Tools

Face-to-face

ALWAYS the best

This is what brings in the money

Multiple Tools

Phone

be natural

Multiple Tools

E-mail

can work VERY effectively

see my e-course

Multiple Tools

E-mail

can work VERY effectively

see my e-course

Multiple Tools (cont)

Mail

“ This made me think of you” notes

Multiple Tools (cont)

Where's the banana?

Ask

#1 Reason people don't give?

Ask

Find a connection and put the plug into the outlet!

Make It Easy

Setting up the appointment

SHUT UP

Make It Easy

Phraseology

Make Your Own Gift First!

Make It Easy

Phraseology

Make Your Own Gift First!

"I can appreciate that"

Make It Easy

Phraseology

Make Your Own Gift First!

"I can appreciate that"

Props

Renderings

Gift Charts

Get someone to help

Options: Arrows in your quiver

Multiple options

Maybe: good, better, best

Handling Objections

What are common ones?

Handling Objections

What are common ones?

Don't have the time

when might you?

when may I come back?

Handling Objections

What are common ones?

Don't have the time

when might you?

when may I come back?

Giving elsewhere

best objection

"how could we get in your top 10 giving priorities?“

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*

Love/Like/Live

Love/Like the person anyway—they're more important than the gift

Our work is ALL about relationships

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

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!

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!

501 Mission Place – Chris Brogan

Tell the story briefly, end 1 st paragraph with brief summary of the request

Explain what is getting done

Ask for what needs to be done (with link)

#smNPchat

Ask them to pass it on

Tool shop including: The Creating Donor Evangelists Program

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Ask Without Fear! to recruit volunteers, board members and fully fund your nonprofit cause

by Marc Pitman on Aug 20, 2011

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Ask Without Fear! to recruit volunteers, board members and fully fund your nonprofit cause — Presentation Transcript