Better Donor Conversations (That Raise More Money)
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Better Donor Conversations (That Raise More Money)

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Better donor conversations

Better donor conversations

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  • We WILL talk and learn about: <br /> Working one-on-one with donors <br /> Personal interactions with donors <br /> Building relationships <br /> Asking for investment and commitment <br /> Listening <br /> Basics (think practical information) <br /> <br /> We WON’T be talking and learning about: <br /> Annual giving <br /> Email <br /> Phone calls <br /> Philanthropic trends <br /> Planned giving <br /> Mail <br /> An overview of all things major gifts <br /> Corporate Giving <br /> <br />
  • CULTIVATION <br /> Understanding, Learning, Asking, Listening, Discovering <br /> The conversations you have before you make the ask <br /> <br /> SOLICITATION <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> <br /> The conversation where you ask for investment <br /> <br />
  • I give you permission to admit you aren’t good at this <br /> I am not good at this <br /> It is, in my opinion, one of the most underdeveloped skills in the fundraising community
  • I give you permission to admit you aren’t good at this <br /> I am not good at this <br /> It is, in my opinion, one of the most underdeveloped skills in the fundraising community
  • I give you permission to admit you aren’t good at this <br /> I am not good at this <br /> It is, in my opinion, one of the most underdeveloped skills in the fundraising community
  • I give you permission to admit you aren’t good at this <br /> I am not good at this <br /> It is, in my opinion, one of the most underdeveloped skills in the fundraising community
  • I give you permission to admit you aren’t good at this <br /> I am not good at this <br /> It is, in my opinion, one of the most underdeveloped skills in the fundraising community
  • Cultivation <br /> Understanding, Learning, Asking, Listening, Conversing <br /> What do you care about? <br /> What is your dream for a better tomorrow? <br /> What change do you want to make (can I help you?) <br /> How much would you give to make your dreams a reality? <br /> <br />
  • Start from a place of wanting to know your donor BEFORE you try to help them understand your charity
  • You need to know a lot about your donor before you ask: you need to uncover their philanthropic passions and match them to a project that they are interested in. <br /> You CAN’T do that if you are doing all of the talking
  • Start from a place of wanting to know your donor BEFORE you try to help them understand your charity
  • Start from a place of wanting to know your donor BEFORE you try to help them understand your charity
  • Think of someone you love, and a time you were extremely happy <br /> Look at the person next to you <br /> Make eye contact <br /> And smile.
  • Start from a place of wanting to know your donor BEFORE you try to help them understand your charity
  • Pick a medium of writing – Either pen/paper or a word processor. My pick is the word processor cause I type faster than I write. Plus, you get to save paper too! <br /> Type whatever comes to mind. When I say whatever, I mean whatever! For example, if you are looking at the paper and thinking “wow, this looks so white”, then write that. If you don’t know what to write, then just write “I don’t know what to write”. Basically just get whatever is on your mind down. There’s no need to overthink this. It’s just to get down what you are thinking. <br /> Just keep doing this for the next 15 minutes, or however long it takes for your mind to feel clearer. Sometimes just 10 minutes is sufficient for me, while I can take over an hour during the times I’m really bogged down. <br /> http://personalexcellence.co/blog/increase-your-mental-clarity-in-just-15-minutes/
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Who are you? <br />
  • Who are you? <br />
  • What’s been the most motivating part of this relationship? <br />
  • Who are you? <br />
  • Who are you? <br />
  • Who are you? <br />
  • Who are you? <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Life isn’t the West Wing, sometimes in conversations – there is silence. That is OK, especially when the donor is thinking <br /> <br /> Don’t let it Do not interrupt with what you feel or think about the "telling". Instead, wait for the other person to ask your opinion before breaking the flow of their discourse. Active listening requires the listener to shelve his or her own opinions temporarily and patiently await appropriate breaks in conversation. When the conversation breaks, provide a summary or an empathetic concurrence. Abstain from giving direct advice. Instead, let the individual talk the situation out and find his or her own way. This empowers both the individual and you. It is the course most likely to result in beneficial change and self-understanding for the "teller" and for you. <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cultivation <br /> Understanding, Solicitation <br /> Inviting, Asking, Inspiring, Involving, Engaging <br /> Asking is a part of the relationship <br /> An invitation to make a difference <br /> <br />
  • Cancer – how many of you do more than one thing? Have more than one program?
  • Sheena Iyengar, a professor at Columbia University, set up a free tasting booth in Draeger’s supermarket—an up scale grocery store, known for an extensive product selection—on two consecutive Saturdays. <br /> One Saturday, 24 flavors of jam were available, and on the other, 6 were available.  <br /> Now take a guess. Which display sold more jam? <br /> Given the “more is better” mindset, you’d think the larger display sold more. But that’s not what happened. <br /> When 24 jams were available, 60% of the customers stopped for a taste test and 3% of those bought some. When 6 jams were available, 40% of the customers stopped for a taste test, but 30% bought some. <br /> Huge results. While the larger display attracted more people, the smaller display sold more jam. About 6 times more. A 600% increase in sales. <br />
  • Who are you? <br />

Better Donor Conversations (That Raise More Money) Better Donor Conversations (That Raise More Money) Presentation Transcript

  • Better Donor Conversations (That Raise Money) Rory Green @RoryJMGreen RoryJMGreen.com
  • What to expect…NO x Direct Mail x E-mails x Telemarketing x Major Gifts 101 x Corporate Giving x Grant Writing x Stewardship x Prospect Research x Ask Workshop YES  People  Relationships  Major Gifts Skills  Basics  Cultivation  One on one conversations
  • Where Were You Born Activity* *a great no-hard-feelings chance to slip out the back if this session isn’t up your alley
  • Let’s talk about conversations…
  • CULTIVATION: The conversations you have before you make the ask & SOLICITATION: The conversation where you ask for investment
  • Why do I fundraise?
  • “No one has ever become poor by giving.” ― Anne Frank
  • I BELIEVE… in the good of humanity
  • I BELIEVE… we have the desire and ability to help each other
  • I BELIEVE… that helping others feels good
  • I BELIEVE… That our time on this earth is short, and chances to help each other are precious
  • I BELIEVE… People want an opportunity to make a difference is the causes they care about
  • I BELIEVE… A fundraiser is not a beggar – they are a match maker. We connect people with the opportunity to make the world a better place
  • I KNOW… That to make that match, we need to understand our donors.
  • Major Gifts in a nutshell…
  • Identify Qualify Cultivate Ask ..........(YES!) Thank
  • Cultivation (what is it good for?)
  • The purpose of cultivation is to move the relationship to a place where you can make an ask
  • Asking Checklist  Interested? Engaged?  Able?  Connected?  Ready?
  • Don’t skimp on cultivation or you might get a big ol’ NO
  • Asking is much easier when you have done a good job cultivating the relationship
  • CULTIVATION CONVERSATIONS: 13 (and a half) rules for better conversations
  • RULE #1 Be Interesting
  • The easiest way to be interesting is to be interested
  • RULE #2 LISTEN
  • “Listening is relationship building. People want to be heard, and listening is the highest form of respect.”
  • RULE #3 DON’T TALK TOO MUCH
  • “Never, ever do too much talking in a donor visit!” -Gail Perry
  • RULE #4 SMILE
  • “A smile is one of the most basic and universal indicators of openness, friendliness, relaxation, and likeability. This means that a smile is a powerful asset for salespeople who are looking for ways to establish rapport and build relationships. ” -Ryan C. Lowe
  • “Every time you smile at someone, it is an action of love, a gift to that person, a beautiful thing.” -Mother Teresa
  • Close your eyes…
  • RULE #5 AFFIRM & ACKNOWLEDGE
  • We need signs that we are being heard. Conversation cues and acknowledgements are part of how we communicate.
  • RULE #5 BE PATIENT
  • We are capable of listening (and thinking) much faster than others can speak.
  • RULE #6 BE PRESENT
  • How To Silence the busy brain
  • Brain Clearing Activity Pick a medium of writing Write whatever comes to mind Just keep doing this for the next 15 minutes
  • Let’s Practice Listening
  • SWITCH
  • Group Debrief
  • People who were listening on the 2nd turn: Go find a new seat
  • RULE #7 ASK GREAT QUESTIONS
  • Asking Good Questions Avoid yes/no questions Remove bias – don’t embed your opinion Aim for simplicity
  • Silence is OK
  • RULE #7.5 LOOK FOR A SPARK
  • Magic Questions
  • Who are you? Where were you born? What were you like as a kid? What lessons did you learn from your parents? What were you like in high school?
  • Heroes Who are your heroes growing up? and now? What qualities in your hero(es) do you most admire or aspire to be like?
  • Why do you give? Who set an example of generosity for you? How does your family give to the community? What is the best gift you have ever given? Received?
  • What matters to you? What are you most proud about…? What part of our charity’s work do you find the most interesting/inspiring? What was meaningful about that?
  • First, Last, Best and Most When was the first time you… When was the last time… What was the best… When were you most…
  • The first time I heard his heartbeat
  • The first time I heard his heartbeat The last time I held her hand
  • Dreams What are your hopes and dreams… What do you want to accomplish… What would you change … How do you picture the future…
  • Legacy How do you want to be remembered? What do you want to teach your children? What do you hope to accomplish?
  • Let’s Practice the Magic Questions
  • 7 minutes each to be the “asker” *don’t forget your listening skills
  • SWITCH
  • Group Debrief
  • RULE #8 SHARE STORIES
  • “Storytelling is the most powerful way to put ideas into the world today.” -Robert McKee
  • “We learn best—and change—from hearing stories that strike a chord within us.” — John Kotter, Harvard Business School professor
  • BOARD MEMBER STORY: The Learning Disabilities Association of Canada
  • In major gifts, the most powerful stories are the ones your donors tell you.
  • RULE #9 KEEP IT SIMPLE
  • Less is more
  • Too Much Jam!
  • RULE #10 ASK FOR ADVISE
  • Advice… You've been a donor for [X] years - have we done a good job of showing you the difference your donation is making? Based on your experience, what do you think of this project?… Who should we be involving in this project…
  • RULE #11 PLAN NEXT STEPS
  • RULE #12 THE GOLDEN RULE
  • It is more important to make someone feel special, than to prove how special you are.
  • Questions? (Thank you!) Rory Green @RoryJMGreen RoryJMGreen.com