Making the Ask Major Gifts
Making the Ask <ul><ul><li>Things you know about your prospect following your engagement/cultivation: </li></ul></ul><ul><...
Remember the four vital questions <ul><ul><li>What amount should I ask for? </li></ul></ul><ul><ul><li>When should I ask? ...
Pre Solicitation Checks <ul><li>Does the project  you have in mind fit the donor’s motivations? </li></ul><ul><li>Can you ...
Make sure you have your answers ready… <ul><li>Do I trust you?  </li></ul><ul><li>How much do you want?  </li></ul><ul><li...
Your prospect will have questions for you <ul><li>Will it be easy to give? </li></ul><ul><li>How will I be treated? </li><...
Plan your reactions in case … <ul><li>Your prospect puts a time limit on the meeting </li></ul><ul><li>Your prospect offer...
Plan your responses to these comments   <ul><li>“ I have to talk to my partner” </li></ul><ul><li>“ That’s a lot of money”...
Practice your script <ul><li>Reconnect  - establish the reason for being there </li></ul><ul><li>Acknowledge previous givi...
Make it comfortable for the prospect   <ul><li>“ Other supporters interested in the project are supporting us at this leve...
Tips to remember … <ul><li>Don’t apologise when asking for a commitment </li></ul><ul><li>Agree to take objections away an...
If you do detect any hesitation <ul><ul><li>Are you in a position to decide at this time? </li></ul></ul><ul><ul><li>Would...
Is there any doubt? <ul><li>‘ You mentioned your concern for...’ </li></ul><ul><ul><li>Would you agree with us that what i...
If there’s no doubt, ask <ul><li>Would you consider a gift of? </li></ul><ul><li>Would you consider a gift in the range of...
Making the ask <ul><li>Under what circumstances would you be willing to make a gift to X? </li></ul><ul><li>We would love ...
Thank and close <ul><li>Thank </li></ul><ul><li>Re-state the outcomes </li></ul><ul><li>Confirm </li></ul><ul><li>Set the ...
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Major Gifts - The Ask

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Transcript of "Major Gifts - The Ask"

  1. 1. Making the Ask Major Gifts
  2. 2. Making the Ask <ul><ul><li>Things you know about your prospect following your engagement/cultivation: </li></ul></ul><ul><ul><li>Their motivations </li></ul></ul><ul><ul><li>Their capacity and propensity to give </li></ul></ul><ul><ul><li>What they like about you </li></ul></ul><ul><ul><li>Who influences them and who their contacts are </li></ul></ul>Getting ready to make the ask
  3. 3. Remember the four vital questions <ul><ul><li>What amount should I ask for? </li></ul></ul><ul><ul><li>When should I ask? </li></ul></ul><ul><ul><li>Who should ask? </li></ul></ul><ul><ul><li>What should I ask to be funded? </li></ul></ul>Can you answer these questions?
  4. 4. Pre Solicitation Checks <ul><li>Does the project you have in mind fit the donor’s motivations? </li></ul><ul><li>Can you deliver the impact information the donor is looking for? </li></ul><ul><li>Can they make this donation right now? </li></ul>Double check
  5. 5. Make sure you have your answers ready… <ul><li>Do I trust you? </li></ul><ul><li>How much do you want? </li></ul><ul><li>Why your organisation? </li></ul><ul><li>Will my gift make a difference? </li></ul><ul><li>Is there an urgent reason to give? </li></ul>What’s your prospect thinking pre-meeting?
  6. 6. Your prospect will have questions for you <ul><li>Will it be easy to give? </li></ul><ul><li>How will I be treated? </li></ul><ul><li>How will you measure results? </li></ul><ul><li>Will I have a say over how you use my gift? </li></ul>What’s your prospect likely to ask you?
  7. 7. Plan your reactions in case … <ul><li>Your prospect puts a time limit on the meeting </li></ul><ul><li>Your prospect offers gift that is too small </li></ul><ul><li>Your prospect is a not very talkative </li></ul><ul><li>Your prospect is very talkative </li></ul>Obstacles – what will you do?
  8. 8. Plan your responses to these comments <ul><li>“ I have to talk to my partner” </li></ul><ul><li>“ That’s a lot of money” </li></ul><ul><li>“ We’re over committed” </li></ul><ul><li>“ We don’t believe in giving to operating costs” </li></ul>Food for thought or obstacles?
  9. 9. Practice your script <ul><li>Reconnect - establish the reason for being there </li></ul><ul><li>Acknowledge previous giving and any current donors who you know influence the prospect </li></ul><ul><li>Talk about vision, mission, leadership and the project </li></ul><ul><li>Have a menu of options in mind to make it a win-win situation </li></ul>Do your pre meeting preparation
  10. 10. Make it comfortable for the prospect <ul><li>“ Other supporters interested in the project are supporting us at this level” </li></ul><ul><li>“ Have you considered financially supporting...” </li></ul><ul><li>“ A gift from you will make all the difference to other major donors coming on board” </li></ul><ul><li>“ We are looking for £x to secure the project’s future” </li></ul>Talking about money
  11. 11. Tips to remember … <ul><li>Don’t apologise when asking for a commitment </li></ul><ul><li>Agree to take objections away and resolve them </li></ul><ul><li>Listen (two ears one mouth) </li></ul><ul><li>Leave with something either the gift or another appointment or an agreement for you to call later </li></ul>Keeping the door open
  12. 12. If you do detect any hesitation <ul><ul><li>Are you in a position to decide at this time? </li></ul></ul><ul><ul><li>Would you like to bring your partner to see the programme? </li></ul></ul><ul><ul><li>What further information do you need? </li></ul></ul><ul><ul><li>Can I introduce you to our leading researcher/expert? </li></ul></ul><ul><ul><li>Would you like to consider the opportunity for naming rights? </li></ul></ul>Magic Words
  13. 13. Is there any doubt? <ul><li>‘ You mentioned your concern for...’ </li></ul><ul><ul><li>Would you agree with us that what is needed is... </li></ul></ul><ul><ul><li>If I could sum up what I understand you feel about the project... </li></ul></ul><ul><ul><li>--------------------------------------------------- </li></ul></ul><ul><ul><li>Would you consider a gift of... </li></ul></ul>Remember, don’t cross the line of doubt
  14. 14. If there’s no doubt, ask <ul><li>Would you consider a gift of? </li></ul><ul><li>Would you consider a gift in the range of? </li></ul><ul><li>Would you consider a gift of x over x years? </li></ul><ul><li>Would you consider a blended gift? </li></ul>On the subject of money
  15. 15. Making the ask <ul><li>Under what circumstances would you be willing to make a gift to X? </li></ul><ul><li>We would love you to support X, is that something that you are interested in? </li></ul><ul><li>If I remember correctly, you’re particularly interested in supporting X, is that right? </li></ul><ul><li>Because you want to make such a big difference, I thought that X might interest you? </li></ul>The actual ask
  16. 16. Thank and close <ul><li>Thank </li></ul><ul><li>Re-state the outcomes </li></ul><ul><li>Confirm </li></ul><ul><li>Set the next action </li></ul><ul><li>Plan your stewardship </li></ul>Thank, close, steward …

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