How Can I Say Yes if You Won’t Ask Me?   Jim Duncan, Memphis Botanic Garden Fontaine Huey, Atlanta Botanical Garden Doug C...
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Prepare for the Ask <ul><li>Is the donor ready? </li></ul><ul><li>Is now the right time? </li></ul><ul><li>Where will we m...
The Ask <ul><li>Be prepared. </li></ul><ul><li>Stick to your script. </li></ul><ul><li>Ask, then stop talking. </li></ul><...
The Response <ul><li>The different meanings of “No” </li></ul><ul><li>I don’t have enough information to make this gift. <...
INTERACTIVE <ul><li>Share some experiences </li></ul><ul><li>Pose a scenario </li></ul><ul><li>After the gift </li></ul><u...
SHARE A SUCCESS <ul><li>What were the elements of success? </li></ul><ul><li>Was it a formula, chance, or ??? </li></ul><u...
SHARE A DISAPPOINTMENT <ul><li>What happened? </li></ul><ul><li>How to correct / avoid </li></ul><ul><li>Did conditions ch...
SCENARIOS <ul><li>Easiest </li></ul><ul><li>Most complicated / difficult </li></ul><ul><li>Best save </li></ul><ul><li>Bes...
STEWARDSHIP <ul><li>Thank Them!!! </li></ul><ul><li>Small gestures go a long way </li></ul>How Can I Say Yes if You Won't ...
REMEMBER YOUR “WHY?” <ul><li>Vocation as avocation </li></ul><ul><li>Grows Community </li></ul><ul><li>“ He who plants a t...
ROLE PLAYING <ul><li>Time permitting </li></ul><ul><li>Test a scenario with our panel </li></ul>How Can I Say Yes if You W...
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How Can I Say "Yes," If You Won't Let Me?: A Nuts and Bolts Session on Closing Major Gifts

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How Can I Say "Yes," If You Won't Let Me?: A Nuts and Bolts Session on Closing Major Gifts

  1. 1. How Can I Say Yes if You Won’t Ask Me? Jim Duncan, Memphis Botanic Garden Fontaine Huey, Atlanta Botanical Garden Doug Conley, The Gardens at SIU-Edwardsville Memory Derthick, Terra Design Studios
  2. 18. Prepare for the Ask <ul><li>Is the donor ready? </li></ul><ul><li>Is now the right time? </li></ul><ul><li>Where will we meet? </li></ul><ul><li>Who will do the talking? </li></ul>
  3. 19. The Ask <ul><li>Be prepared. </li></ul><ul><li>Stick to your script. </li></ul><ul><li>Ask, then stop talking. </li></ul><ul><li>Remember: this is but one in a series of conversations with the prospect. </li></ul>
  4. 20. The Response <ul><li>The different meanings of “No” </li></ul><ul><li>I don’t have enough information to make this gift. </li></ul><ul><li>I’m not ready to make a decision. </li></ul><ul><li>Now is not the right time for me to make this commitment. </li></ul><ul><li>This is not how I’d like to support the organization. </li></ul><ul><li>I have no interest in supporting this organization. </li></ul>
  5. 21. INTERACTIVE <ul><li>Share some experiences </li></ul><ul><li>Pose a scenario </li></ul><ul><li>After the gift </li></ul><ul><li>Why? </li></ul>How Can I Say Yes if You Won't Ask Me? Conley
  6. 22. SHARE A SUCCESS <ul><li>What were the elements of success? </li></ul><ul><li>Was it a formula, chance, or ??? </li></ul><ul><li>How do you “re-create” that success? </li></ul>How Can I Say Yes if You Won't Ask Me? Conley
  7. 23. SHARE A DISAPPOINTMENT <ul><li>What happened? </li></ul><ul><li>How to correct / avoid </li></ul><ul><li>Did conditions change? </li></ul>How Can I Say Yes if You Won't Ask Me? Conley
  8. 24. SCENARIOS <ul><li>Easiest </li></ul><ul><li>Most complicated / difficult </li></ul><ul><li>Best save </li></ul><ul><li>Best Reason “Why?” </li></ul>How Can I Say Yes if You Won't Ask Me? Conley
  9. 25. STEWARDSHIP <ul><li>Thank Them!!! </li></ul><ul><li>Small gestures go a long way </li></ul>How Can I Say Yes if You Won't Ask Me? Conley
  10. 26. REMEMBER YOUR “WHY?” <ul><li>Vocation as avocation </li></ul><ul><li>Grows Community </li></ul><ul><li>“ He who plants a tree, plants hope” by Lucy Larcom </li></ul>How Can I Say Yes if You Won't Ask Me? Conley
  11. 27. ROLE PLAYING <ul><li>Time permitting </li></ul><ul><li>Test a scenario with our panel </li></ul>How Can I Say Yes if You Won't Ask Me?

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