Explores The Art of Asking ,Major Gift Fundraising is more art than science.We can all Ask,we must be comfortable with our "Asking Styles"which are explored and discussed with Andrea Kihlstedt.

1. Presented by:
Gary L. Bukowski, CFRE
Vice President for Advancement
Barber National Institute
GaryBukowski@BarberInstitute.org
www.GertrudeBarber.org
April 9, 2013
6:00 – 8:30 p.m.
Penn State Behrend
Art of the Ask Course

2. Today’s Itinerary
The Art of the Ask – Why It’s So Important
Discuss Asking Styles© - Special Guest: Andrea Kihlstedt, Co-Founder of Asking Matters and
author of her recently published book, Asking Styles: Harnessing Your Personal Fundraising Power
Preparing for the Ask
-- BREAK --
The Arc of the Ask©
Practicing Your Ask
The Ask!
Listening for the Gift
Responding to Obstacles/Concerns/Opportunities
Preparing Your Actual Prospect Scenario for Next Week

3. A Poem to Ponder
The Joy of Asking
an excerpt from Asking by Jerold Panas
Jerry Panas

4. In the Words of Hank Rosso…
“Donors make major gifts because of a sense of obligation
to the nonprofit, the greater community, or the world.
Gifts of significance arise out of true interests, values, and
passions of the prospective benefactor.”
-Hank Rosso, author of Achieving Excellence in Fund Raising

5. The Art of the Ask –
Why It’s So Important
Why Developing the Art of the
Ask is So Important to Your
Personal Fundraising Efforts
and Your Organization’s
Vibrancy.

6. Fundraising: What Does it Take?
• What characteristics do you need to have for this
special calling?
• David Dunlop tells us to “SEND MIKE”
Sensitivity – Effort – Nature – Devotion to the cause
Maturity – Integrity – Knowledge - Enthusiasm
David Dunlop
*Retired Senior Development Officer,
Cornell University

7. Facts & Figures from Giving
USA
81% Individuals &
Bequests
($242.2 Billion)
14% Foundations
($41.67 Billion)
5% Corporations
($14.55 Billion)
©2012 Giving USA Foundation
www.GivingInstitute.org
Giving by individuals, bequest, and family foundations amounted to 88 percent of total giving in
2011, 1%more than in 2010!
Corporations
$14.55
5%
Bequests
$24.41
8%
2011 contributions: $298.42 billion by source of contributions
(in billions of dollars – all figures rounded)

8. The Value of Money
What does money mean to you?
Laura Fredericks, The Ask

9. Your Asking Styles©:
A Key to Finding the Courage to Ask!
BEFORE AFTER

10. © 2012 Asking Matters™. All rights reserved.
How You Interact With People

11. © 2012 Asking Matters™. All rights reserved.
How You Take Information

12. © 2012 Asking Matters™. All rights reserved.
Asking Styles

13. Discuss Your Asking Styles©
© 2012 Asking Matters™. All rights reserved.
19.3 %
23.6 %
38.5% 18.9 %
(Percentages are based on the 10,000 individuals who completed the Asking Styles©
survey.)

14. © 2012 Asking Matters™. All rights reserved.

15. © 2012 Asking Matters™. All rights reserved.

16. © 2012 Asking Matters™. All rights reserved.

17. © 2012 Asking Matters™. All rights reserved.

18. For more information on Asking Styles…

19. Working with Your Asking Styles©
Counterparts
“Working with Your Asking Styles©
Counterparts”
with
Alison Kear, Executive Director
&
Carlette Mack, Assistant Executive Director
Covenant House Alaska

20. © 2012 Asking Matters™. All rights reserved.
The Fear Factor: Overcoming
Your Natural Resistance
With over 30 years of fundraising experience,
“Go-Getter” Andrea Kihlstedt offers her
advice on overcoming your natural resistance
to asking.
“Overcoming Your Natural Resistance”
with Andrea Kihlstedt

21. © 2012 Asking Matters™. All rights reserved.
Asking Anxiety
Andrea Kihlstedt offers some calming advice
when it comes to asking anxiety.
“Asking Anxiety”
with Andrea Kihlstedt

22. Preparing for the Ask

23. “The whole art of fundraising is in what you do before you go
in."
-Aryeh Nesher
Importance of Prospect Research &
Getting Ready to Ask

24. Getting Started:
The Importance of Moves Management
1. Select best prospects (1-25)
2. Create a file of each prospect and collect easy to access research
David Dunlop – Moves Management
“Ultimate Gifts”
with
David Dunlop

25. The Arc of the Ask
© 2012 Asking Matters™. All rights reserved.

26. Practicing Your Ask
 Asking scenarios in preparation for next week

27. The Progression of Giving
The Institute of Charitable Giving, ©1995

28. CULTIVATE CULTIVATEASK ASK ASKCULTIVATE
The Institute of Charitable Giving, ©1995

29. How to Raise $1,000,000
Compliments of Blackbaud’s Gift Range Calculator

30. Making the Ask
© 2012 Asking Matters™. All rights reserved.

31. Anatomy of the Ask
I. Preliminaries
II. Opening or Introduction
III. Presentation
IV. Negotiation
V. Closing
Image copyright © 2011 M. Kent Stroman, Asking About Asking

32. Why Do You Ask
“Why I Ask”
with
Sister Jeanette Lucey
Development Director
St. Francis de Sales School in Philadelphia, PA
© 2012 Asking Matters™. All rights reserved.

33. Asking for the Gift:
1. Begin by knowing everything possible about the institution and donor
2. After careful assessment, determine the specific amount you should ask for
*Eighty-five percent of getting the gift is setting up the visit
3. Don’t let the size of the gift dominate the presentation. It’s all about mission – not
money
4. When making the ask, use words such as: “I would like you to consider a gift of…”
5. Get a commitment to something before leaving, either the gift or the date for
another visit
From Asking by Jerold Panas
You Don’t Have to Be Great to Start, but You Have to Start to Be Great
The Golden Rules of Fund Raising

34. Leave Your Assumptions at the Door
© 2012 Asking Matters™. All rights reserved.
“Don’t Presume to Know What Someone Can Give”
with
Alexandra Peters
Consultant and Board Member

35. Inspirational Asking Experiences
 David vs. Goliath – March 2001
 The modest, soft-spoken librarian who carried a big
philanthropic stick

36. Listening for the Gift:
With Your Eyes, Heart, & Ears!
 The importance of listening for the gift
 “The Fundraiser’s Guide to Listening © The Institute for Charitable Giving
 The Heart Speaks: A Cardiologist Reveals the Secret Language of Healing by Mimi
Guarneri, M.D., of the Scripps Center for Integrative Medicine
 Listen with your eyes – Michael Rosen

37. Responding to Obstacles/Concerns &
Opportunities
“Obstacles don't have to stop you. If you run
into a wall, don't turn around and give up.
Figure out how to climb it, go through it, or
work around it.”
-Michael Jordan
“In the middle of difficulty lies opportunity.”
- Albert Einstein

38. One fundraiser shares his
experience…
“Developing Relationships &
Jumping the Gun”
with
Paul Jolly
Independent Fundraising Professional
Washington, DC
© 2012 Asking Matters™. All rights reserved.

39. Responding to Obstacles & Concerns
 The Three Potential Responses
1. Yes
2. No
3. Maybe
 The Four “No’s”
1. No Forever.
2. No to that amount, but not to another amount.
3. No to that project, but not to another project.
4. No at this time, but perhaps at another time that is more accommodating for me.
 No = Not win-lose, it’s win-win
 The donor is in the driver’s seat, not the solicitor
 Objections are welcome
 “Objections are your friend.” ~Paul Edwards

40. Remember…
“People will forget what you said,
People will forget what you did, but
People will never forget how you made them feel.”
~Maya Angelou

41. Life Beyond the Gift
“What to Do Between Asks”
with David Bennett
Fundraiser in Washington, D.C.
Laying the foundation for a
strong donor relations plan

42. Preparing Your Prospect Scenario For
Next Week’s Ask

43. A Thought to Ponder
“It takes a noble person to plant a tree that will one
day provide shade for those whom he may never
meet.”
-Anonymous

44. Closing Thoughts
“The woods are lovely, dark and deep,
But I have promises to keep,
And miles to go before I sleep,
And miles to go before I sleep.”
An excerpt from “Stopping by Woods on a Snowy Evening” by Robert Frost.

45. Additional Videos
“Asking Adjectives”
with
Tomijean Fernandez
“Why I Give”
with
Mary Hedahl
“Asking Teams”
with
Mary Hedahl

46. Asking Matters© Membership Discount
Exclusive Offer for Art of the Ask Students!
Use the discount code “GARY20” through April 30, 2013
for a 20% discount on your membership to
Asking Matters
www.AskingMatters.com

47. • AFP Code of Ethics/Donor Bill of Rights
• Helpful Fundraising Resources - Bukowski’s Reading List for You
• Asking Matters Website: www.AskingMatters.com
• “8 Valuable Insights from a Major Donor” – Michael Rosen (8/10/2012)
• “Understanding the Motivation of Major Donors” Part 1 & Part II - Kay Sprinkel Grace © 2006.
• “Authenticity in Fundraising: Being a Great Fundraiser While Still Being YOU” – Andrea Kihlstedt (3/16/2013)
• “Six Ways to Get Dumped by Your Donors” - By Joanne Fritz, About.com Guide/Nonprofit Charitable Orgs.
• “The Fundraiser’s Guide to Listening” © The Institute for Charitable Giving/ www.InstituteForGiving.org
(Mr. Bukowski will distribute)
• “Listen With Your Eyes” © The Institute for Charitable Giving (Mr. Bukowski will distribute)
• “Listen With Your Eyes” – Michael Rosen (2/8/2013)
• Local AFP Chapter Website (NWPA) : http://afpnwpa.afpnet.org/ & National AFP Website: http://www.afpnet.org
• Jerry Panas’ Website: www.PanasLinzy.com

48. Questions?