The 2011 Fundraisers Forum Blue Skies on the Ranch- A New Day for Fundraising
Children guessed (but only a few) and down they forgot as up they grew…. - e. e. cummings
Words = Worlds
“  I have a dream ” “  I have a list of measurable objectives ”
Tried and True Tried and So Over
Humongous Society--$50,000 Yup I Give Club--$25,000 Society Society--$10,000 The Whatever Club--$249 77%
93%  would most likely give next time asked if they are thanked quickly and personally, in addition they would also like a...
Satisfaction
Maybe if we just had a better case for support!
Annual Report
Donor Retention Relationships?
 
$ Relationships by the numbers
ART & SCIENCE
= $ Heisenberg ’s Theory   = $
AF & $1,000+
# Of Gifts
Average Gifts
Retention & Acquisition
“ Ninety percent of what we call ‘management’ consists of making it difficult for people to get things done .”     – Peter...
Who Asks car
90% 10% 0% 3 Markets
90% 10% 0%
 
 
“ Psychologists tell us that the mind is under a continual bombardment of ideas, all of which are trying to make an impres...
 
 
Who is this guy?
ASK ASK
 
 
The 2011 Fundraisers Forum Blue Skies on the Ranch- A New Day for Fundraising
ART OF THE ASK
 
Permission
Step #1 Seek Permission Seeking permission for time shows respect
Close For Time Not $
Step #1 Permission Seeking permission for time shows respect It is not a good time to talk.
Do Not Engage Objection
Stay On Task
Stay On Task
The ASK
Get The Details
Just Ask!
ART OF THE ASK Capital Gifts
<ul><li>Script </li></ul><ul><li>Actors </li></ul><ul><li>Stage </li></ul>
Script <ul><li>RAT </li></ul><ul><li>Romance </li></ul><ul><li>Ask </li></ul><ul><li>Thank </li></ul>
Actors <ul><li>Romancer </li></ul><ul><li>Asker </li></ul><ul><li>Donors </li></ul>
Stage <ul><li>Home  </li></ul><ul><li>Office </li></ul><ul><li>Restaurant </li></ul>
<ul><li>Script </li></ul><ul><li>Actors </li></ul><ul><li>Stage </li></ul>
“ We have a ‘strategic’ plan. It’s called doing things.”   — Herb Kelleher
 
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The Community Foundation of Sarasota

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The Community Foundation of Sarasota

  1. 1. The 2011 Fundraisers Forum Blue Skies on the Ranch- A New Day for Fundraising
  2. 2. Children guessed (but only a few) and down they forgot as up they grew…. - e. e. cummings
  3. 3. Words = Worlds
  4. 4. “ I have a dream ” “ I have a list of measurable objectives ”
  5. 5. Tried and True Tried and So Over
  6. 6. Humongous Society--$50,000 Yup I Give Club--$25,000 Society Society--$10,000 The Whatever Club--$249 77%
  7. 7. 93% would most likely give next time asked if they are thanked quickly and personally, in addition they would also like a follow up regarding what their money is accomplishing…
  8. 8. Satisfaction
  9. 9. Maybe if we just had a better case for support!
  10. 10. Annual Report
  11. 11. Donor Retention Relationships?
  12. 13. $ Relationships by the numbers
  13. 14. ART & SCIENCE
  14. 15. = $ Heisenberg ’s Theory = $
  15. 16. AF & $1,000+
  16. 17. # Of Gifts
  17. 18. Average Gifts
  18. 19. Retention & Acquisition
  19. 20. “ Ninety percent of what we call ‘management’ consists of making it difficult for people to get things done .” – Peter Drucker
  20. 21. Who Asks car
  21. 22. 90% 10% 0% 3 Markets
  22. 23. 90% 10% 0%
  23. 26. “ Psychologists tell us that the mind is under a continual bombardment of ideas, all of which are trying to make an impression on it. The prospect, therefore, does not sit around with a blank mind, calmly waiting for someone or something to capture his attention without a struggle.” Modern Business, Copyright 1918
  24. 29. Who is this guy?
  25. 30. ASK ASK
  26. 33. The 2011 Fundraisers Forum Blue Skies on the Ranch- A New Day for Fundraising
  27. 34. ART OF THE ASK
  28. 36. Permission
  29. 37. Step #1 Seek Permission Seeking permission for time shows respect
  30. 38. Close For Time Not $
  31. 39. Step #1 Permission Seeking permission for time shows respect It is not a good time to talk.
  32. 40. Do Not Engage Objection
  33. 41. Stay On Task
  34. 42. Stay On Task
  35. 43. The ASK
  36. 44. Get The Details
  37. 45. Just Ask!
  38. 46. ART OF THE ASK Capital Gifts
  39. 47. <ul><li>Script </li></ul><ul><li>Actors </li></ul><ul><li>Stage </li></ul>
  40. 48. Script <ul><li>RAT </li></ul><ul><li>Romance </li></ul><ul><li>Ask </li></ul><ul><li>Thank </li></ul>
  41. 49. Actors <ul><li>Romancer </li></ul><ul><li>Asker </li></ul><ul><li>Donors </li></ul>
  42. 50. Stage <ul><li>Home </li></ul><ul><li>Office </li></ul><ul><li>Restaurant </li></ul>
  43. 51. <ul><li>Script </li></ul><ul><li>Actors </li></ul><ul><li>Stage </li></ul>
  44. 52. “ We have a ‘strategic’ plan. It’s called doing things.” — Herb Kelleher

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