The Art of Asking
Who is here?               2
Lori L. Jacobwith •   20+ years as a communication     strategist & fundraising coach •   Measurable: Helped     organizat...
Where we are heading today
Why isasking formoney so  hard?
Money moves toward boldness andclarity of communication                                  6
Art of Asking                What, if anything,                do you LIKE to                ask for?                What ...
The Secret to Fundraising:Clear, Bold Communication    • Telling Your Story - Intro    • Asking – Take Action    • Maximiz...
46% of donors stop giving for reasons      connected to       “a failure to    communicate.”~ Penelope Burk & Cygnus Appli...
Communication 1. Listen. 2. Connect with your community    where they are. 3. Allow your community to spread    your messa...
Art of AskingThe question is notabout how to “get themoney.”Rather the question isabout our ownrelationship with money.
How does money given bring joy?What is the financial legacy you want    to leave at your organization?
Three Toxic Myths of Scarcity  1. There’s never enough.
Three Toxic Myths of Scarcity        2. More is better.
Three Toxic Myths of Scarcity 3. That’s just the way it is.
Art of AskingThink for amoment about thevery first time youmade a financialcontribution
Money flows like water
In 2009, $303.75 billion was contributedto charities in United States.*  Breakdown of charitable giving:  • 4% from corpor...
“Feeling good is what   nonprofits sell.”         ~ Seth Godin, Author & Marketing guru
Communication  The most overlooked & important    component of development.
Art of Asking                 Fundraising is a call                to conversation and                     to relationship...
NEED exists whensomething is missing
Funding gap? - What’s yours?
Art of Asking      What do you ask for?
Habitat for Humanity  What problem do you help solve?
IdentifySteward                             Engage                 The Art of                  Asking     Recognize       ...
IdentifyPeople who are:• Passionate about your work• Inspired and…• Are excited/interested to  know more
Identify             EngageThe Art of Asking
Invite Personally• Delivered via the donor’s  preferred medium            Engage• Timed to the donor’s pace• Focused on th...
Invite
Invite PracticeFind a partner quickly• Sit with backs to each other• Ask for a meeting with that person.• You know them. T...
Debrief
Art of Asking     • What’s Working?     • What’s Missing?     • Share a story      causing people to feel something &     ...
Break
The Art of Asking – Part II
Brief review               36
Art of Asking70% of donors say the value    of their first gift isconsiderably less than they  could have made at the     ...
Only ask the people who wantto say yes.                               38
Signs They Are Ready
Preparing for the ASK           7 Crucial Questions1. Do you know they are ready?2. Specifically what will be asked for?3....
Art of Asking Expand your pool of askers: •   Former board •   Non-development     staff •   Volunteers •   Donors •   Ven...
Communication that generates ActionSimple framework for generating $ or support:1)   What’s your current funding gap?2)   ...
Art of Asking     • What’s Working?     • What’s Missing?     • Share a story      causing people to feel something &     ...
Ask #1
Ask PracticeFind a partner quickly• Ask for something substantial to you  (must be money)• Donor should say Yes at some po...
Debrief
Role Play #2
Ask PracticeFind a different partner• Ask for a substantial  monetary gift• Donor should say No• After one asks, the  “don...
Debrief
How can you turn a no     into a yes?
Final role playTurn no into a yes
Debrief
IdentifySteward                             Engage                 The Art of                  Asking     Recognize       ...
Communication that generates ActionSimple framework for generating $ or support:1)   What’s your current funding gap?2)   ...
“In all you do, actas if it’s impossible              to fail.”            ~Jerold Panas, Asking
Tell:One thing youlearned orinspired youYour next action                   57
Connecting with Lori Blog and monthly e-Newsletter  Membership – special offer  Key Note & Breakout Sessions  Customized F...
Thank you!           Lori Jacobwith   lori@LoriJacobwith.com   www.LoriJacobwith.com   952- 949-2105   http://twitter.com/...
Lori Jacobwith Art of Asking HFH March2011
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Lori Jacobwith Art of Asking HFH March2011

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Slides from Art of Asking mini-workshop at HFH MN Statewide conference, March 12, 2011.

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Lori Jacobwith Art of Asking HFH March2011

  1. 1. The Art of Asking
  2. 2. Who is here? 2
  3. 3. Lori L. Jacobwith • 20+ years as a communication strategist & fundraising coach • Measurable: Helped organizations raise over $100 million in last 10 years. • Impact: My work creates environments where people find ease in their work with, and their conversations about money. 3
  4. 4. Where we are heading today
  5. 5. Why isasking formoney so hard?
  6. 6. Money moves toward boldness andclarity of communication 6
  7. 7. Art of Asking What, if anything, do you LIKE to ask for? What makes it ok?
  8. 8. The Secret to Fundraising:Clear, Bold Communication • Telling Your Story - Intro • Asking – Take Action • Maximize Relationships – Stay Relevant • Managing Data
  9. 9. 46% of donors stop giving for reasons connected to “a failure to communicate.”~ Penelope Burk & Cygnus Applied Research
  10. 10. Communication 1. Listen. 2. Connect with your community where they are. 3. Allow your community to spread your messages.
  11. 11. Art of AskingThe question is notabout how to “get themoney.”Rather the question isabout our ownrelationship with money.
  12. 12. How does money given bring joy?What is the financial legacy you want to leave at your organization?
  13. 13. Three Toxic Myths of Scarcity 1. There’s never enough.
  14. 14. Three Toxic Myths of Scarcity 2. More is better.
  15. 15. Three Toxic Myths of Scarcity 3. That’s just the way it is.
  16. 16. Art of AskingThink for amoment about thevery first time youmade a financialcontribution
  17. 17. Money flows like water
  18. 18. In 2009, $303.75 billion was contributedto charities in United States.* Breakdown of charitable giving: • 4% from corporations • 13% from foundations • 83% from individuals (includes bequests) *Source : Giving USA, June2010
  19. 19. “Feeling good is what nonprofits sell.” ~ Seth Godin, Author & Marketing guru
  20. 20. Communication The most overlooked & important component of development.
  21. 21. Art of Asking Fundraising is a call to conversation and to relationship. Not just a transactional act.
  22. 22. NEED exists whensomething is missing
  23. 23. Funding gap? - What’s yours?
  24. 24. Art of Asking What do you ask for?
  25. 25. Habitat for Humanity What problem do you help solve?
  26. 26. IdentifySteward Engage The Art of Asking Recognize Ask
  27. 27. IdentifyPeople who are:• Passionate about your work• Inspired and…• Are excited/interested to know more
  28. 28. Identify EngageThe Art of Asking
  29. 29. Invite Personally• Delivered via the donor’s preferred medium Engage• Timed to the donor’s pace• Focused on the donor’s self interest
  30. 30. Invite
  31. 31. Invite PracticeFind a partner quickly• Sit with backs to each other• Ask for a meeting with that person.• You know them. They have not yet given to Habitat for Humanity.• After one person gets a yes to set a meeting or attend an event, switch!• Give each other feedback.
  32. 32. Debrief
  33. 33. Art of Asking • What’s Working? • What’s Missing? • Share a story causing people to feel something & take action • Listen
  34. 34. Break
  35. 35. The Art of Asking – Part II
  36. 36. Brief review 36
  37. 37. Art of Asking70% of donors say the value of their first gift isconsiderably less than they could have made at the time you asked.
  38. 38. Only ask the people who wantto say yes. 38
  39. 39. Signs They Are Ready
  40. 40. Preparing for the ASK 7 Crucial Questions1. Do you know they are ready?2. Specifically what will be asked for?3. Does the donor have an abundance of what you will be asking for?4. What concerns might the donor have about saying “yes” to your request?5. Why would the donor say “yes”? Ask6. Who will be asking?7. Where will the ask take place?
  41. 41. Art of Asking Expand your pool of askers: • Former board • Non-development staff • Volunteers • Donors • Vendors • Others?
  42. 42. Communication that generates ActionSimple framework for generating $ or support:1) What’s your current funding gap?2) What would your organization do with more money or members? Humanize this.3) What is one simple action you want people to take?4) Cause people to feel something.5) Communicate regularly
  43. 43. Art of Asking • What’s Working? • What’s Missing? • Share a story causing people to feel something & take action • Listen
  44. 44. Ask #1
  45. 45. Ask PracticeFind a partner quickly• Ask for something substantial to you (must be money)• Donor should say Yes at some point• After one asks, the “donor” should give feedback• Switch!
  46. 46. Debrief
  47. 47. Role Play #2
  48. 48. Ask PracticeFind a different partner• Ask for a substantial monetary gift• Donor should say No• After one asks, the “donor” should give feedback• Switch!
  49. 49. Debrief
  50. 50. How can you turn a no into a yes?
  51. 51. Final role playTurn no into a yes
  52. 52. Debrief
  53. 53. IdentifySteward Engage The Art of Asking Recognize Ask
  54. 54. Communication that generates ActionSimple framework for generating $ or support:1) What’s your current funding gap?2) What would your organization do with more money or members? Humanize this.3) What is one simple action you want people to take?4) Cause people to feel something.5) Communicate regularly
  55. 55. “In all you do, actas if it’s impossible to fail.” ~Jerold Panas, Asking
  56. 56. Tell:One thing youlearned orinspired youYour next action 57
  57. 57. Connecting with Lori Blog and monthly e-Newsletter Membership – special offer Key Note & Breakout Sessions Customized Fundraising Action Planning Sessions 58
  58. 58. Thank you! Lori Jacobwith lori@LoriJacobwith.com www.LoriJacobwith.com 952- 949-2105 http://twitter.com/LJacobwith

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