Ask Without Fear! Connecting Donors with What Matters to Them Most Marc A. Pitman, The Fundraising Coach, www. fundraising...
Who am I? <ul><li>Chosen for Seth Godin’s  BullMarket Guide  as a person “will shake things up” </li></ul><ul><li>Creator ...
Today’s Goals <ul><li>The “Get R.E.A.L.” approach to neutralizing fear and making the ask </li></ul><ul><li>3 Common Fundr...
Fundraising…a privilege  <ul><li>Asking for money is one of the most noble opportunities on earth  </li></ul><ul><li>Like ...
Let's Get R.E.A.L.! <ul><li>R esearch </li></ul><ul><li>E ngage </li></ul><ul><li>A sk </li></ul><ul><li>L ove/ L ike/ L i...
Research <ul><li>About your goals: </li></ul><ul><li>Case statement </li></ul><ul><li>Gift table </li></ul><ul><li>Naming ...
Gift Range Calculator <ul><li>http://blackbaud.com/resources/giftrange/giftcalc.aspx </li></ul>
Research <ul><li>About your prospect </li></ul><ul><li>Tools </li></ul><ul><ul><li>Google it </li></ul></ul><ul><ul><li>Bl...
Engage <ul><li>Fundraising is like dating </li></ul><ul><li>Get to know them </li></ul><ul><ul><li>What got them involved ...
7 Frequent Fundraising Myths <ul><li>The Mickey D’s Mistake </li></ul><ul><li>The Cheez-It Treatment </li></ul><ul><li>The...
Multiple Tools <ul><li>Face-to-face </li></ul><ul><ul><li>ALWAYS the best </li></ul></ul><ul><ul><li>This is what brings i...
Multiple Tools (cont) <ul><li>Mail </li></ul><ul><ul><li>“ This made me think of you” notes </li></ul></ul><ul><li>Web </l...
 
 
 
Ask <ul><li>#1 Reason people don't give?  </li></ul><ul><li>Find a connection and put the plug into the outlet! </li></ul>...
7 Frequent Fundraising Faux Pas’ <ul><li>The “My Way or the Highway” Mistreatment </li></ul><ul><li>The You’re-Good-Enough...
Make It Easy <ul><li>Phraseology </li></ul><ul><ul><li>Make Your Own Gift First! </li></ul></ul><ul><ul><li>&quot;I can ap...
 
Tangibilitize your ask <ul><li>Heifer.org gives all sorts of gift ranges represented by different animals: </li></ul><ul><...
Handling Objections <ul><li>What are common ones? </li></ul><ul><li>Don't have the money </li></ul><ul><ul><li>when might ...
Love/Like/Live <ul><li>Love/Like the person anyway—they're more important than the gift </li></ul><ul><ul><li>This busines...
You Can Do It! <ul><li>BEE YOURSELF </li></ul><ul><li>Make your gift first! </li></ul><ul><li>Don't feel guilty that you'r...
<ul><li>Tool shop including:  The Creating Donor Evangelists  Program </li></ul><ul><li>Give me your card for a free copy ...
Crafting Your Message <ul><li>PYITS </li></ul><ul><li>Dealing with F.E.A.R. </li></ul><ul><li>The Rule of 3’s </li></ul>
PYITS: An Effective Cure <ul><li>P ut  Y ourself  I n  T heir  S hoes </li></ul><ul><li>&quot;Credit Denied&quot; mailing ...
Rule of 3’s <ul><li>Who’s Your Jennifer? </li></ul><ul><li>Three Attributes </li></ul><ul><li>Three Channels </li></ul><ul...
Different Strokes for Different Folks: <ul><li>D ominant </li></ul><ul><li>I nspiring </li></ul><ul><li>S teady </li></ul>...
Dealing with F.E.A.R. <ul><li>F alse  E vidence  A ppearing  R eal </li></ul><ul><li>Asking for money or  helping change a...
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2008 Montreal Conference Asking Without Fear

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My basic fundraising seminar as given at the Blackbaud conference in Montreal. Here's a description:

Asking for money is as scary for people as death and public speaking. But it doesn’t have to be! Learn a simple “R.E.A.L.” method that takes much of the fear out of the process. This workshop is perfect for nonprofit employees and volunteers and will give you proven techniques to improve your fundraising skills

Among what you’ll learn is:
* the 7 most common mistakes people make
* a simple 3-step tool to help you articulate your message
* and a simple 4-part system to structure your solicitation

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  • 2008 Montreal Conference Asking Without Fear

    1. 1. Ask Without Fear! Connecting Donors with What Matters to Them Most Marc A. Pitman, The Fundraising Coach, www. fundraisingcoach.com
    2. 2. Who am I? <ul><li>Chosen for Seth Godin’s BullMarket Guide as a person “will shake things up” </li></ul><ul><li>Creator of the Extreme Fundraising Ezine ( http://fundraisingcoach.com ) </li></ul><ul><li>Author of Ask Without Fear! and Creating Donor Evangelists </li></ul>
    3. 3. Today’s Goals <ul><li>The “Get R.E.A.L.” approach to neutralizing fear and making the ask </li></ul><ul><li>3 Common Fundraising Myths </li></ul><ul><li>A few ways to handle objections </li></ul>
    4. 4. Fundraising…a privilege <ul><li>Asking for money is one of the most noble opportunities on earth </li></ul><ul><li>Like putting a plug into a live socket </li></ul>
    5. 5. Let's Get R.E.A.L.! <ul><li>R esearch </li></ul><ul><li>E ngage </li></ul><ul><li>A sk </li></ul><ul><li>L ove/ L ike/ L ive </li></ul>
    6. 6. Research <ul><li>About your goals: </li></ul><ul><li>Case statement </li></ul><ul><li>Gift table </li></ul><ul><li>Naming Opps </li></ul>
    7. 7. Gift Range Calculator <ul><li>http://blackbaud.com/resources/giftrange/giftcalc.aspx </li></ul>
    8. 8. Research <ul><li>About your prospect </li></ul><ul><li>Tools </li></ul><ul><ul><li>Google it </li></ul></ul><ul><ul><li>Blackbaud Analytics, Wealth Point, P!N Network </li></ul></ul><ul><li>Be realistic </li></ul><ul><li>Avoid Paralysis By Analysis </li></ul>
    9. 9. Engage <ul><li>Fundraising is like dating </li></ul><ul><li>Get to know them </li></ul><ul><ul><li>What got them involved in the nonprofit? What impressed them most? </li></ul></ul><ul><ul><li>What fascinates them </li></ul></ul><ul><ul><li>Office/pictures/trophies </li></ul></ul><ul><li>Let them get to know about what makes your organization unique </li></ul>
    10. 10. 7 Frequent Fundraising Myths <ul><li>The Mickey D’s Mistake </li></ul><ul><li>The Cheez-It Treatment </li></ul><ul><li>The Mrs. McTat’s Gaff </li></ul><ul><li>The Spell-Check-Will-Catch-It Faux Pas </li></ul>
    11. 11. Multiple Tools <ul><li>Face-to-face </li></ul><ul><ul><li>ALWAYS the best </li></ul></ul><ul><ul><li>This is what brings in the money </li></ul></ul><ul><li>Phone </li></ul><ul><ul><li>be natural </li></ul></ul><ul><li>E-mail </li></ul><ul><ul><li>can work VERY effectively </li></ul></ul><ul><ul><li>see my e-course </li></ul></ul>
    12. 12. Multiple Tools (cont) <ul><li>Mail </li></ul><ul><ul><li>“ This made me think of you” notes </li></ul></ul><ul><li>Web </li></ul><ul><ul><li>Where's the banana? </li></ul></ul>
    13. 16. Ask <ul><li>#1 Reason people don't give? </li></ul><ul><li>Find a connection and put the plug into the outlet! </li></ul><ul><li>Make It Easy </li></ul>
    14. 17. 7 Frequent Fundraising Faux Pas’ <ul><li>The “My Way or the Highway” Mistreatment </li></ul><ul><li>The You’re-Good-Enough-To-Go-It-Alone Syndrome </li></ul><ul><li>The Field of Dreams Fiasco </li></ul>
    15. 18. Make It Easy <ul><li>Phraseology </li></ul><ul><ul><li>Make Your Own Gift First! </li></ul></ul><ul><ul><li>&quot;I can appreciate that&quot; </li></ul></ul><ul><li>Props </li></ul><ul><ul><li>Renderings </li></ul></ul><ul><ul><li>Gift Charts </li></ul></ul><ul><li>Options: Arrows in your quiver </li></ul><ul><ul><li>monthly giving options </li></ul></ul><ul><ul><li>Maybe: good, better, best </li></ul></ul>
    16. 20. Tangibilitize your ask <ul><li>Heifer.org gives all sorts of gift ranges represented by different animals: </li></ul><ul><li>a $500 gift is symbolized as a gift of a heifer, </li></ul><ul><li>$120 a gift of a pig, </li></ul><ul><li>$60 a trio of rabbits, </li></ul><ul><li>$20 a gift of chickens. </li></ul><ul><li>A $5000 gift is “a gift of an ark”! </li></ul><ul><li>The prices in this catalog represent the complete livestock gift of a quality animal, technical assistance and training. Each purchase is symbolic and represents a contribution to the entire mission of Heifer International. Donations will be used where needed most to help struggling people. </li></ul>
    17. 21. Handling Objections <ul><li>What are common ones? </li></ul><ul><li>Don't have the money </li></ul><ul><ul><li>when might you? </li></ul></ul><ul><ul><li>when may I come back? </li></ul></ul><ul><li>Giving elsewhere </li></ul><ul><ul><li>best objection </li></ul></ul><ul><ul><li>&quot;how could we get in your top 10 giving priorities?“ </li></ul></ul><ul><li>Not interested </li></ul><ul><ul><li>Are they comatose ? *grin* </li></ul></ul>
    18. 22. Love/Like/Live <ul><li>Love/Like the person anyway—they're more important than the gift </li></ul><ul><ul><li>This business is ALL about relationships </li></ul></ul><ul><li>Live with their response! </li></ul><ul><ul><li>You don't always have to like the response but keep on loving the person </li></ul></ul>
    19. 23. You Can Do It! <ul><li>BEE YOURSELF </li></ul><ul><li>Make your gift first! </li></ul><ul><li>Don't feel guilty that you're afraid </li></ul><ul><li>Have courage (it's not courage without fear) </li></ul><ul><li>Keep it simple </li></ul><ul><li>Have fun! </li></ul>
    20. 24. <ul><li>Tool shop including: The Creating Donor Evangelists Program </li></ul><ul><li>Give me your card for a free copy of $100,000 Guide to Email Solicitation e-course </li></ul><ul><li>Free blog, articles, book reviews, and more! </li></ul>[email_address]
    21. 25. Crafting Your Message <ul><li>PYITS </li></ul><ul><li>Dealing with F.E.A.R. </li></ul><ul><li>The Rule of 3’s </li></ul>
    22. 26. PYITS: An Effective Cure <ul><li>P ut Y ourself I n T heir S hoes </li></ul><ul><li>&quot;Credit Denied&quot; mailing </li></ul><ul><li>Do you like calls to sound scripted or natural? </li></ul><ul><li>No entitlement </li></ul>
    23. 27. Rule of 3’s <ul><li>Who’s Your Jennifer? </li></ul><ul><li>Three Attributes </li></ul><ul><li>Three Channels </li></ul><ul><li>Three Times/Month for Three Months </li></ul>
    24. 28. Different Strokes for Different Folks: <ul><li>D ominant </li></ul><ul><li>I nspiring </li></ul><ul><li>S teady </li></ul><ul><li>C alculating </li></ul><ul><li>Therefore, speak to the head & the heart </li></ul>
    25. 29. Dealing with F.E.A.R. <ul><li>F alse E vidence A ppearing R eal </li></ul><ul><li>Asking for money or helping change a kid’s life ? </li></ul><ul><li>Rejecting YOU or the cause? </li></ul><ul><li>This isn't life or death! </li></ul>

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