Get R.E.A.L.: Engage The second step to  ask without fear ! Marc A. Pitman, The Fundraising Coach, www. fundraisingcoach.com
Session Goals <ul><li>Basic overview of engaging </li></ul>
Session Goals <ul><li>Basic overview of engaging </li></ul><ul><li>Explain how fundraising is like dating </li></ul>
Session Goals <ul><li>Basic overview of engaging </li></ul><ul><li>Explain how fundraising is like dating </li></ul><ul><l...
Fundraising is an extreme sport! <ul><li>Like putting a plug into a live socket </li></ul>
Let's Get R.E.A.L.! <ul><li>R esearch </li></ul><ul><li>Engage </li></ul><ul><li>A sk </li></ul><ul><li>L ove/ L ike/ L iv...
 
Engage <ul><li>Fundraising is like dating </li></ul>
Engage <ul><li>Get to know them </li></ul>
Engage <ul><li>Get to know them </li></ul><ul><ul><li>What got them involved in the nonprofit? What impressed them most? <...
Engage <ul><li>Get to know them </li></ul><ul><ul><li>What got them involved in the nonprofit? What impressed them most? <...
Burg’s Feel Good Questions <ul><li>“ Dave, how did you get started in the widget business?”  </li></ul>
Burg’s Feel Good Questions <ul><li>“ Dave, how did you get started in the widget business?”  </li></ul><ul><li>“ What do y...
Burg’s Feel Good Questions <ul><li>“ Dave, how did you get started in the widget business?”  </li></ul><ul><li>“ What do y...
Burg’s Feel Good Questions <ul><li>… we've said to this person, “I am interested in you first.” We are being “you” oriente...
Burg’s Feel Good Questions <ul><li>“ Dave, how did you get started in the widget business?”  </li></ul><ul><li>“ What do y...
Engage <ul><li>Let them get to know about what makes your organization unique </li></ul>
Engage <ul><li>Let them get to know about what makes your organization unique </li></ul><ul><li>Not only your mission, but...
Engage <ul><li>Take them backstage </li></ul><ul><ul><li>Construction </li></ul></ul><ul><ul><li>Preparing food </li></ul>...
Engage <ul><li>Take them backstage </li></ul><ul><ul><li>Construction </li></ul></ul><ul><ul><li>Preparing food </li></ul>...
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 <ul><li>Phone </li></ul>
Multiple Tools <ul><li>Phone </li></ul><ul><ul><li>be natural </li></ul></ul><ul><ul><li>use cue cards but don’t read scri...
Multiple Tools <ul><li>E-mail </li></ul><ul><ul><li>can work VERY effectively </li></ul></ul><ul><ul><li>see my e-course <...
Multiple Tools <ul><li>E-mail </li></ul><ul><ul><li>can work VERY effectively </li></ul></ul><ul><ul><li>see my e-course <...
Multiple Tools <ul><li>Social networks </li></ul>
Multiple Tools (cont) <ul><li>Mail </li></ul><ul><ul><li>“ This made me think of you” notes </li></ul></ul>
Multiple Tools (cont) <ul><li>Mail </li></ul><ul><ul><li>“ This made me think of you” notes </li></ul></ul><ul><ul><li>Dir...
Multiple Tools (cont) <ul><li>Web </li></ul><ul><ul><li>Where's the banana? </li></ul></ul>
 
 
 
 
 
<ul><li>Don’t get stuck here! </li></ul>
 
<ul><li>Don’t get stuck here! </li></ul><ul><li>This can be done in one session over coffee. </li></ul>
Coming up in the next class <ul><li>Step 3: Ask! </li></ul>
You Can Do It! <ul><li>BEE YOURSELF </li></ul>
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...
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...
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...
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>Send me your email address for a f...
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Ask Without Fear Expanded: Step 2 Engage

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The 2nd part of a 3-part webinar expanding on the concepts in the book "Ask Without Fear!"

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  • Ask Without Fear Expanded: Step 2 Engage

    1. 1. Get R.E.A.L.: Engage The second step to ask without fear ! Marc A. Pitman, The Fundraising Coach, www. fundraisingcoach.com
    2. 2. Session Goals <ul><li>Basic overview of engaging </li></ul>
    3. 3. Session Goals <ul><li>Basic overview of engaging </li></ul><ul><li>Explain how fundraising is like dating </li></ul>
    4. 4. Session Goals <ul><li>Basic overview of engaging </li></ul><ul><li>Explain how fundraising is like dating </li></ul><ul><li>Explore many ways to engage </li></ul>
    5. 5. Fundraising is an extreme sport! <ul><li>Like putting a plug into a live socket </li></ul>
    6. 6. Let's Get R.E.A.L.! <ul><li>R esearch </li></ul><ul><li>Engage </li></ul><ul><li>A sk </li></ul><ul><li>L ove/ L ike/ L ive </li></ul>
    7. 8. Engage <ul><li>Fundraising is like dating </li></ul>
    8. 9. Engage <ul><li>Get to know them </li></ul>
    9. 10. Engage <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>
    10. 11. Engage <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>
    11. 12. Burg’s Feel Good Questions <ul><li>“ Dave, how did you get started in the widget business?” </li></ul>
    12. 13. Burg’s Feel Good Questions <ul><li>“ Dave, how did you get started in the widget business?” </li></ul><ul><li>“ What do you enjoy most about what you do?” </li></ul>
    13. 14. Burg’s Feel Good Questions <ul><li>“ Dave, how did you get started in the widget business?” </li></ul><ul><li>“ What do you enjoy most about what you do?” </li></ul><ul><li>“ Mary that is really fascinating what you do. How can I know if somebody I am talking to would be a good prospect for you?” </li></ul>
    14. 15. Burg’s Feel Good Questions <ul><li>… we've said to this person, “I am interested in you first.” We are being “you” oriented instead of what most people are being “I” oriented, and they really want to know, “What can you do for me?” Now they may not come right out and say that…But we're not doing that. We're taking interest in them. The other thing we are doing is we are getting that person to help us to help them. </li></ul>
    15. 16. Burg’s Feel Good Questions <ul><li>“ Dave, how did you get started in the widget business?” </li></ul><ul><li>“ What do you enjoy most about what you do?” </li></ul><ul><li>“ Mary that is really fascinating what you do. How can I know if somebody I am talking to would be a good prospect for you?” </li></ul>
    16. 17. Engage <ul><li>Let them get to know about what makes your organization unique </li></ul>
    17. 18. Engage <ul><li>Let them get to know about what makes your organization unique </li></ul><ul><li>Not only your mission, but let them meet your people </li></ul>
    18. 19. Engage <ul><li>Take them backstage </li></ul><ul><ul><li>Construction </li></ul></ul><ul><ul><li>Preparing food </li></ul></ul><ul><ul><li>Inside classrooms </li></ul></ul>
    19. 20. Engage <ul><li>Take them backstage </li></ul><ul><ul><li>Construction </li></ul></ul><ul><ul><li>Preparing food </li></ul></ul><ul><ul><li>Inside classrooms </li></ul></ul><ul><li>Give them an “inside” scoop </li></ul>
    20. 21. 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>
    21. 22. Multiple Tools <ul><li>Phone </li></ul>
    22. 23. Multiple Tools <ul><li>Phone </li></ul><ul><ul><li>be natural </li></ul></ul><ul><ul><li>use cue cards but don’t read scripts! </li></ul></ul>
    23. 24. Multiple Tools <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>
    24. 25. Multiple Tools <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>
    25. 26. Multiple Tools <ul><li>Social networks </li></ul>
    26. 27. Multiple Tools (cont) <ul><li>Mail </li></ul><ul><ul><li>“ This made me think of you” notes </li></ul></ul>
    27. 28. Multiple Tools (cont) <ul><li>Mail </li></ul><ul><ul><li>“ This made me think of you” notes </li></ul></ul><ul><ul><li>Direct mail programs </li></ul></ul>
    28. 29. Multiple Tools (cont) <ul><li>Web </li></ul><ul><ul><li>Where's the banana? </li></ul></ul>
    29. 35. <ul><li>Don’t get stuck here! </li></ul>
    30. 37. <ul><li>Don’t get stuck here! </li></ul><ul><li>This can be done in one session over coffee. </li></ul>
    31. 38. Coming up in the next class <ul><li>Step 3: Ask! </li></ul>
    32. 39. You Can Do It! <ul><li>BEE YOURSELF </li></ul>
    33. 40. 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>
    34. 41. 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>
    35. 42. 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>
    36. 43. 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>
    37. 44. <ul><li>Tool shop including: The Creating Donor Evangelists Program </li></ul><ul><li>Send me your email address for a free copy of $100,000 Guide to Email Solicitation e-course </li></ul><ul><li>Free blog, articles, tools, and more! </li></ul>[email_address]

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