(No.1)↠Young Call Girls in Sikanderpur (Gurgaon) ꧁❤ 9711911712 ❤꧂ Escorts
Ask Without Fear! - Long form
1. Ask Without Fear!
Connecting Donors with What
Matters to Them Most
Marc A. Pitman, The Fundraising Coach,
www.fundraisingcoach.com
2. Who am I?
Chosen for Seth Godin’s
BullMarket Guide as a person
“will shake things up”
Creator of the Extreme
Fundraising Ezine (
http://fundraisingcoach.com)
Author of Ask Without Fear!
and Creating Donor
Evangelists
Founder of
501MissionPlace.com
3. Today’s Goals
The “Get R.E.A.L.”
approach to
neutralizing fear and
making the ask
4. Today’s Goals
The “Get R.E.A.L.”
approach to
neutralizing fear and
making the ask
7 Common
Fundraising Myths
5. Today’s Goals
The “Get R.E.A.L.”
approach to
neutralizing fear and
making the ask
7 Common
Fundraising Myths
3 incredibly effective
steps for crafting your
message
21. Research
About your prospect
Tools
– Google it
– Blackbaud
Analytics, Wealth
Point, P!N Network
Be realistic
Avoid Paralysis By
Analysis
22. Engage
Fundraising is like dating
Get to know them
– What got them involved in
the nonprofit? What
impressed them most?
– What fascinates them
– Office/pictures/trophies
Let them get to know
about what makes your
organization unique
34. Setting Up the Appointment
Be clear
–“I’d like to talk about your support of the
project…”
–DON’T get into an ask on the phone
35. Setting Up the Appointment
Be clear
–“I’d like to talk about your support of the
project…”
–DON’T get into an ask on the phone
Go in pairs when possible!
–Keeps accountable
–You see different things
36. Making the Ask
Ask for a specific dollar amount
–The complete dollar amount ($1,000 vs.
$84/month)
37. Making the Ask
Ask for a specific dollar amount
–The complete dollar amount ($1,000 vs.
$84/month)
–SHUT UP
• The prospect needs time to process your
request
• You need to respectfully give her as much
time as she needs
• She’ll let you know she’s done by talking first
42. Different Strokes for Different Folks:
Dominant
Inspiring
Steady
Calculating
Therefore, speak to the head & the heart
43. Different Strokes for Different Folks:
Avoiding
the “My
Way or the
Highway”
Mistake
–Dominant
–Inspiring
–Steady
–Calculating
44. Different Strokes for Different Folks:
Avoiding
the “My
Way or the
Highway”
Mistake
–Dominant
–Inspiring
–Steady
–Calculating
Remember: speak to the head & the heart
53. Different Strokes for Different Folks:
Dominant
Inspiring
Steady
Calculating
Therefore, speak to the head & the heart
54. Make It Easy
Phraseology
– Make Your Own Gift First!
– "I can appreciate that"
55. Make It Easy
Phraseology
– Make Your Own Gift First!
– "I can appreciate that"
Props
– Renderings
– Gift Charts
56. Make It Easy
Phraseology
– Make Your Own Gift First!
– "I can appreciate that"
Props
– Renderings
– Gift Charts
Options: Arrows in your
quiver
– monthly giving options
– Maybe: good, better, best
57.
58. Tangibilitize your ask
Heifer.org gives all sorts of gift
ranges represented by different
animals:
a $500 gift is symbolized as a
gift of a heifer,
$120 a gift of a pig,
$60 a trio of rabbits,
$20 a gift of chickens.
A $5000 gift is “a gift of an ark”!
59. Tangibilitize your ask
Heifer.org gives all sorts of gift
ranges represented by different
animals:
a $500 gift is symbolized as a
gift of a heifer,
$120 a gift of a pig,
$60 a trio of rabbits,
$20 a gift of chickens.
A $5000 gift is “a gift of an ark”!
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.
61. Handling Objections
What are common ones?
– One per post-it note
– Group together!
Usually only 7-10 themes!
62. Handling Objections
What are common ones?
Don't have the money
– when might you?
– when may I come back?
63. Handling Objections
What are common ones?
Don't have the money
– when might you?
– when may I come back?
Giving elsewhere
– best objection
– “how could we get in your
top 10 giving priorities?”
65. Love/Like/Live
Love/Like the person
anyway—they're more
important than the gift
–This business is ALL
about relationships
Live with their response!
–You don't always have to
like the response but
keep on loving the
person
77. Dealing with F.E.A.R.
False Evidence Appearing
Real
Asking for money or helping
change a kid’s life?
Rejecting YOU or the
cause?
This isn't life or death!
80. Rule of 3’s
Who’s Your Jennifer?
1. Three Attributes
2. Three Channels
81. Rule of 3’s
Who’s Your Jennifer?
1. Three Attributes
2. Three Channels
3. Three Times/Month for
Three Months
82. You Can Do It!
BEE YOURSELF
Make your gift first!
Don't feel guilty that
you're afraid
Have courage (it's not
courage without fear)
Keep it simple
Have fun!
83. 501 Mission Place – Chris
Brogan
Tell the story briefly, end 1st
paragraph
with brief summary of the request
Explain what is getting done
Ask for what needs to be done (with link)
Ask them to pass it on
84. Tool shop including:
The Creating Donor
Evangelists Program
Give me your card for a
free copy of $100,000
Guide to Email
Solicitation e-course
Free blog, articles,
book reviews, and
more!marc@fundraisingcoach.com
Editor's Notes
Asking for money is one of the most noble opportunities on earth
Like putting a plug into a live socket
great American tradition--though philanthropy has been around since the beginning
people often don't have the privilege of earning an income doing what matters most to them
Do Your Homework
asking on death anniversary
Google it
getting billion dollar electricity company as $250 Duck Race business sponsor
Be realistic
Avoid Paralysis By Analysis
Don't let this be an excuse for not asking!
Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
Do Your Homework
asking on death anniversary
Google it
getting billion dollar electricity company as $250 Duck Race business sponsor
Be realistic
Avoid Paralysis By Analysis
Don't let this be an excuse for not asking!
Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
Do Your Homework
asking on death anniversary
Google it
getting billion dollar electricity company as $250 Duck Race business sponsor
Be realistic
Avoid Paralysis By Analysis
Don't let this be an excuse for not asking!
Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
Case Statement
Do Your Homework
asking on death anniversary
Google it
getting billion dollar electricity company as $250 Duck Race business sponsor
Be realistic
Avoid Paralysis By Analysis
Don't let this be an excuse for not asking!
Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
Do Your Homework
asking on death anniversary
Google it
getting billion dollar electricity company as $250 Duck Race business sponsor
Be realistic
Avoid Paralysis By Analysis
Don't let this be an excuse for not asking!
Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
Do Your Homework
asking on death anniversary
Google it
getting billion dollar electricity company as $250 Duck Race business sponsor
Be realistic
Avoid Paralysis By Analysis
Don't let this be an excuse for not asking!
Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
Do Your Homework
asking on death anniversary
Google it
getting billion dollar electricity company as $250 Duck Race business sponsor
Be realistic
Avoid Paralysis By Analysis
Don't let this be an excuse for not asking!
Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
Do Your Homework
asking on death anniversary
Google it
getting billion dollar electricity company as $250 Duck Race business sponsor
Be realistic
Avoid Paralysis By Analysis
Don't let this be an excuse for not asking!
Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
Do Your Homework
asking on death anniversary
Google it
getting billion dollar electricity company as $250 Duck Race business sponsor
Be realistic
Avoid Paralysis By Analysis
Don't let this be an excuse for not asking!
Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
Do Your Homework
asking on death anniversary
Google it
getting billion dollar electricity company as $250 Duck Race business sponsor
Be realistic
Avoid Paralysis By Analysis
Don't let this be an excuse for not asking!
Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
Fundraising is like dating
Get to know them
What got them involved in the nonprofit? What impressed them most?
What fascinates them
Office/pictures/trophies
Let them get to know about what makes your organization unique
Face-to-face
ALWAYS the best
This is what brings in the money
Phone
be natural
works when done together (although I hate to admit it!)
if that's not an "excuse" for calling, maybe set up a time by e-mail
E-mail
can work VERY effectively
see my e-course
DON'T SPAM!
Face-to-face
ALWAYS the best
This is what brings in the money
Phone
be natural
works when done together (although I hate to admit it!)
if that's not an "excuse" for calling, maybe set up a time by e-mail
E-mail
can work VERY effectively
see my e-course
DON'T SPAM!
Face-to-face
ALWAYS the best
This is what brings in the money
Phone
be natural
works when done together (although I hate to admit it!)
if that's not an "excuse" for calling, maybe set up a time by e-mail
E-mail
can work VERY effectively
see my e-course
DON'T SPAM!
Face-to-face
ALWAYS the best
This is what brings in the money
Phone
be natural
works when done together (although I hate to admit it!)
if that's not an "excuse" for calling, maybe set up a time by e-mail
E-mail
can work VERY effectively
see my e-course
DON'T SPAM!
Web
where's the banana: Seth Godin's big red fez
check out my sites: fundraisingcoach.com and marcpitman.com -- what's the banana?
Mail
Time honored
Cop-out? Face-to-face is more effective...
get the best copywriting, direct mail expertise
Blue signature
Courier New font out pulls
SBS example
stats and %--SEE MY JUNE BLOG POST
vs. story of alumna/employee/mom
Same author, which works better?
Web
where's the banana: Seth Godin's big red fez
check out my sites: fundraisingcoach.com and marcpitman.com -- what's the banana?
Mail
Time honored
Cop-out? Face-to-face is more effective...
get the best copywriting, direct mail expertise
Blue signature
Courier New font out pulls
SBS example
stats and %--SEE MY JUNE BLOG POST
vs. story of alumna/employee/mom
Same author, which works better?
#1 Reason people don't give?
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Find a connection and put the plug into the outlet!
Make It Easy
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Don’t skip this step!
No longer a guess, now you know the donor and can find the things most likely to excite them
Phraseology
Make Your Own Gift First!
"would you join me in supporting...?" much easier to ask
even if employed by the nonprofit--ESPECIALLY if employed by the nonprofit!
"I can appreciate that"
Props
Show what the campaign will build
Show pictures of the people being impacted
Options: More arrows in your quiver
monthly giving options
gift menus "Gift in this range?"
Can you use the Heifer Project ark concept? (www.heifer.org) w/o getting Cheezity?
2 FLOCKS OF CHICKS can help Papua New Guinea families improve nutrition and replenish their land
2 SHEEP can help United States families produce wool
2 TRIOS OF RABBITS can provide food and income to families in China
2 BEEHIVES can help families in Mexico earn money through sale of honey and beeswax
2 GUINEA PIGS can help Peruvian families add protein to their diets and earn income
2 LLAMAS can improve livestock bloodlines and produce wool for Bolivian families
2 CAMELS can help families in India earn income by transporting agricultural and industrial materials
2 DONKEYS can supply animal draft power for farmers in Zimbabwe
2 GOATS can help two Romanian families provide milk for their children and earn extra income
2 OXEN can pull plows and carts in Cameroon
2 COWS can bring milk and income to a Bangladesh village
2 TRIOS OF DUCKS can help families in Thailand generate income through the sale of eggs and birds
2 WATER BUFFALO can help Filipino families increase rice production through animal draft power
2 FLOCKS OF GEESE can help two families in Ghana better their nutrition and income through the production of eggs and meat
2 PIGS can enable Dominican Republic families attain greater self-reliance
Testing shows better responses with 2 or 3 choices--but keep testing for yourself!
Maybe: good, better, best
Phraseology
Make Your Own Gift First!
"would you join me in supporting...?" much easier to ask
even if employed by the nonprofit--ESPECIALLY if employed by the nonprofit!
"I can appreciate that"
Props
Show what the campaign will build
Show pictures of the people being impacted
Options: More arrows in your quiver
monthly giving options
gift menus "Gift in this range?"
Can you use the Heifer Project ark concept? (www.heifer.org) w/o getting Cheezity?
2 FLOCKS OF CHICKS can help Papua New Guinea families improve nutrition and replenish their land
2 SHEEP can help United States families produce wool
2 TRIOS OF RABBITS can provide food and income to families in China
2 BEEHIVES can help families in Mexico earn money through sale of honey and beeswax
2 GUINEA PIGS can help Peruvian families add protein to their diets and earn income
2 LLAMAS can improve livestock bloodlines and produce wool for Bolivian families
2 CAMELS can help families in India earn income by transporting agricultural and industrial materials
2 DONKEYS can supply animal draft power for farmers in Zimbabwe
2 GOATS can help two Romanian families provide milk for their children and earn extra income
2 OXEN can pull plows and carts in Cameroon
2 COWS can bring milk and income to a Bangladesh village
2 TRIOS OF DUCKS can help families in Thailand generate income through the sale of eggs and birds
2 WATER BUFFALO can help Filipino families increase rice production through animal draft power
2 FLOCKS OF GEESE can help two families in Ghana better their nutrition and income through the production of eggs and meat
2 PIGS can enable Dominican Republic families attain greater self-reliance
Testing shows better responses with 2 or 3 choices--but keep testing for yourself!
Maybe: good, better, best
Phraseology
Make Your Own Gift First!
"would you join me in supporting...?" much easier to ask
even if employed by the nonprofit--ESPECIALLY if employed by the nonprofit!
"I can appreciate that"
Props
Show what the campaign will build
Show pictures of the people being impacted
Options: More arrows in your quiver
monthly giving options
gift menus "Gift in this range?"
Can you use the Heifer Project ark concept? (www.heifer.org) w/o getting Cheezity?
2 FLOCKS OF CHICKS can help Papua New Guinea families improve nutrition and replenish their land
2 SHEEP can help United States families produce wool
2 TRIOS OF RABBITS can provide food and income to families in China
2 BEEHIVES can help families in Mexico earn money through sale of honey and beeswax
2 GUINEA PIGS can help Peruvian families add protein to their diets and earn income
2 LLAMAS can improve livestock bloodlines and produce wool for Bolivian families
2 CAMELS can help families in India earn income by transporting agricultural and industrial materials
2 DONKEYS can supply animal draft power for farmers in Zimbabwe
2 GOATS can help two Romanian families provide milk for their children and earn extra income
2 OXEN can pull plows and carts in Cameroon
2 COWS can bring milk and income to a Bangladesh village
2 TRIOS OF DUCKS can help families in Thailand generate income through the sale of eggs and birds
2 WATER BUFFALO can help Filipino families increase rice production through animal draft power
2 FLOCKS OF GEESE can help two families in Ghana better their nutrition and income through the production of eggs and meat
2 PIGS can enable Dominican Republic families attain greater self-reliance
Testing shows better responses with 2 or 3 choices--but keep testing for yourself!
Maybe: good, better, best
Do Your Homework
asking on death anniversary
Google it
getting billion dollar electricity company as $250 Duck Race business sponsor
Be realistic
Avoid Paralysis By Analysis
Don't let this be an excuse for not asking!
Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
GROUP WORK
GROUP WORK
GROUP WORK
GROUP WORK
cheap is not good stewardship
duct tape mentality
too many options
1. Cheez-It® Original
2. Reduced Fat
3. White Cheddar Crackers
4. Big Cheez-It
5. Cheesy Sour Cream & Onion
6. Parmesan & Garlic
7. Cheddar Jack
8. Party Mix
9. Chili Cheese
10. Hot & Spicy
confuses the donor (and asker!)
options ARE good but don't let hem get in the way
"It is only logical to think that if some choice is good, more is better," says Barry Schwartz, a professor of psychology at Swarthmore College, writing in the April 2004 issue of Scientific American (www.sciam.com). "Yet recent research strongly suggests that, psychologically, this assumption is wrong. Although some choice is undoubtedly better than none, more is not always better than less."
Testing shows better responses with 2 or 3 choices--but keep testing for yourself!
Story of sending board chair out to do his own asking…even after having another board member be happy with $5,000 gift from a $50,000 prospect.
Not even the Lone Ranger went alone
If you build it…
Nonprofit corollary: If you send it, they will give.
cheap is not good stewardship
duct tape mentality
too many options
1. Cheez-It® Original
2. Reduced Fat
3. White Cheddar Crackers
4. Big Cheez-It
5. Cheesy Sour Cream & Onion
6. Parmesan & Garlic
7. Cheddar Jack
8. Party Mix
9. Chili Cheese
10. Hot & Spicy
confuses the donor (and asker!)
options ARE good but don't let hem get in the way
"It is only logical to think that if some choice is good, more is better," says Barry Schwartz, a professor of psychology at Swarthmore College, writing in the April 2004 issue of Scientific American (www.sciam.com). "Yet recent research strongly suggests that, psychologically, this assumption is wrong. Although some choice is undoubtedly better than none, more is not always better than less."
Testing shows better responses with 2 or 3 choices--but keep testing for yourself!
"Credit Denied" mailing
nonprofit policy of not putting return address
dramatize a family in need
upset a lot of donors!
do you like calls to sound scripted or natural?
give options
gift table
menu