Ask Without Fear! - Long form

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A copy of the slides I've used on my speaking tour in New Zealand.

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Ask Without Fear! - Long form

  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?  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. 3. Today’s Goals  The “Get R.E.A.L.” approach to neutralizing fear and making the ask
  4. 4. Today’s Goals  The “Get R.E.A.L.” approach to neutralizing fear and making the ask  7 Common Fundraising Myths
  5. 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
  6. 6. Fundraising…a privilege
  7. 7. Let's Get R.E.A.L.! 1. Research
  8. 8. Let's Get R.E.A.L.! 1. Research 2. Engage
  9. 9. Let's Get R.E.A.L.! 1. Research 2. Engage 3. Ask
  10. 10. Let's Get R.E.A.L.! 1. Research 2. Engage 3. Ask 4. Love/Like/Live
  11. 11. Research About your goals: Case statement
  12. 12. Research About your goals: Case statement Gift table
  13. 13. Research About your goals: Case statement Gift table Naming Opps
  14. 14. Case Statementsearch
  15. 15. www.GiftRangeCalculator.com
  16. 16. Naming Opportunities
  17. 17. Naming Opportunities
  18. 18. Research About your prospect  Tools – Google it
  19. 19. Research About your prospect  Tools – Google it – Blackbaud Analytics, Wealth Point, P!N Network
  20. 20. Research About your prospect  Tools – Google it – Blackbaud Analytics, Wealth Point, P!N Network  Be realistic
  21. 21. Research About your prospect  Tools – Google it – Blackbaud Analytics, Wealth Point, P!N Network  Be realistic  Avoid Paralysis By Analysis
  22. 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
  23. 23. Multiple Tools Face-to-face – ALWAYS the best – This is what brings in the money
  24. 24. Multiple Tools Phone – be natural
  25. 25. Multiple Tools E-mail – can work VERY effectively – see my e-course
  26. 26. Multiple Tools E-mail – can work VERY effectively – see my e-course
  27. 27. Multiple Tools (cont) Mail –“This made me think of you” notes
  28. 28. Multiple Tools (cont) Web –Where's the banana?
  29. 29. Ask #1 Reason people don't give?
  30. 30. Setting Up the Appointment
  31. 31. 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
  32. 32. 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
  33. 33. Making the Ask Ask for a specific dollar amount –The complete dollar amount ($1,000 vs. $84/month)
  34. 34. 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
  35. 35. Ask Find a connection and put the plug into the outlet! Make It Easy
  36. 36. Different Strokes for Different Folks: Dominant
  37. 37. Different Strokes for Different Folks: Dominant Inspiring
  38. 38. Different Strokes for Different Folks: Dominant Inspiring Steady
  39. 39. Different Strokes for Different Folks: Dominant Inspiring Steady Calculating Therefore, speak to the head & the heart
  40. 40. Different Strokes for Different Folks: Avoiding the “My Way or the Highway” Mistake –Dominant –Inspiring –Steady –Calculating
  41. 41. Different Strokes for Different Folks: Avoiding the “My Way or the Highway” Mistake –Dominant –Inspiring –Steady –Calculating Remember: speak to the head & the heart
  42. 42. Different Strokes for Different Folks: Outgoing
  43. 43. Different Strokes for Different Folks: Reserved
  44. 44. Different Strokes for Different Folks: Task- focused
  45. 45. Different Strokes for Different Folks: People-focused
  46. 46. Different Strokes for Different Folks: Dominant
  47. 47. Different Strokes for Different Folks: Inspiring
  48. 48. Different Strokes for Different Folks: Steady
  49. 49. Different Strokes for Different Folks: Calculating
  50. 50. Different Strokes for Different Folks: Dominant Inspiring Steady Calculating Therefore, speak to the head & the heart
  51. 51. Make It Easy  Phraseology – Make Your Own Gift First! – "I can appreciate that"
  52. 52. Make It Easy  Phraseology – Make Your Own Gift First! – "I can appreciate that"  Props – Renderings – Gift Charts
  53. 53. 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
  54. 54. 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”!
  55. 55. 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.
  56. 56. Handling Objections  What are common ones? – One per post-it note – Group together!
  57. 57. Handling Objections  What are common ones? – One per post-it note – Group together! Usually only 7-10 themes!
  58. 58. Handling Objections  What are common ones?  Don't have the money – when might you? – when may I come back?
  59. 59. 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?”
  60. 60. Love/Like/Live Love/Like the person anyway—they're more important than the gift –This business is ALL about relationships
  61. 61. 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
  62. 62. 7 Frequent Fundraising Myths 1. The Mickey D’s Mistake
  63. 63. 2. Cheez-It Treatment
  64. 64. 7 Frequent Fundraising Myths 1. The Mickey D’s Mistake 2. The Cheez-It Treatment 3. The Mrs. McTat’s Gaff
  65. 65. Spell-check will catch it faux pas
  66. 66. 5. The “My Way or the Highway” Mistreatment
  67. 67. 6. The You’re-Good-Enough-To- Go-It-Alone Syndrome
  68. 68. 6. The You’re-Good-Enough-To- Go-It-Alone Syndrome
  69. 69. 7. The Field of Dreams Fiasco
  70. 70. Crafting Your Message  PYITS  Dealing with F.E.A.R.  The Rule of 3’s
  71. 71. PYITS: An Effective Cure
  72. 72. Dealing with F.E.A.R. False Evidence Appearing Real
  73. 73. 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!
  74. 74. Rule of 3’s Who’s Your Jennifer?
  75. 75. Rule of 3’s Who’s Your Jennifer? 1. Three Attributes
  76. 76. Rule of 3’s Who’s Your Jennifer? 1. Three Attributes 2. Three Channels
  77. 77. Rule of 3’s Who’s Your Jennifer? 1. Three Attributes 2. Three Channels 3. Three Times/Month for Three Months
  78. 78. 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!
  79. 79. 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
  80. 80.  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

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