Get R.E.A.L.: Research The first step to  ask without fear  ! Marc A. Pitman, The Fundraising Coach, www. fundraisingcoach...
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>Basic overview of researching </li></ul><ul><li>Free tools for defining your case </li></ul><ul><li>...
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 ...
Research: Case Statement <ul><li>Pros and cons </li></ul><ul><li>“ Prove it”  </li></ul><ul><li>Head & Heart </li></ul><ul...
Research: Case Statement <ul><li>Objections: </li></ul><ul><ul><li>Brainstorm them </li></ul></ul><ul><ul><li>Work them in...
Gift Range Calculator <ul><li>http://blackbaud.com/resources/giftrange/giftcalc.aspx </li></ul>
Gift Pyramid
Research: Naming Opportunities <ul><li>How much would it cost to “name” your  charity? </li></ul><ul><li>Big ticket items ...
Research <ul><li>About your prospect </li></ul><ul><li>Free Tools </li></ul><ul><li>Paid Services </li></ul><ul><li>Peer R...
Research: Free Tools
Research: Paid Services
Research: Peer Reviews <ul><li>Traditional Reviews </li></ul><ul><li>The “CPI” Review </li></ul><ul><ul><li>Three Sections...
Don’t Get Stuck Here! <ul><li>Avoid Paralysis </li></ul><ul><li>By Analysis </li></ul>
Coming up in the next class <ul><li>Step 2: Engage! </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...
<ul><li>Tool shop including:  The Creating Donor Evangelists  Program </li></ul><ul><li>Give me your card for a free copy ...
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Ask Without Fear Expanded: Step 1 Research

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The 1st 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 1 Research

  1. 1. Get R.E.A.L.: Research The first step to ask without fear ! 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>Basic overview of researching </li></ul><ul><li>Free tools for defining your case </li></ul><ul><li>Easy ways to make sure you make the right ask </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. Research: Case Statement <ul><li>Pros and cons </li></ul><ul><li>“ Prove it” </li></ul><ul><li>Head & Heart </li></ul><ul><li>- business plan </li></ul><ul><li>- inspiring stories </li></ul>
  8. 8. Research: Case Statement <ul><li>Objections: </li></ul><ul><ul><li>Brainstorm them </li></ul></ul><ul><ul><li>Work them into the case statement </li></ul></ul>
  9. 9. Gift Range Calculator <ul><li>http://blackbaud.com/resources/giftrange/giftcalc.aspx </li></ul>
  10. 10. Gift Pyramid
  11. 11. Research: Naming Opportunities <ul><li>How much would it cost to “name” your charity? </li></ul><ul><li>Big ticket items </li></ul><ul><li>Participation clubs </li></ul>
  12. 12. Research <ul><li>About your prospect </li></ul><ul><li>Free Tools </li></ul><ul><li>Paid Services </li></ul><ul><li>Peer Reviews </li></ul>
  13. 13. Research: Free Tools
  14. 14. Research: Paid Services
  15. 15. Research: Peer Reviews <ul><li>Traditional Reviews </li></ul><ul><li>The “CPI” Review </li></ul><ul><ul><li>Three Sections </li></ul></ul><ul><ul><ul><li>Capacity </li></ul></ul></ul><ul><ul><ul><li>Philanthropy </li></ul></ul></ul><ul><ul><ul><li>Interest </li></ul></ul></ul><ul><ul><li>Rate 1 – 5 </li></ul></ul><ul><li>Avoid Paralysis By Analysis </li></ul>
  16. 16. Don’t Get Stuck Here! <ul><li>Avoid Paralysis </li></ul><ul><li>By Analysis </li></ul>
  17. 17. Coming up in the next class <ul><li>Step 2: Engage! </li></ul>
  18. 18. 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>
  19. 19. <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]

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