Christian Fundraising & Asking Without Fear!

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Here are the slides I used for the Fundraising for Christian causes presented in La Grange, GA.

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  • People get really skiddish about talking about money and the Bible.
  • Rev. Billy “What would Jesus Buy?”
  • 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
  • Jesus—Observations It seems striking to me that these women would be able to help “out of their own means” (Luke 8:3). In this culture, women were largely seen as property of their husbands or fathers, but they must have been well off to be giving out of their “resources.” This indicates to me that Jesus was truly open to connecting not just with the poor but with the rich as well. (And isn’t it wonderfully ironic that some of Jesus’ provision came from Herod’s household?) Some Fundraising Take Aways I know, this doesn’t show Jesus actually asking for money. But it does show that He and the Twelve received donor support. As a fundraiser, these few verses are extremely comforting to me. I’ve felt awkward raising money that will, in part, pay for my salary. But now I know Jesus received support for his work too.  
  • Jesus—Observations It seems striking to me that these women would be able to help “out of their own means” (Luke 8:3). In this culture, women were largely seen as property of their husbands or fathers, but they must have been well off to be giving out of their “resources.” This indicates to me that Jesus was truly open to connecting not just with the poor but with the rich as well. (And isn’t it wonderfully ironic that some of Jesus’ provision came from Herod’s household?) Some Fundraising Take Aways I know, this doesn’t show Jesus actually asking for money. But it does show that He and the Twelve received donor support. As a fundraiser, these few verses are extremely comforting to me. I’ve felt awkward raising money that will, in part, pay for my salary. But now I know Jesus received support for his work too.  
  • Jesus—Observations It seems striking to me that these women would be able to help “out of their own means” (Luke 8:3). In this culture, women were largely seen as property of their husbands or fathers, but they must have been well off to be giving out of their “resources.” This indicates to me that Jesus was truly open to connecting not just with the poor but with the rich as well. (And isn’t it wonderfully ironic that some of Jesus’ provision came from Herod’s household?) Some Fundraising Take Aways I know, this doesn’t show Jesus actually asking for money. But it does show that He and the Twelve received donor support. As a fundraiser, these few verses are extremely comforting to me. I’ve felt awkward raising money that will, in part, pay for my salary. But now I know Jesus received support for his work too.  
  • Exodus 25:1-9; Exodus 35: 4 – 36:7 It’s interesting that it’s specifically recorded that the offering was made to the Lord, not to the tabernacle. In fact, this story is remarkably God-centered. God is present in every step of the process: God details the need; God tells how to use the supplies; God prompts Moses to ask for the supplies; God prompts certain people to respond; the people give to God; the gifts are used to glorify God by craftsmen God gifted.   Some Fundraising Take Aways I think that this story illustrates the importance of asking God to show us our organization’s needs and to then faithfully share them with our constituents. When they’re asked by a leader obeying God—neither understating nor overstating—the people responded by giving more than enough to finish the work. For me, this clearly shows that God is intimately involved with every step in the solicitation.
  • Exodus 25:1-9; Exodus 35: 4 – 36:7 It’s interesting that it’s specifically recorded that the offering was made to the Lord, not to the tabernacle. In fact, this story is remarkably God-centered. God is present in every step of the process: God details the need; God tells how to use the supplies; God prompts Moses to ask for the supplies; God prompts certain people to respond; the people give to God; the gifts are used to glorify God by craftsmen God gifted.   Some Fundraising Take Aways I think that this story illustrates the importance of asking God to show us our organization’s needs and to then faithfully share them with our constituents. When they’re asked by a leader obeying God—neither understating nor overstating—the people responded by giving more than enough to finish the work. For me, this clearly shows that God is intimately involved with every step in the solicitation.
  • David’s prayer shows the lack of pride in his presentation. As with the previous story, God is the source and recipient of all giving. “But who am I and who are my people, that we should be in a position to contribute this much? Indeed, everything comes from you [God], and we have simply given back to you what is yours.” (2 Chron 29:14). He knows he’s dependent on God for all he has. And once again, the leaders don’t give to David or the temple, they gave “delighted with their donations” and “contributed to the Lord with a willing attitude” (2 Chron 29:9). Some Fundraising Take Aways Rather than trying to gain praise, David gives the praise to God and leads the people in praising God. He leveraged his position to influence the giving of the leaders. Moreover, he challenged an older generation to fundraise generously on the behalf of the younger generation (1 Chron 29:1).
  • David’s prayer shows the lack of pride in his presentation. As with the previous story, God is the source and recipient of all giving. “But who am I and who are my people, that we should be in a position to contribute this much? Indeed, everything comes from you [God], and we have simply given back to you what is yours.” (2 Chron 29:14). He knows he’s dependent on God for all he has. And once again, the leaders don’t give to David or the temple, they gave “delighted with their donations” and “contributed to the Lord with a willing attitude” (2 Chron 29:9). Some Fundraising Take Aways Rather than trying to gain praise, David gives the praise to God and leads the people in praising God. He leveraged his position to influence the giving of the leaders. Moreover, he challenged an older generation to fundraise generously on the behalf of the younger generation (1 Chron 29:1).
  • David’s prayer shows the lack of pride in his presentation. As with the previous story, God is the source and recipient of all giving. “But who am I and who are my people, that we should be in a position to contribute this much? Indeed, everything comes from you [God], and we have simply given back to you what is yours.” (2 Chron 29:14). He knows he’s dependent on God for all he has. And once again, the leaders don’t give to David or the temple, they gave “delighted with their donations” and “contributed to the Lord with a willing attitude” (2 Chron 29:9). Some Fundraising Take Aways Rather than trying to gain praise, David gives the praise to God and leads the people in praising God. He leveraged his position to influence the giving of the leaders. Moreover, he challenged an older generation to fundraise generously on the behalf of the younger generation (1 Chron 29:1).
  • David’s prayer shows the lack of pride in his presentation. As with the previous story, God is the source and recipient of all giving. “But who am I and who are my people, that we should be in a position to contribute this much? Indeed, everything comes from you [God], and we have simply given back to you what is yours.” (2 Chron 29:14). He knows he’s dependent on God for all he has. And once again, the leaders don’t give to David or the temple, they gave “delighted with their donations” and “contributed to the Lord with a willing attitude” (2 Chron 29:9). Some Fundraising Take Aways Rather than trying to gain praise, David gives the praise to God and leads the people in praising God. He leveraged his position to influence the giving of the leaders. Moreover, he challenged an older generation to fundraise generously on the behalf of the younger generation (1 Chron 29:1).
  • Some Fundraising Take Aways I think this story points to the legitimacy of asking non-Christians and the government to invest in Kingdom work. It is our first example of a solicitor fasting prior to a solicitation. And we see a fundraiser specifically asking God for His favor before and during solicitations. Once again, God is the prime mover in the fundraising process. Our requests are to build up His kingdom. And He’s pleased to give us His favor in the process.
  • Some Fundraising Take Aways I think this story points to the legitimacy of asking non-Christians and the government to invest in Kingdom work. It is our first example of a solicitor fasting prior to a solicitation. And we see a fundraiser specifically asking God for His favor before and during solicitations. Once again, God is the prime mover in the fundraising process. Our requests are to build up His kingdom. And He’s pleased to give us His favor in the process.
  • Some Fundraising Take Aways I think this story points to the legitimacy of asking non-Christians and the government to invest in Kingdom work. It is our first example of a solicitor fasting prior to a solicitation. And we see a fundraiser specifically asking God for His favor before and during solicitations. Once again, God is the prime mover in the fundraising process. Our requests are to build up His kingdom. And He’s pleased to give us His favor in the process.
  • Some Fundraising Take Aways I think this story points to the legitimacy of asking non-Christians and the government to invest in Kingdom work. It is our first example of a solicitor fasting prior to a solicitation. And we see a fundraiser specifically asking God for His favor before and during solicitations. Once again, God is the prime mover in the fundraising process. Our requests are to build up His kingdom. And He’s pleased to give us His favor in the process.
  • 1 Corinthians 16:1-4 2 Corinthians 8 & 9 Philippians 4:10-20 1 Timothy 6:17-19
  • 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?
  • 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
  • How to set up the appointment—what to say and what NOT to say!
  • 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
  • GROUP WORK
  • GROUP WORK
  • GROUP WORK
  • GROUP WORK
  • WHAT SCARES YOU?
  • WHAT SCARES YOU?
  • Chris Brogan’s “storytelling arc” for charity
  • Christian Fundraising & Asking Without Fear!

    1. 1. Extreme Fundraising for Christian Causes Connecting Donors with What Matters to Them Most Marc A. Pitman, The Fundraising Coach, www. fundraisingcoach.com
    2. 2. Is fundraising biblical?
    3. 3. Does it remind you of this?
    4. 4. Or do you think of excitement like this?
    5. 5. Who am I? <ul><li>Former Pastor of the Vineyard Church of Waterville </li></ul><ul><li>Fundraising for faith-based organizations and healthcare, arts, & education </li></ul><ul><li>Creator of the Extreme Fundraising Ezine http://fundraisingcoach.com </li></ul><ul><li>Author of Ask Without Fear! & founder 501MissionPlace.com </li></ul>
    6. 6. Today’s Goals <ul><li>The “Get R.E.A.L.” approach to neutralizing fear and making the ask </li></ul>
    7. 7. Today’s Goals <ul><li>The “Get R.E.A.L.” approach to neutralizing fear and making the ask </li></ul><ul><li>Fundraising in the Bible </li></ul>
    8. 8. Today’s Goals <ul><li>The “Get R.E.A.L.” approach to neutralizing fear and making the ask </li></ul><ul><li>Fundraising in the Bible </li></ul><ul><li>Overcoming objections BEFORE they happen </li></ul>
    9. 9. Fundraising…a privilege
    10. 10. www.FundraisingintheBible.com
    11. 11. Jesus :: Luke 8:1-3; Mt 6:1-4
    12. 12. Jesus :: Luke 8:1-3; Mt 6:1-4 <ul><li>Received donor support </li></ul>
    13. 13. Jesus :: Luke 8:1-3; Mt 6:1-4 <ul><li>Received donor support </li></ul><ul><li>Left/right not = George Mueller </li></ul>
    14. 14. Moses :: Exodus 25, 35, & 36
    15. 15. Moses :: Exodus 25, 35, & 36 <ul><li>God details the need; </li></ul><ul><li>God tells how to use the supplies; </li></ul><ul><li>God prompts Moses to ask for the supplies; </li></ul><ul><li>God prompts certain people to respond; </li></ul><ul><li>the people give to God; </li></ul><ul><li>the gifts are used by craftsmen God gifted </li></ul>
    16. 16. David :: 1 Chronicles 29:1-29
    17. 17. David :: 1 Chronicles 29:1-29 <ul><li>TOTALLY uses the ante-up approach! </li></ul>
    18. 18. David :: 1 Chronicles 29:1-29 <ul><li>TOTALLY uses the ante-up approach! </li></ul><ul><li>“ But who am I and who are my people, that we should be in a position to contribute this much?” </li></ul>
    19. 19. David :: 1 Chronicles 29:1-29 <ul><li>TOTALLY uses the ante-up approach! </li></ul><ul><li>“ But who am I and who are my people, that we should be in a position to contribute this much?” </li></ul><ul><li>If Moses were “clergy,” David is lay/government </li></ul>
    20. 20. Nehemiah :: Nehemiah 1 & 2
    21. 21. Nehemiah :: Nehemiah 1 & 2 <ul><li>Love that he’s real with his emotions </li></ul>
    22. 22. Nehemiah :: Nehemiah 1 & 2 <ul><li>Love that he’s real with his emotions </li></ul><ul><li>The “YMCA Approach” </li></ul>
    23. 23. Nehemiah :: Nehemiah 1 & 2 <ul><li>Love that he’s real with his emotions </li></ul><ul><li>The “YMCA Approach” </li></ul><ul><li>God is the prime mover in fundraising </li></ul>
    24. 24. Paul <ul><li>1 Corinthians 16:1-4 </li></ul><ul><li>2 Corinthians 8 & 9 </li></ul><ul><li>Philippians 4:10-20 </li></ul><ul><li>1 Timothy 6:17-19 </li></ul>
    25. 25. Let's Get R.E.A.L.! <ul><li>R esearch </li></ul>
    26. 26. Let's Get R.E.A.L.! <ul><li>R esearch </li></ul><ul><li>E ngage </li></ul>
    27. 27. 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>
    28. 28. 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>
    29. 29. Research <ul><li>About your goals: </li></ul><ul><li>Case statement </li></ul>
    30. 30. Research <ul><li>About your goals: </li></ul><ul><li>Case statement </li></ul><ul><li>Gift table </li></ul>
    31. 31. 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>
    32. 32. Case Statementsearch
    33. 33. www.GiftRangeCalculator.com
    34. 34. Naming Opportunities
    35. 35. Naming Opportunities
    36. 36. Research <ul><li>About your prospect </li></ul><ul><li>Tools </li></ul><ul><ul><li>Google it </li></ul></ul>
    37. 37. Research <ul><li>About your prospect </li></ul><ul><li>What are their values? </li></ul><ul><ul><li>Convenience </li></ul></ul><ul><ul><li>Learning for kids </li></ul></ul><ul><ul><li>Community </li></ul></ul><ul><ul><li>Internet Access </li></ul></ul><ul><ul><li>Not creating converts, helping them simply take action </li></ul></ul>
    38. 38. Research <ul><li>From the Ask Without Fear DVD & Resource CD www.FundraisingCoachDVDs.com </li></ul>
    39. 39. 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>
    40. 40. 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>
    41. 41. 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>
    42. 42. 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>
    43. 43. 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>
    44. 44. Multiple Tools <ul><li>Phone </li></ul><ul><ul><li>be natural </li></ul></ul>
    45. 45. 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>
    46. 46. 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>
    47. 47. Multiple Tools (cont) <ul><li>Mail </li></ul><ul><ul><li>“ This made me think of you” notes </li></ul></ul>
    48. 48. Multiple Tools (cont) <ul><li>Web </li></ul><ul><ul><li>Where's the banana? </li></ul></ul>
    49. 52. Ask <ul><li>#1 Reason people don't give? </li></ul>
    50. 53. Setting up the appointment
    51. 54. Setting Up the Appointment
    52. 55. Setting Up the Appointment <ul><li>Be clear </li></ul><ul><ul><li>“ I’d like to talk about your support of the project…” </li></ul></ul><ul><ul><li>DON’T get into an ask on the phone </li></ul></ul>
    53. 56. Setting Up the Appointment <ul><li>Be clear </li></ul><ul><ul><li>“ I’d like to talk about your support of the project…” </li></ul></ul><ul><ul><li>DON’T get into an ask on the phone </li></ul></ul><ul><li>Go in pairs when possible! </li></ul><ul><ul><li>Keeps accountable </li></ul></ul><ul><ul><li>You see different things </li></ul></ul>
    54. 57. Making the Ask <ul><li>Ask for a specific dollar amount </li></ul><ul><ul><li>The complete dollar amount ($1,000 vs. $84/month) </li></ul></ul>
    55. 58. SHUT UP
    56. 59. Making the Ask <ul><li>Ask for a specific dollar amount </li></ul><ul><ul><li>The complete dollar amount ($1,000 vs. $84/month) </li></ul></ul><ul><ul><li>SHUT UP </li></ul></ul><ul><ul><ul><li>The prospect needs time to process your request </li></ul></ul></ul><ul><ul><ul><li>You need to respectfully give her as much time as she needs </li></ul></ul></ul><ul><ul><ul><li>She’ll let you know she’s done by talking first </li></ul></ul></ul>
    57. 60. Ask <ul><li>Find a connection and put the plug into the outlet! </li></ul><ul><li>Make It Easy </li></ul>
    58. 61. Different Strokes for Different Folks: <ul><li>D ominant </li></ul>
    59. 62. Different Strokes for Different Folks: <ul><li>D ominant </li></ul><ul><li>I nspiring </li></ul>
    60. 63. Different Strokes for Different Folks: <ul><li>D ominant </li></ul><ul><li>I nspiring </li></ul><ul><li>S teady </li></ul>
    61. 64. 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>
    62. 65. Different Strokes for Different Folks: <ul><li>Avoiding the “My Way or the Highway” Mistake </li></ul><ul><ul><li>D ominant </li></ul></ul><ul><ul><li>I nspiring </li></ul></ul><ul><ul><li>S teady </li></ul></ul><ul><ul><li>C alculating </li></ul></ul>
    63. 66. Different Strokes for Different Folks: <ul><li>Avoiding the “My Way or the Highway” Mistake </li></ul><ul><ul><li>D ominant </li></ul></ul><ul><ul><li>I nspiring </li></ul></ul><ul><ul><li>S teady </li></ul></ul><ul><ul><li>C alculating </li></ul></ul>Remember: speak to the head & the heart
    64. 67. Different Strokes for Different Folks: <ul><li>Outgoing </li></ul>
    65. 68. Different Strokes for Different Folks: <ul><li>Reserved </li></ul>
    66. 69. Different Strokes for Different Folks: <ul><li>Task- </li></ul><ul><ul><li>focused </li></ul></ul>
    67. 70. Different Strokes for Different Folks: <ul><li>People-focused </li></ul>
    68. 71. Different Strokes for Different Folks: <ul><li>D ominant </li></ul>
    69. 72. Different Strokes for Different Folks: <ul><li>I nspiring </li></ul>
    70. 73. Different Strokes for Different Folks: <ul><li>S teady </li></ul>
    71. 74. Different Strokes for Different Folks: <ul><li>C alculating </li></ul>
    72. 75. 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>
    73. 76. 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>
    74. 77. 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>
    75. 78. 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>
    76. 80. 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>
    77. 81. 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>
    78. 82. Handling Objections <ul><li>What are common ones? </li></ul><ul><ul><li>One per post-it note </li></ul></ul><ul><ul><li>Group together! </li></ul></ul>
    79. 83. Handling Objections <ul><li>What are common ones? </li></ul><ul><ul><li>One per post-it note </li></ul></ul><ul><ul><li>Group together! </li></ul></ul><ul><ul><li>Usually only 7-10 themes! </li></ul></ul>
    80. 84. 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>
    81. 85. 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>“ how could we get in your top 10 giving priorities?” </li></ul></ul>
    82. 86. Handling Objections <ul><li>Usually only 5-7! </li></ul>
    83. 87. Handling Objections <ul><li>Usually only 5-7! </li></ul><ul><li>Brainstorm with team </li></ul>
    84. 88. Handling Objections <ul><li>Usually only 5-7! </li></ul><ul><li>Brainstorm with team </li></ul><ul><li>1 objection per note </li></ul>
    85. 89. Handling Objections <ul><li>Usually only 5-7! </li></ul><ul><li>Brainstorm with team </li></ul><ul><li>1 objection per note </li></ul><ul><li>Post on the wall </li></ul>
    86. 90. 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>
    87. 91. 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>
    88. 92. Dealing with F.E.A.R. <ul><li>F alse E vidence A ppearing R eal </li></ul>
    89. 93. 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>
    90. 94. 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>
    91. 95. 501 Mission Place – Chris Brogan <ul><li>Tell the story briefly, end 1 st paragraph with brief summary of the request </li></ul><ul><li>Explain what is getting done </li></ul><ul><li>Ask for what needs to be done (with link) </li></ul><ul><li>Ask them to pass it on </li></ul>
    92. 96. <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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