The document provides tips for non-profit growth strategies and success. It recommends developing a clear strategic plan to define the organization's core and future vision. It also stresses understanding stakeholders by learning how they think and what influences their decisions. Additionally, it advises securing meetings with potential supporters by being specific, confident, and asking the right questions to find needs and benefits.

1. Essential Growth Strategies for Non-Profit Success Denise Patrick Vice President Marketing and Creative Services

2. Start at the Beginning I am worried that _______________________________. If I had to choose one problem I would focus on fixing _________________________. Our biggest challenge in 2009 is going to be ________________________.

3. Don’t Throw the Baby Out With the Bathwater Undervalued Platform? Untapped Insight into Stakeholders? Underexploited Capability?

4. #1- Real Strategic Planning Define the core of your organization. Assess full potential and durability of key differentiation. Develop a point of view about the future and define the status quo Identify full range of options Identify hidden assets Use key criteria to decide with assets to employ in new vision Set up a system to manage course correction

5. Make Something Happen Now Create a short-term (one year) marketing and sales plan. No really. It is time to measure real results.

6. #2 – Understand Your Stakeholder How do they think? What triggers their buying decision? Who influences them? What type of experience are they looking for?

7. #3 – Be Clear Who They Are Make a real list Keep it simple How do you get to them effectively?

8. #4 – Features Tell/Benefits Sell Features tell/brands sell Demonstrate your brand It is a conversation, not a presentation.

9. Understand how they think and what they feel Illustrate your brand experience Plan your experience with your prospect #5 - Approaches

10. #6 – Secure a Meeting Ask for a few minutes Be specific on the time Be confident Pre-meeting assignment

11. #7 – You ARE Your Brand Body language = 55% Tone of voice/inflection = 38% Words / content / logic = 7% Total = 100%

12. #8– Ask the right questions There are three types of questions that will lead you to a commitment: Fact finding Need finding Benefit finding

13. #9– Ask early and often There are three types of objections: They don’t believe you They don’t understand how it works They don’t need you

14. #10– Keep the pipeline filled Find more opportunities Turn opportunities into proposals Blow them away with professionalism Ask them to join you in your vision!

15. Tips & Pointers It’s not easy, get over it You are a brand ambassador all the time You don’t ask, you don’t get Lack of confidence is a killer Never be desperate Throw the pen

16. Tips & Pointers Act like a normal person They have to qualify to be part of your organization Be willing to say no and hear no Value is what they buy It’s always about emotion

17. Q & A