AFP Westchester NPD 2013 Asking Styles: A Breakthrough for the Field Brian Saber
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There isn’t one right way to ask for a gift. By asking in a way that suits your Asking Style, you can be more comfortable and more effective as an asker. Throughout the asking process, from selecting one’s prospects to making the ask and following up, using your Asking Style will help you unleash your full asking potential. Join Brian Saber as he presents this powerful new concept in the field, which has been developed by him and his cofounder, Andrea Kihlstedt, through his company, Asking Matters. LEARNING OBJECTIVES/TAKEAWAYS: Understand your Asking Style and how to apply it; Feel more comfortable and more confident as an asker; Know how to better support other askers in your organization.
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AFP Westchester NPD 2013 Asking Styles: A Breakthrough for the Field Brian Saber
- 2. Asking Styles: A Breakthrough in the Field Brian Saber President Asking Matters Ask Your Way to Fundraising Success © 2013 Asking Matters™. All rights reserved.
- 3. © 2013 Asking Matters™. All rights reserved.
- 4. AGENDA • • • • Why Asking Matters Power of Asking Styles Making the Case for Support Five Steps of Asking
- 6. Why Asking Matters © 2013 Asking Matters™. All rights reserved.
- 7. Asking in person is the most effective fundraising you can do... By Mail 2% By Phone 25% In Person 75% © 2013 Asking Matters™. All rights reserved.
- 8. out of 4 3 asks result in a gift © 2013 Asking Matters™. All rights reserved.
- 9. © 2013 Asking Matters™. All rights reserved.
- 11. Asking Styles © 2013 Asking Matters™. All rights reserved.
- 12. Asking Styles Many ways to be effective MANY WAYS TO ASK © 2013 Asking Matters™. All rights reserved.
- 13. Asking Styles How do you interact with people? Extrovert Talk to think Think to talk Introvert © 2013 Asking Matters™. All rights reserved.
- 14. Asking Styles How Do You Take in Information? Extrovert Analytic Intuitive Inductive Fact-oriented Deductive Idea-oriented Introvert © 2013 Asking Matters™. All rights reserved.
- 15. Asking Styles © 2013 Asking Matters™. All rights reserved.
- 16. Rainmaker Fact based Goal oriented Strategic Competitive Driving © 2013 Asking Matters™. All rights reserved.
- 17. Go-Getter Big picture High energy Creative Quick Engaging © 2013 Asking Matters™. All rights reserved.
- 18. Kindred Spirit Feelings oriented Reserved Attentive Conflict averse Caring © 2013 Asking Matters™. All rights reserved.
- 19. Mission Controller Detailed Thorough Methodical Responsible Observant © 2013 Asking Matters™. All rights reserved.
- 20. Asking Styles Fact based Goal oriented Strategic Competitive Driving Detailed Thorough Methodical Responsible Observant Big picture High energy Creative Quick Engaging Feelings oriented Reserved Attentive Conflict averse Caring © 2013 Asking Matters™. All rights reserved.
- 21. Asking Styles What’s the goal? What’s the opportunity? What might go wrong? What moves the heart? © 2013 Asking Matters™. All rights reserved.
- 22. Asking Styles Not more effective. Not less effective. Just different. © 2013 Asking Matters™. All rights reserved.
- 23. © 2013 Asking Matters™. All rights reserved.
- 24. Making the Case for Support © 2013 Asking Matters™. All rights reserved.
- 25. What is a Case? © 2013 Asking Matters™. All rights reserved.
- 26. A compelling set of ideas crafted into a story that moves the teller and the listener © 2013 Asking Matters™. All rights reserved.
- 27. A compelling set of ideas crafted into a story that moves the teller and the listener © 2013 Asking Matters™. All rights reserved.
- 28. A compelling set of ideas crafted into a story that moves the teller and the listener © 2013 Asking Matters™. All rights reserved.
- 29. A compelling set of ideas crafted into a story that moves the teller and the listener © 2013 Asking Matters™. All rights reserved.
- 30. Need vs. Vision © 2013 Asking Matters™. All rights reserved.
- 31. © 2013 Asking Matters™. All rights reserved.
- 32. © 2013 Asking Matters™. All rights reserved.
- 33. Features vs. Benefits © 2013 Asking Matters™. All rights reserved.
- 34. © 2013 Asking Matters™. All rights reserved.
- 35. Benefits=IMPACT • Get people back on their feet • Engage youth productively • Save lives • ????????? © 2013 Asking Matters™. All rights reserved.
- 36. Essential Ingredients of a Case © 2013 Asking Matters™. All rights reserved.
- 37. Essential Ingredients • Paint a picture of the challenge and the vision. • Make a promise you can keep. • Tout your expertise. • Ask for help. © 2013 Asking Matters™. All rights reserved.
- 38. Using Your Asking Style Facts & Figures Outcomes Big Picture Vision Facts & Figures Methods Passion Mission © 2013 Asking Matters™. All rights reserved.
- 39. Using Your Asking Style Facts & Figures Outcomes Goal Stories Facts & Figures Methods Systems Stories Big Picture Vision Participant Stories Passion Mission Personal Stories © 2013 Asking Matters™. All rights reserved.
- 40. © 2013 Asking Matters™. All rights reserved.
- 41. The Five Steps of Asking © 2013 Asking Matters™. All rights reserved.
- 42. What’s Your Asking Style? Select Prepare prospects to meet 1 2 Set up meeting Ask for the gift Follow through 3 4 5 © 2013 Asking Matters™. All rights reserved.
- 43. The Five Steps of Asking Select Prepare prospects to meet 1 2 Set up meeting Ask for the gift Follow through 3 4 5 © 2013 Asking Matters™. All rights reserved.
- 44. 1. Select Prospects The ABCs of Qualifying Prospects A Ability B Belief C Contact © 2013 Asking Matters™. All rights reserved.
- 46. 1. Select Prospects Top Dollar Business contacts New Prospects Foundations Corporations Should be seen’s Friends Acquaintances New Prospects Likely to say “yes” Friends of the organization © 2013 Asking Matters™. All rights reserved.
- 47. 1. Select Prospects Top Dollar Business contacts New Prospects Other Analytics Friends Acquaintances New Prospects Other Intuitives Foundations Corporations Should be seen’s Other Analytics Likely to say “yes” Friends of the organization Other Intuitives © 2013 Asking Matters™. All rights reserved.
- 48. The Five Steps of Asking Select Prepare prospects to meet 1 2 Set up meeting Ask for the gift Follow through 3 4 5 © 2013 Asking Matters™. All rights reserved.
- 49. 2. Prepare to Meet Prospect Research Your Materials The Case Practice An Amount © 2013 Asking Matters™. All rights reserved.
- 50. 2. Prepare to Meet Detailed review Prospect research Clarify goals Summary review Practice out loud Talk to others Detailed review Written script Practice sessions Refresh mission Visit program Prepare questions © 2013 Asking Matters™. All rights reserved.
- 51. The Five Steps of Asking Select Prepare prospects to meet 1 2 Set up meeting Ask for the gift Follow through 3 4 5 © 2013 Asking Matters™. All rights reserved.
- 52. 3. Set Up the Meeting Who participates What is the goal Where do you meet When makes sense Why should the person or organization give How to set it up © 2013 Asking Matters™. All rights reserved.
- 54. 3. Set Up the Meeting Phone & e-mail Alternative dates Phone Follow up email More formal Specific/detailed Letter or e-letter Early in day/week © 2013 Asking Matters™. All rights reserved.
- 55. 3. Set Up the Meeting Phone & e-mail Alternative dates Send material Phone Follow up email Bring material More formal Specific/detailed Send material Letter or e-letter Early in day/week Bring material © 2013 Asking Matters™. All rights reserved.
- 56. The Five Steps of Asking Select Prepare prospects to meet 1 2 Set up meeting Ask for the gift Follow through 3 4 5 © 2013 Asking Matters™. All rights reserved.
- 57. p Ex Settle e l or Co nfi rm Prese nt 4. Ask for the Gift p x E e r lo Confirm An Intentional Conversation © 2013 Asking Matters™. All rights reserved.
- 58. p Ex Settle e l or Co nfi rm Prese nt 4. Ask for the Gift p x E e r lo Confirm An Intentional Conversation © 2013 Asking Matters™. All rights reserved.
- 59. 4. Ask for the Gift Fact based Goal oriented Detailed Thorough Big picture Engaging Mission/stories Listener © 2013 Asking Matters™. All rights reserved.
- 60. 4. Ask for the Gift Fact based Goal oriented Rush to close Detailed Thorough Urge to Control Big picture Engaging Resist closing Mission/stories Listener Anxious about closing © 2013 Asking Matters™. All rights reserved.
- 61. © 2013 Asking Matters™. All rights reserved.
- 62. Pairing Askers © 2013 Asking Matters™. All rights reserved.
- 63. Pairing Askers © 2013 Asking Matters™. All rights reserved.
- 64. The Five Steps of Asking Select Prepare prospects to meet 1 2 Set up meeting Ask for the gift Follow through 3 4 5 © 2013 Asking Matters™. All rights reserved.
- 65. 5. Follow Through Immediate Thanks Alert Everyone Next Steps © 2013 Asking Matters™. All rights reserved.
- 66. 5. Follow Through Tie down details Report progress Further strategy Big gesture Personal thanks Ongoing engagement Detailed written confirmation Precise follow up Solid reporting Make donors feel appreciated Hand-written notes © 2013 Asking Matters™. All rights reserved.
- 67. The Five Steps of Asking Select Prepare prospects to meet 1 2 Set up meeting Ask for the gift Follow through 3 4 5 © 2013 Asking Matters™. All rights reserved.
- 68. © 2013 Asking Matters™. All rights reserved.
Editor's Notes
- Please ask questions BTW, everyone will get a PDF of this presentation next week so no need to write down what’s on the slides
- FACT: 49% of those people from surveyed by Penelope Burk said they could have given more under the right circumstances. Focusing more attention as fundraisers on asking--personal, direct, relationship-based asking--creates those right circumstances.
- Generates empathy, etc. So, if it does, why don’t we do it more: Anxiety.
- Each style has its strengths. There is no such thing as the perfect solicitation or the perfect asker. Embrace your style and play to your strengths. Which one are you - raise hands.
- Most important - must move YOU, the teller
- Second, it must be compelling. What makes it compelling?
- Second, it must be compelling. What makes it compelling?
- Need elicits a reactive emotion. Compassion and sympathy. Think of memorial gifts - they tend to be small but lots of people give them. They’re akin to direct marketing.
- Vision gifts come from a more thoughtful, long-range thought process. These gifts are investments. Investments are bigger. Think capital gifts. When we’re talking about individuals in particular, vision is paramount. This is what galvanizes people to become partners - they become partners in your vision.
- The second important concept is Features vs. Benefits
- What are some of the benefits of your program. How are you impacting people’s lives?
- Then, once you have the main pieces, you customize it for your style.
- Then, once you have the main pieces, you customize it for your style.
- Pairing
- From the top of the conversation, your Asking Style impacts the conversation.......As an introvert......