Session to teach the importance of blending people and money stories to raise more money, awareness and other support. Slides used by Lori L. Jacobwith, June 27, 2016, at Girls On the Run (#GOTR) Summit, Orlando, FL breakout session.

1. Presenter: Lori L. Jacobwith, Founder, Ignited FundraisingPresenter: Lori L. Jacobwith, Founder, Ignited Fundraising
The Art of Asking
For Money AND MORE

2. Tweeting?

3. Who Have I Not Met Yet?

4. Lori L. Jacobwith
• 30 years in the social sector.
• Since 2001 has helped NPOs raise $300
million from individual donors.
And counting.
• Master Storyteller, Fundraising Culture
Change Expert, Author, Speaker, Trainer.
• Former Executive Director, Development
Director & Board Member
LJacobwith
@LJacobwith
www.ignitedfundraising.com

5. WHY I Do What I Do
Dorcas Grigg-Saito, CEO, LCHC

6. Two Quick Questions

7. Biggest Fundraising Challenges?

8. How Many Active Individual Donors?

10. What people want when they support a cause:
To make a difference
To feel personally connected to
something greater than themselves
To feel useful
To get the warm glow of giving
Great Gaping Disconnect
~ Katya Andresen, Formerly with Network for Good

11. What people often get when they support a cause:
A tax receipt
Statistics, facts & figures
A newsletter…sometimes
An appeal to give (more) money
There needs to be more of what
people want in their experience
with us.
Great Gaping Disconnect
~ Katya Andresen, Formerly with Network for Good

12. One Word To Describe Asking For Money

13. Where We’re Heading

14. This Session
• What do Donors Want?
• Nonprofit Manifesto
• How Much Money & Why?
• Who to Ask?
• 7 Steps to Remember
• Asking Practice

15. Write This Down
What is the largest
financial gift you are
comfortable asking for?

16. Nonprofit Manifesto

17. In Defense of Raising Money:
A Nonprofit Manifesto
http://bit.ly/OVkOGB

18. 1. Asking for
money is not
all about the
money.

19. 2. People think
storytelling
is a gift, not a
skill.

20. 3. Money = Power

21. 4. I’m Terrified You’ll Say “No.”

22. …of engaged,
passionate
evangelists for
your mission…
5. Create A Tribe

23. Fundraising consistent with
your mission, will always
produce enough money.
~ Lynne Twist

25. Be Clear:
How Much & Why?

26. Need = Something Missing

27. Message Pyramid
Why you exist:
The need for your organization
Your Money Story
Program
messages
One Person
Example
Understanding
comes from the
top down
Conversations
come from the
bottom up

28. What Exactly Do You Want Me to DO?

29. List: Your Funding Gap & More

30. Who To Ask?

31. Identify People Who Are
• Passionate about
Girls on the Run
• Inspired and…
• Excited & interested to
know more

32. Opportunity Chart
Your
Council

33. • At least 10 names from
different spokes on your
Opportunity Chart
• People who know your
organization well
• People who may have already
given but you know could give
more
List: People Who Know You Well

34. Seven Steps to
Remember

35. Step 1: Who Knows Them?

36. • What are they passionate about?
• Why would they give to us?
• What is their capacity?
Step 2: What Do We Know?

37. Step 3: What Can We Invite Them To?

38. Utilize “Business as Usual” Events
As Cultivation Opportunities
Image Source: GOTR Heart & Sole Information Night - Temperance

39. List: Cultivation Opportunities

40. Who should call?
Where to meet?
Step 4. Make the Call & Set Meeting

41. …Is setting up the
meeting
85% of getting the gift

42. Don’t Make Your Case on The Phone

43. Go in Pairs

44. At least 50% of time is
spent listening.
Make sure to have a
PLAN so you know when
to be quiet.
Step 5: Meeting is a Discussion

45. 10 - 15% - Greeting/Connecting
10 - 15% - Program or General Updates
50 to 55% - Listening
10% - Wrap up & Next Steps
Time Allocation For Meetings

46. Only Ask People Who Are Ready to Give

47. • Think of it as deepening
the relationship, not the
end result
• Nudging the inevitable
• Be prepared
Gift Solicitation

48. Take No More Than 11 Minutes…
…to present your project
or the campaign.
~ Source: Jerold Panas

49. Make sure the ball is in YOUR court.
Step 6. Close Meeting & Set Next Steps

50. “What looks like resistance is
often lack of clarity.”
~ Chip & Dan Heath, Switch

51. • Thank you note sent and/or call
made.
• Follow up materials identified
and sent.
• Timeline: Within 24 hours.
• Enter info into donor tracking
system & your calendar.
Step 7. Follow-up

52. “Here’s YOUR
impact…”
Feeling Good Is
What We Sell

53. Let’s ASK!

54. Always Practice First

55. Dopamine:
“The brain’s pleasure
circuits are activated by
acts of charity.”
Source: David J. Linden, Ph.D., professor of neuroscience at Johns
Hopkins University School of Medicine

56. Fundraising
…is a call to
conversation and to
relationship.
Not just a
transactional act.

57. Ask Practice
Find a Partner
• Share with your partner who they are:
Share first name & other details.
• Have a conversation & invite a financial gift
• Donor should say Yes
• After Ask: “Donor” give feedback
• Switch!

58. Candid Feedback

59. “In all you do, act as if
it’s impossible to fail.”
~Jerold Panas, Asking

60. Revisit
What is the largest
financial gift you are
comfortable asking
for…NOW?

61. Fundraising
Deep, profound,
relatedness

62. Your Next Steps

63. Why I Do This
1. I love making a difference
helping high achievers.
2. Attract action-taking people
who are committed to raise more.
http://bit.ly/StrategizeWithLori
To Talk With Me:

64. LJacobwith
@LJacobwith
Fire Starters Blog:
http://bit.ly/blog-ignitedfundraising
Free Resources
http://bit.ly/freeresources-if
Resources & Staying Connected
Lori L. Jacobwith
Master Storyteller & Fundraising
Culture Change Expert
IgnitedFundraising.com

65. Final Thoughts:
Share:
One thing you learned?
One thing you’ll do
differently after today?

66. Thank You!Thank You!
The Art of Asking
For Money AND MORE