You can ask for major gifts confidently and elegantly following the SIMPL model

1. THE SIMPL… ASK
ESSENTIALS OF MAJOR GIFT
FUNDRAISING

2. SIMPL…. A Model for
Successful Asking

3. What holds us back is often…
• “What will they think of me…?
• “What if I say something inappropriate…?
• “What if I can’t answer their questions…?
• “What if they say no…?”

4. SIMPL… can help you overcome these fears
• puts you in control
• gives confidence
• provides a map for the meeting

5. S & I are for Showing Interest

6. Rapport
• the easiest way to rapidly establish rapport with
anyone is simply to SHOW INTEREST in them

7. Ways of building rapport
Ask open questions and show genuine interest:
• “Who was the greatest influence on you growing up?
• “What aspects of the care system today concern you most?”
• “Where did your family used to spend most time when you lived
here?”
• “When did you last visit the museum?”
• “Why did you start donating to charity?”

8. Ways of building rapport
Use clean questions, such as
• “And [their words]…?”
• “Is that [their words]…?”
• “So you think [their words]…?”
• “What is it about [their words]…?”

9. What happens when the person
responds?
• listen, make attention signs (nod in agreement, say
“yes”)
• retain eye contact while noting down key concerns:
their needs, problems, questions, issues
• remember these key concerns for matching in the
next stage of the model
• briefly prompt to get more information (but now is
not the best time to reply to each concern in detail)

10. M for MATCHING

11. How do you start to match?
• consciously stop the open and clean questioning and move into
matching their key concerns in a natural and unforced manner
• bundle the person’s key concerns together
“You mentioned you have concerns about the lack of creativity and self
confidence in young people…and that their literacy standards are poor”
• match several key needs with specific benefits in the case
“Did you know that our students spend a minimum of six hours a week doing
music, drama or art? Our new creative arts centre will enable even greater
choice”

12. Emphasize the benefits not the features
Show the person how their bequest will add value
• how early clinical intervention will be enabled using the improved
medical facilities.
• the effect the new designs will have on the quality of the
teaching environment.
• that world-class researchers will be attracted to work at the
institution as a result of the new amenities.

13. P is for PACING

14. Ways of pacing
Use assumptive statements and closed questions to
find out if the other person will confirm agreement
with the case for support:
• “So you would agree with us that …….?”
• “Just to clarify, do you feel happy with ….?”
• “Do you think we are going about this the right way?”

15. Pacing is putting you in control
• you will be getting signals that the other person is ready to
be asked
• you are in rapport
• you have matched their interest
• there is no obstacle to asking them for a gift

16. L is for LEADING to the
Ask

17. Rehearse the ask
Practice the ways you will ask, so you feel comfortable:
• “Would you consider naming ……….. for $XXXXX?”
• “Council is offering naming rights to rooms for $XXXX”
• “We are looking for $XXXXX to ensure this suite is provided
and fully equipped”
• “Other parents interested in the project have come on board
for $XXXX ”
• “I’ve given $XXXX for a…... Would you join me?”

18. And what happens after you ask?
Wait, stay silent - who speaks first loses!
• the other person is thinking about the ask
• look them in the eye, expectantly but patiently
• do not interrupt the silence through your own nervousness

19. Remember the L.A.W.
• L is for lead
• A is for ask
• W is for wait

20. If the person says “Yes” but you can’t
pin them down to details
• all you want at this stage is to get agreement to a
bequest in principle
• you are now ready for negotiating the gift details

21. If you get a “No””?
• uncover the reason
• thank them for sharing that information (and do
not argue with their decision!)
• move on to the end part of the meeting
• see them as a future “Yes”

22. If you get a “maybe”?
• don’t worry.
• gifts are often not agreed in one meeting
but through a series of meetings

23. Ending the meeting
• lead to the end of the meeting by using one of
several key phrases:
• “When will you be in a position to decide?”
• “What further information do you need?”
• “Would you like to bring [a family member] to one of our
open days to learn what we are doing?”

24. Summary of the Gift
Asking Model

25. How do you ask successfully?
• you SHOW INTEREST in the person by asking
interested, clean and open questions
• you MATCH the person’s key points to the benefits
your case for support offers
• you PACE and confirm that the person’s key points
are matched by these benefits
• you LEAD to the rehearsed ASK and WAIT for the
reply

26. Remember
• asking is the start of getting…
• if you don’t ask, you don’t get!

27. Making the most of the Gift
Asking Model

28. SIMPL – 4 part model
1. SI = showing interest
2. M = match
3. P = pace
4. L = lead to the Close

29. Look on the model as your route map
 remind yourselves of SIMPL before each meeting
• if you lose your way at any time during the meeting,
return to the SIMPL route map
• decide, agree and rehearse your Ask line
• remember the LAW!

30. Use it, schmooze it, then lose it!
• use it: try out SIMPL… every time you meet with a
prospect
• schmooze it - adapt it creatively to your own personal and
verbal style
• lose it - know when to internalize it, adapt it or discard it

31. It’s that SIMPL….