ask without fear! - long form
DESCRIPTION
A copy of the slides I've used on my speaking tour in New Zealand.TRANSCRIPT
Ask Without Fear!Connecting Donors with What
Matters to Them Most
Marc A. Pitman, The Fundraising Coach, www.fundraisingcoach.com
Who am I? Chosen for Seth Godin’s
BullMarket Guide as a person “will shake things up”
Creator of the Extreme Fundraising Ezine (http://fundraisingcoach.com)
Author of Ask Without Fear! and Creating Donor Evangelists
Founder of 501MissionPlace.com
Today’s Goals The “Get R.E.A.L.”
approach to neutralizing fear and making the ask
Today’s Goals The “Get R.E.A.L.”
approach to neutralizing fear and making the ask
7 Common Fundraising Myths
Today’s Goals The “Get R.E.A.L.”
approach to neutralizing fear and making the ask
7 Common Fundraising Myths
3 incredibly effective steps for crafting your message
Fundraising…a privilege
Let's Get R.E.A.L.!
1. Research
Let's Get R.E.A.L.!
1. Research
2. Engage
Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
4. Love/Like/Live
ResearchAbout your goals:
Case statement
ResearchAbout your goals:
Case statement
Gift table
ResearchAbout your goals:
Case statement
Gift table
Naming Opps
Case Statementsearch
www.GiftRangeCalculator.com
Naming Opportunities
Naming Opportunities
ResearchAbout your prospect
Tools– Google it
ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
Be realistic
ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
Be realistic
Avoid Paralysis By Analysis
EngageFundraising 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
Multiple ToolsFace-to-face
– ALWAYS the best– This is what brings in the
money
Multiple ToolsPhone
– be natural
Multiple Tools
E-mail– can work VERY effectively– see my e-course
Multiple Tools
E-mail– can work VERY effectively– see my e-course
Multiple Tools (cont)
Mail– “This made me think of you”
notes
Multiple Tools (cont)
Web– Where's the banana?
Ask#1 Reason people
don't give?
Setting Up the Appointment
Setting Up the AppointmentBe clear
– “I’d like to talk about your support of the project…”
– DON’T get into an ask on the phone
Setting Up the AppointmentBe clear
– “I’d like to talk about your support of the project…”
– DON’T get into an ask on the phone
Go in pairs when possible!– Keeps accountable
– You see different things
Making the AskAsk for a specific dollar amount
– The complete dollar amount ($1,000 vs. $84/month)
Making the AskAsk for a specific dollar amount
– The complete dollar amount ($1,000 vs. $84/month)
– SHUT UP• The prospect needs time to process your
request• You need to respectfully give her as much
time as she needs• She’ll let you know she’s done by talking first
Ask
Find a connection and put the plug into the outlet!
Make It Easy
Different Strokes for Different Folks:Dominant
Different Strokes for Different Folks:Dominant
Inspiring
Different Strokes for Different Folks:Dominant
Inspiring
Steady
Different Strokes for Different Folks:Dominant
Inspiring
Steady
Calculating
Therefore, speak to the head & the heart
Different Strokes for Different Folks:Avoiding
the “My Way or the Highway” Mistake
– Dominant– Inspiring– Steady– Calculating
Different Strokes for Different Folks:Avoiding
the “My Way or the Highway” Mistake
– Dominant– Inspiring– Steady– Calculating
Remember: speak to the head & the heart
Different Strokes for Different Folks:Outgoing
Different Strokes for Different Folks:Reserved
Different Strokes for Different Folks:Task-
focused
Different Strokes for Different Folks:People-focused
Different Strokes for Different Folks:Dominant
Different Strokes for Different Folks:
Inspiring
Different Strokes for Different Folks:
Steady
Different Strokes for Different Folks:
Calculating
Different Strokes for Different Folks:Dominant
Inspiring
Steady
Calculating
Therefore, speak to the head & the heart
Make It Easy Phraseology
– Make Your Own Gift First!– "I can appreciate that"
Make It Easy Phraseology
– Make Your Own Gift First!– "I can appreciate that"
Props– Renderings– Gift Charts
Make It Easy Phraseology
– Make Your Own Gift First!– "I can appreciate that"
Props– Renderings– Gift Charts
Options: Arrows in your quiver– monthly giving options– Maybe: good, better, best
Tangibilitize your askHeifer.org gives all sorts of gift
ranges represented by different animals:
a $500 gift is symbolized as a gift of a heifer,
$120 a gift of a pig, $60 a trio of rabbits, $20 a gift of chickens. A $5000 gift is “a gift of an ark”!
Tangibilitize your askHeifer.org gives all sorts of gift
ranges represented by different animals:
a $500 gift is symbolized as a gift of a heifer,
$120 a gift of a pig, $60 a trio of rabbits, $20 a gift of chickens. A $5000 gift is “a gift of an ark”!
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.
Handling Objections What are common ones?
– One per post-it note– Group together!
Handling Objections What are common ones?
– One per post-it note– Group together!
Usually only 7-10 themes!
Handling Objections What are common ones?
Don't have the money– when might you?– when may I come back?
Handling Objections What are common ones?
Don't have the money– when might you?– when may I come back?
Giving elsewhere– best objection– “how could we get in your
top 10 giving priorities?”
Love/Like/LiveLove/Like the person
anyway—they're more important than the gift– This business is ALL
about relationships
Love/Like/LiveLove/Like the person
anyway—they're more important than the gift– This business is ALL
about relationships
Live with their response!– You don't always have to
like the response but keep on loving the person
7 Frequent Fundraising Myths1. The Mickey D’s Mistake
2. Cheez-It Treatment
7 Frequent Fundraising Myths1. The Mickey D’s Mistake2. The Cheez-It Treatment3. The Mrs. McTat’s Gaff
Spell-check will catch it faux pas
5. The “My Way or the Highway” Mistreatment
6. The You’re-Good-Enough-To-Go-It-Alone Syndrome
6. The You’re-Good-Enough-To-Go-It-Alone Syndrome
7. The Field of Dreams Fiasco
Crafting Your Message
PYITS
Dealing with F.E.A.R.
The Rule of 3’s
PYITS: An Effective Cure
Dealing with F.E.A.R.
False Evidence Appearing Real
Dealing with F.E.A.R.
False Evidence Appearing Real
Asking for money or helping change a kid’s life?
Rejecting YOU or the cause?
This isn't life or death!
Rule of 3’sWho’s Your Jennifer?
Rule of 3’sWho’s Your Jennifer?
1. Three Attributes
Rule of 3’sWho’s Your Jennifer?
1. Three Attributes
2. Three Channels
Rule of 3’sWho’s Your Jennifer?
1. Three Attributes
2. Three Channels
3. Three Times/Month for Three Months
You Can Do It!BEE YOURSELFMake your gift first!Don't feel guilty that
you're afraidHave courage (it's not
courage without fear)Keep it simpleHave fun!
501 Mission Place – Chris Brogan
Tell the story briefly, end 1st paragraph with brief summary of the request
Explain what is getting done
Ask for what needs to be done (with link)
Ask them to pass it on
Tool shop including: The Creating Donor Evangelists Program
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