get r.e.a.l.: engage the second step to ask without fear! marc a. pitman, the fundraising coach
TRANSCRIPT
Get R.E.A.L.: EngageThe second step to
ask without fear!
Marc A. Pitman, The Fundraising Coach www.fundraisingcoach.com
Session Goals Basic overview of
engaging
Explain how fundraising is like dating
Explore many ways to engage
Fundraising is an extreme sport!
Here we’re finding the right fit
Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
4. Love/Like/Live
You can’t milk a cow with a letter
7. The Field of Dreams Fiasco
2008 was great for nonprofits
EngageFundraising is like dating
EngageGet to know them
– What got them involved in the nonprofit? What impressed them most?
– What fascinates them
– Office/pictures/trophies
Burg’s Feel Good Questions1.“Dave, how did you get
started in the widget business?”
2.“What do you enjoy most about what you do?”
3.“Mary that is really fascinating what you do. How can I know if somebody I am talking to would be a good prospect for you?”
Burg’s Feel Good Questions…we've said to this person, “I am
interested in you first.” We are being “you” oriented instead of what most people are being “I” oriented, and they really want to know, “What can you do for me?” Now they may not come right out and say that…But we're not doing that. We're taking interest in them. The other thing we are doing is we are getting that person to help us to help them.
Burg’s Feel Good Questions1.“Dave, how did you get
started in the widget business?”
2.“What do you enjoy most about what you do?”
3.“Mary that is really fascinating what you do. How can I know if somebody I am talking to would be a good prospect for you?”
Engage Let them get to know
about what makes your organization unique
Not only your mission, but let them meet your people
Engage Take them backstage
– Construction– Preparing food– Inside classrooms
Give them an “inside” scoop
Multiple ToolsFace-to-face
– ALWAYS the best– This is what brings in
the money
Multiple Tools
Phone
– be natural
– use cue cards but don’t read scripts!
Multiple Tools
E-mail– can work VERY effectively– see my e-course
Multiple Tools
Social networks
Multiple Tools (cont)Mail
– “This made me think of you” notes
– Direct mail programs
Multiple Tools (cont)
Web– Where's the banana?
5. The “My Way or the Highway” Mistreatment
We’re all a blendBUT…this is more real than you know!
Don’t get stuck here!
This can be done in one session over coffee.
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!
Tool shop including: The Creating Donor Evangelists Program
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