Ask Without Fear! - Long form

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

Give me your card for a free copy of $100,000 Guide to Email Solicitation e-course

Free blog, articles, book reviews, and more!marc@fundraisingcoach.com