Get R.E.A.L.: Engage The second step to ask without fear! Marc A. Pitman, The Fundraising Coach .

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

Send me your email address for a free copy of $100,000 Guide to Email Solicitation e-course

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