Contenu connexe Similaire à Face-to-Face Solicitation (20) Face-to-Face Solicitation1. Everything You Ever Wanted to Know About
Face-to-Face Solicitation, But Were Afraid to Ask
From Preparation to Closing the Gift
David A. Mersky
March 28, 2012
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4. Today’s Speaker
David A. Mersky
Founder and Managing Director
Mersky, Jaffe & Associates
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5. Everything You Ever Wanted to Know
About Face-to-Face Solicitation,
But Were Afraid to Ask:
From Preparation to Closing the Gift
David A. Mersky
Founder and Managing Director
Mersky, Jaffe & Associates
March 28, 2012
©2012 Mersky, Jaffe & Associates
6. Stay tuned until the end…
…for an offer
that you cannot
refuse.
©2012 Mersky, Jaffe & Associates
8. The State of Philanthropy in
America Today
©2012 Mersky, Jaffe & Associates
10. Fear of Asking
• It is legitimate
• We have an in-bred fear of asking for
anything.
• Overlay fear of asking for anything with our
cultural neurosis about money
©2012 Mersky, Jaffe & Associates
11. Asking
• Keys to successful, terror-free asking
• Is this person ready to be asked?
• Have we gotten to know this person enough so that it
would feel natural to ask them to make a financial
contribution to our agency now?
• Would asking this person now be nothing more than
nudging the inevitable?
• If it is too soon to ask, then wait
• Go back, re-listen, re-involve, re-cultivate
©2012 Mersky, Jaffe & Associates
12. Abundance-Based Asking
• People would rather say yes than no.
• Your job as a solicitor is to ask people for that to which they
can naturally say yes.
• People can only contribute freely what they ―have‖ in
abundance.
• Discover what people have in abundance –ask only for that.
• Not looking for sacrificial donors rather to provide positive
experience of giving.
• PATIENCE: donor eagerly anticipates contact as you
deepen relationship further before asking or asking again
©2012 Mersky, Jaffe & Associates
13. Donor Readiness
• Answers your phone calls
• Initiates contacts with you
• Shares passion with others and recruits
• Hangs around longer
• Volunteers more
• Makes gifts-in-kind
• Thinks of self as member of the ―family‖
• Gives advice
©2012 Mersky, Jaffe & Associates
15. Preparing for Each Ask
1. Exactly who will be asked?
• Spouse/Partner
• Children and/or parents
• Business partners
– Respect every one’s vote
©2012 Mersky, Jaffe & Associates
16. Preparing for Each Ask
2. Who will do the asking?
• One person or more than one?
• People most appropriate for particular donor?
• Another board member to enhance the team?
• Is the asker too close to the donor?
• Who is donor’s favorite person?
• By whom would donor be most flattered?
• To whom could this person not say no?
©2012 Mersky, Jaffe & Associates
17. Preparing for Each Ask
3. Where will the Ask take place?
• Your place or theirs?
• At a restaurant or office?
• Are you prepared for it to happen spontaneously?
©2012 Mersky, Jaffe & Associates
18. Preparing for Each Ask
4. Exactly what will be asked for?
• Can be multiple components:
– Undertake a leadership role
– Refer others
– Solicit others
– Leadership gift
– Multi-Year commitment for ―units of program‖
• Tells you are looking for longer-term relationship
• You value talent and time, not just treasure
©2012 Mersky, Jaffe & Associates
19. Preparing for Each Ask
5. What is the bottom-line gift you seek?
• Have a range of asks
• Start with biggest to bottom line
• Include items other than money
©2012 Mersky, Jaffe & Associates
20. Preparing for Each Ask
6. What makes you think this person is ready
to be asked now?
• Recent cues?
• Have you given donor a ―heads-up?‖
• Put yourself in donor’s shoes
• Will donor feel comfortable/receptive to ask now?
©2012 Mersky, Jaffe & Associates
21. Preparing for Each Ask
7. In making this ―Ask,‖ list your biggest
• Concerns
• Fears
• Anxieties
• Reasons for procrastinating
©2012 Mersky, Jaffe & Associates
22. Preparing for Each Ask
8. Does the person have an abundance of that
for which you are asking?
• Donors want to say yes
• Don’t embarrass them
• Do your homework
©2012 Mersky, Jaffe & Associates
23. Preparing for Each Ask
9. What is person’s self-interest in saying yes?
How good would they feel saying yes?
• Or, how sorry will they feel saying no?
• What is their emotional connection?
©2012 Mersky, Jaffe & Associates
24. Preparing for Each Ask
10. What might strengthen this ―Ask?‖
• What could you add that would make saying no
nearly impossible?
• A different asker?
• A memorial gift?
• A leadership gift?
• A challenge or matching gift?
• More years to spread out the payment?
• A particular type of recognition?
©2012 Mersky, Jaffe & Associates
25. Preparing for Each Ask
11. How would this person most like to be
recognized?
• Donors will rarely bring up recognition
• You must weave it into the ask
• ―All donors at this level…‖
– Receptions
– Meetings with speakers
– The ―CEO’s Table‖
– ―Printed‖ acknowledgement
• Provide options for recognition
©2012 Mersky, Jaffe & Associates
26. Preparing for Each Ask
12. How can person invite others to
participate?
• Once donor says yes, it is only natural to share
enthusiasm
• Mention opportunities to engage others
©2012 Mersky, Jaffe & Associates
27. Preparing for Each Ask
13. What would be possible for your agency if
the person says yes?
• Spend time thinking through this question
– What would it mean for your agency?
– What would it mean for the donor?
©2012 Mersky, Jaffe & Associates
28. Preparing for Each Ask
14. What other questions are still unanswered?
• Answers to questions beget more questions
• Be prepared for every conceivable eventuality
©2012 Mersky, Jaffe & Associates
29. Preparing for Each Ask
15. Finally, role play the ask with another
• Provide background on person to be asked
• Tell them some of your biggest fears
• Practice, Practice, Practice
©2012 Mersky, Jaffe & Associates
30. Be Authentic
• Once you have prepared, put it all aside.
• Go to Ask with different agenda.
• How related and connected can you become?
• Listen for every cue.
• Focus on what the donor says right now not on what you
should say next.
The key to a successful Ask is in your being a real human being—not a
robot with a script. Be a regular person who truly cares about this
donor and your agency. The more authentic you can be, the better.
©2012 Mersky, Jaffe & Associates
32. Making a Face-to-Face Appointment
• Prepare for the call to make the appointment
• Clarify your objectives
• who, what, when, where, why and how
• Write a script
• Have your calendar ready
• Put a smile in your voice
• Be gently persistent
©2012 Mersky, Jaffe & Associates
33. Face-to-Face—Heart-to-Heart
• Break the Ice
• Turn the conversation to the organization
• Ask open-ended questions about the prospect’s
experiences/feelings about the organization
• LISTEN—and remember what you hear
• Reinvent the case to relate to the prospect’s hopes,
wishes and concerns
• Explain what’s happening now at the organization
• Share why you made your own commitment
©2012 Mersky, Jaffe & Associates
34. The Trial Close
• Make a trial close,
• DIRECT--―Would you consider strengthening our agency
by joining me with a gift of (the $ rated amount)?
• INDIRECT--―Only you know the right amount for your
family. But our campaign will only be successful if everyone
participates. I am hoping that you will consider a pledge in
the XXXX category with a gift between $XX,XXX and
$XX,XXX.
• BE SILENT—wait patiently for a response
©2012 Mersky, Jaffe & Associates
35. Question
List an objection that you have heard
when you have made an “ask.”
Please type your response into the question box
©2012 Mersky, Jaffe & Associates
36. Managing Objections
• Be prepared to
– Clarify
– Acknowledge
– Resume
– Close
• Ask more than once
• Say nothing each time after you ask
©2012 Mersky, Jaffe & Associates
37. Strategies for Managing Objections
• Do not become argumentative
• After acknowledging and responding to each
objection, close again
• Restate the gift in other terms—an annual,
quarterly or monthly amount
• Wait quietly for a response—ready for the next
objection or a commitment
©2012 Mersky, Jaffe & Associates
38. Wrapping Up and Following Up
• Always end a meeting with agreement
• If a final gift decision, restate the gift
• Say thank you and congratulate the donors
• Inquire how the donors want their gift
recognized—or do they prefer anonymity
©2012 Mersky, Jaffe & Associates
39. Wrapping Up and Following Up
• Follow-up with your personal thank you note whether the gift is
closed or not
– Thank for gift
– Thank for time invested
• Report in to the campaign management team
– Email/call the manager who will inform the rest of the team
– President’s personal acknowledgment letter
– Agency CEO’s institutional acknowledgment and transmittal of pledge
agreement, if appropriate
©2012 Mersky, Jaffe & Associates
41. The Ask: Some Closing Thoughts
• Ask those who already know and love
your agency
• Ask when you know they have that
for which you are asking
• Ask when you know that they are
emotionally connected
©2012 Mersky, Jaffe & Associates
42. The Ask: Some Closing Thoughts
• The ―Ask‖ is an intimate occasion
• No two are ever the same
• First time is like the first dance with one
you hope will be a lifelong dance partner
One person leads
The Donor
• Ask only when they are ready
• Asking=nudging the inevitable
©2012 Mersky, Jaffe & Associates
43. The Ask: Some Closing Thoughts
If prospect says no, then you
• Thank them and ask if there are other ways
they would like to be involved
• Then, figure out how to ask again in the
way and for what they want to be asked
• Finally, ask again—or have the perfect
person ask—so they say yes and feel great
about it.
©2012 Mersky, Jaffe & Associates
44. The Ask: Some Closing Thoughts
• If prospect says yes, but doesn’t feel
great…it is not a ―win.‖
• You do not need contribution that badly.
• You want donors to feel so good about
giving that
• It is a source of supreme personal pleasure
• They have no need for others to know they gave
©2012 Mersky, Jaffe & Associates
45. Donors Introduce Others
• The last step in the cycle
• Donors talk with their friends
• Introduce their friends to your agency
• Natural occurrence
• Donors feel good about their gift
• Happy to hear from you
• Opportunity to deepen your relationship
©2012 Mersky, Jaffe & Associates
46. First Contact After the Gift
• Let donors know how excited you are to receive gift
• Let them know right away
• A telephone call within three days of first gift—basic
follow-up call script
• Thank you
• We value your support and input
• What interests you? Do you have any advice? Is
there any other way you would like to become
involved?
• LISTEN
• Any one you might invite to learn what we are
doing?
©2012 Mersky, Jaffe & Associates
47. Engage Donors to Grow the Circle
• Ask donors to host an event
• Trust you to do for their friends and family what
you did with them.
• Treat friends with utmost care and respect
• Make no assumptions
• The dream—each referral becomes a lifelong
donor with an ever-widening circle
• The circle grows exponentially
©2012 Mersky, Jaffe & Associates
48. To receive a free, 12 page…
Manual entitled
EVERYTHING THAT YOU EVER
WANTED TO KNOW ABOUT FACE-TO-
FACE FUNDRAISING,
BUT WERE AFRAID TO ASK
Send an email to david@merskyjaffe.com
©2012 Mersky, Jaffe & Associates
49. Mersky, Jaffe
& Associates
Financial and Human Resource
Development Solutions for Nonprofits
800.361.8689 413.556.1074 fax
www.merskyjaffe.com
OFFICES IN BOSTON AND NEW YORK
©2012 Mersky, Jaffe & Associates
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