https://bloomerang.co/resources/webinars/
Brian Saber will help you discover your Asking Style, its specific strengths and challenges, and how to apply your Style to be a more comfortable and effective fundraiser.
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This presentation is being recorded! โจ
The recording and slides will be emailed to you.
Please chat in any questions for our guest.
We will answer them in the formal Q&A session
at the end of the presentation.
Follow along on Twitter with #Bloomerang @BloomerangTech.
For best audio quality, dial in by phone.โจ
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Before we get started ยป
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Our guest presenter ยป
Brian Saber
@BrianSaber
โข President, Asking Matters
โข 2-time Executive Director
โข Ran major and principal gifts
throughout the Midwest for โจ
Brandeis University
โข Has has led training programs for
Prevent Child Abuse America, the
Archdiocese of Los Angeles, Social
Venture Partners International,
National Public Radio, Volunteers of
America, the U.S. Olympics Committee
5. Brian Saber | ยฉ Copyright 2017
Asking Styles
A Revolutionary Concept
in the Field
Brian Saber | ยฉ Copyright 2017
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president,โจ
asking matters
BrianSaber
presented by
Asking Styles: A Revolutionary Concept in the Field
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Asking Styles: A Revolutionary Concept in the Field
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9. Many ways to ask
Many ways to be effective
Brian Saber | ยฉ Copyright 2017
asking styles
Asking Styles: A Revolutionary Concept in the Field
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how do you interact with people?
extrovert = derive energyโจ
from others
introvert =
talk to think
derive energyโจ
from oneself
think to talk
Asking Styles: A Revolutionary Concept in the Field
asking styles
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how do you take in information?
analytic =
inductiveโจ
fact-oriented
intuitive =
data to idea
deductiveโจ
idea-oriented
idea to data
Asking Styles: A Revolutionary Concept in the Field
asking styles
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fact based
goal oriented
strategic
competitive
driven
Asking Styles: A Revolutionary Concept in the Field
asking styles
big picture
high energy
creative
quick
engaging
feelings oriented
attentive
caring
thoughtful
sel๏ฌess
detailed
thorough
methodical
responsible
observant
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available online at
www.askingmatters.com
โฆor on your smartphone
asking styles
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not more effective
not less effective
just different
Asking Styles: A Revolutionary Concept in the Field
asking styles
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16. five stepsโจ
of the ask
Brian Saber | ยฉ Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
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using your asking style
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Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
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family foundations
friends
should-be-seenโs
likely to say โyesโ
board members
organization friends
top dollar
business contacts
new prospects
friends
acquaintances
new prospects
five steps of the ask
other analytics other intuitives
other analytics other intuitives
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Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
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21. making
your case
Brian Saber | ยฉ Copyright 2017
five steps of the ask
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a compelling set of ideas
crafted into a storyโจ
that moves the tellerโจ
and the listener
a compelling set of ideas
crafted into a storyโจ
that moves the tellerโจ
and the listener
a compelling set of ideas
crafted into a storyโจ
that moves the tellerโจ
and the listener
five steps of the ask
a compelling set of ideas
crafted into a storyโจ
that moves the tellerโจ
and the listener
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whatโs
the goal?
whatโs the
opportunity?
whatโs
the plan?
what movesโจ
my heart?
five steps of the ask
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Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
facts & ๏ฌgures
outcomes & goals
strategies
big picture
vision
possibilities
methods
systems
plans
mission
participant stories
your own stories
goal stories opportunity stories
plan stories heart stories
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25. staff & volunteer
program and fundraising staff
two fundraising staff
two volunteers
partnering
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Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
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Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
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Asking Styles: A Revolutionary Concept in the Field
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Asking Styles: A Revolutionary Concept in the Field
communication
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Asking Styles: A Revolutionary Concept in the Field
very strategic
phone or email
follow-up email/note
spur of the moment
most likely phone
follow-up email/note
more formal/detailed
letter or email
follow-up call
letter or email
follow-up call to letter
early in day or week
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Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
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Asking Styles: A Revolutionary Concept in the Field
SETTLE
CONFIRM
EXPLORE
CONFIRM
EXPLORE
ASK
ยฉAndreaKihlstedt
five steps of the ask
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Asking Styles: A Revolutionary Concept in the Field
Would you consider a gift of
$________ for our _______________ ?
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Asking Styles: A Revolutionary Concept in the Field
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challenging
want to use all the
convincing facts
hardest
tendency to go on
wonโt like the silence
easiest
glad to sit backโจ
and observe
easier
glad to have it over
might go on dueโจ
to anxiety
five steps of the ask
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five steps of the ask
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Asking Styles: A Revolutionary Concept in the Field
tie down details
report progress
further strategy
big gesture
personal thanks
ongoing engagement
detailed written
con๏ฌrmation
precise follow up
solid reporting
make donors feelโจ
appreciated
hand-written notes
quick to move on
to next โsaleโ
rush through without
enough thought
can be too methodical
focus too much on all
donors
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questions?
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How to Determine
Your Unique Asking Style
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