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The Assertive Ask

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If you have ever reached this point and struggled with your confidence to make the ASK, Kristal Johnson will prepare you for the next BIG meeting.

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The Assertive Ask

  1. 1. THE ASSERTIVE ASK https://fundjoy.org Kristal M. Johnson, FundJoy LLC
  2. 2. 2 Purpose One Objective: To get a seat at the table
  3. 3. Hashtag #ASSERTIVEASK 3
  4. 4. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org Agenda What I will cover today…. • Donor Engagement - My Story • The 5 CRITICAL steps you should take to prepare yourself for the BIG meeting • Two key areas to focus your conversation • Tips for Introverts, Extroverts and Ambiverts • The #1 strategy you can implement at your next ASK
  5. 5. Donor Engagment – My Story • My nonprofit development career began in Houston, TX. • I wrote my first grant during my internship- GOT THE GRANT! • My first fundraising experience was working with a development team to successfully raise $400,000 for several programs. • Fundraising made me assertive and crushed my shyness https://fundjoy.org
  6. 6. Awesome Services Donor Engagement – My Story https://fundjoy.org ACQUISITION FOLLOW-UP RETENTION
  7. 7. Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org 5 Critical Steps before making The Ask!
  8. 8. 1. Do Your Due Diligence https://fundjoy.org
  9. 9. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org Do Your Due Diligence Check the donor’s background… • Giving history • Board affiliation • Current connection • Events attended
  10. 10. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org Keep this thought in the back of your mind… As you do your research, think, what is the donor interest in our organization?
  11. 11. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org Also, ask questions that will yield in a yes: >>Use your research as a base for the questions.
  12. 12. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org Social media is free prospect research; go beyond LinkedIn.
  13. 13. 2. Create a Connection https://fundjoy.org
  14. 14. Build the relationship, before you make the ask in Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org • Invite the prospect for a tour • Invite the prospect to your next fundraiser or event • Engage the prospect using various communication tools. • Volunteers make the best donors
  15. 15. Do not be discouraged if you receive resistance… in Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org • An initial no is not a cause for alarm • It may take several attempts before a prospect engages with your organization • Know when to walk away
  16. 16. 3. Practice, but don’t overdo it https://fundjoy.org
  17. 17. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org When you practice too much, you: • Second-guess yourself • Sound rehearsed • Lose your passion • Ramble • Appear nervous (body language)
  18. 18. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org Do this instead… • Set your goals for the meeting • Create your talking points • Let the donor lead the conversation • Be flexible in your approach
  19. 19. 4. Review their Social Footprint https://fundjoy.org
  20. 20. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org Take a Modern Approach… -Look at the history of the potential donor’s social media posts -Put in a location tag & fundraising/charity tag for your city. It is a great way to find and cultivate new donors.
  21. 21. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org • TIP: Create a Google Alert
  22. 22. 5. Understand your donor’s unique profile https://fundjoy.org
  23. 23. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org Keep this in mind… • No two asks are alike • The donor motivation is their primary focus • Shift your focus to anticipate and alleviate their concerns
  24. 24. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org Donor preference… • Do they prefer mobile giving, or giving via social media? • Will they fundraise on behalf of your organization, make a pledge, or volunteer their time? • Do they have a history of making recurring gifts: monthly, quarterly or yearly donations? • Do they prefer direct mail campaigns or donating tangible goods?
  25. 25. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org Two key areas to focus your conversation 1. The future of your organization
  26. 26. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org Two key areas to focus your conversation 2. The donor’s interest, concerns and goals
  27. 27. Tips for Introverts, Extroverts and Ambiverts https://fundjoy.org
  28. 28. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org Source: https://www.themuseatdreyfoos.com/top-stories/2018/02/21/are-you-an-extrovert-introvert-or-ambivert/
  29. 29. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org Tips for Introverts- How to build your confidence… • Focus on org info/stats about your cause rather than focusing on your thoughts, appearance and external factors. • Be authentic in your conversation…don’t use filler words • Share a brief success story related to your organization • Gain an understanding of the prospect’s motivation and reiterate your understanding
  30. 30. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org Tips for Ambiverts… Push your personality because you have a good balance already; you are in the perfect position to hold a great conversation in making The Ask.
  31. 31. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org Tips for Ambiverts… If your personality is a mixture between introvert and extrovert features, remain in a neutral position during the conversation.
  32. 32. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org
  33. 33. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org Tips for Extroverts… -Dial it back… -Don’t give in to awkward pauses; may lead to rambling. -Concentrate on the prospects questions and concerns
  34. 34. The Main Difference in a successful donor retention program and an unsuccessful one is… https://fundjoy.org The #1 strategy you can implement at your next ASK… Listen and pause when you talk!
  35. 35. What Kind of Communicator Are You? Take the Quiz at FundJoy.org https://fundjoy.org
  36. 36. “ I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel. --Maya Angelou https://fundjoy.org
  37. 37. Kristal M. Johnson FundJoy LLC learn@fundjoy.org https://fundjoy.org 37 Get the FundJoy newsletter à fundjoy.org

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