Ask Without Fear! - Long form
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A copy of the slides I've used on my speaking tour in New Zealand.
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Ask Without Fear! - Long form
- 1. Ask Without Fear! Connecting Donors with What Matters to Them Most Marc A. Pitman, The Fundraising Coach, www.fundraisingcoach.com
- 2. 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
- 3. Today’s Goals The “Get R.E.A.L.” approach to neutralizing fear and making the ask
- 4. Today’s Goals The “Get R.E.A.L.” approach to neutralizing fear and making the ask 7 Common Fundraising Myths
- 5. 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
- 7. Let's Get R.E.A.L.! 1. Research
- 8. Let's Get R.E.A.L.! 1. Research 2. Engage
- 9. Let's Get R.E.A.L.! 1. Research 2. Engage 3. Ask
- 10. Let's Get R.E.A.L.! 1. Research 2. Engage 3. Ask 4. Love/Like/Live
- 11. Research About your goals: Case statement
- 12. Research About your goals: Case statement Gift table
- 13. Research About your goals: Case statement Gift table Naming Opps
- 18. Research About your prospect Tools – Google it
- 19. Research About your prospect Tools – Google it – Blackbaud Analytics, Wealth Point, P!N Network
- 20. Research About your prospect Tools – Google it – Blackbaud Analytics, Wealth Point, P!N Network Be realistic
- 21. Research About your prospect Tools – Google it – Blackbaud Analytics, Wealth Point, P!N Network Be realistic Avoid Paralysis By Analysis
- 22. Engage Fundraising 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
- 23. Multiple Tools Face-to-face – ALWAYS the best – This is what brings in the money
- 24. Multiple Tools Phone – be natural
- 25. Multiple Tools E-mail – can work VERY effectively – see my e-course
- 26. Multiple Tools E-mail – can work VERY effectively – see my e-course
- 27. Multiple Tools (cont) Mail –“This made me think of you” notes
- 28. Multiple Tools (cont) Web –Where's the banana?
- 32. Ask #1 Reason people don't give?
- 33. Setting Up the Appointment
- 34. Setting Up the Appointment Be clear –“I’d like to talk about your support of the project…” –DON’T get into an ask on the phone
- 35. Setting Up the Appointment Be 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
- 36. Making the Ask Ask for a specific dollar amount –The complete dollar amount ($1,000 vs. $84/month)
- 37. Making the Ask Ask 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
- 38. Ask Find a connection and put the plug into the outlet! Make It Easy
- 39. Different Strokes for Different Folks: Dominant
- 40. Different Strokes for Different Folks: Dominant Inspiring
- 41. Different Strokes for Different Folks: Dominant Inspiring Steady
- 42. Different Strokes for Different Folks: Dominant Inspiring Steady Calculating Therefore, speak to the head & the heart
- 43. Different Strokes for Different Folks: Avoiding the “My Way or the Highway” Mistake –Dominant –Inspiring –Steady –Calculating
- 44. Different Strokes for Different Folks: Avoiding the “My Way or the Highway” Mistake –Dominant –Inspiring –Steady –Calculating Remember: speak to the head & the heart
- 45. Different Strokes for Different Folks: Outgoing
- 46. Different Strokes for Different Folks: Reserved
- 47. Different Strokes for Different Folks: Task- focused
- 48. Different Strokes for Different Folks: People-focused
- 49. Different Strokes for Different Folks: Dominant
- 50. Different Strokes for Different Folks: Inspiring
- 51. Different Strokes for Different Folks: Steady
- 52. Different Strokes for Different Folks: Calculating
- 53. Different Strokes for Different Folks: Dominant Inspiring Steady Calculating Therefore, speak to the head & the heart
- 54. Make It Easy Phraseology – Make Your Own Gift First! – "I can appreciate that"
- 55. Make It Easy Phraseology – Make Your Own Gift First! – "I can appreciate that" Props – Renderings – Gift Charts
- 56. 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
- 58. Tangibilitize your ask Heifer.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”!
- 59. Tangibilitize your ask Heifer.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.
- 60. Handling Objections What are common ones? – One per post-it note – Group together!
- 61. Handling Objections What are common ones? – One per post-it note – Group together! Usually only 7-10 themes!
- 62. Handling Objections What are common ones? Don't have the money – when might you? – when may I come back?
- 63. 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?”
- 64. Love/Like/Live Love/Like the person anyway—they're more important than the gift –This business is ALL about relationships
- 65. Love/Like/Live Love/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
- 66. 7 Frequent Fundraising Myths 1. The Mickey D’s Mistake
- 68. 7 Frequent Fundraising Myths 1. The Mickey D’s Mistake 2. The Cheez-It Treatment 3. The Mrs. McTat’s Gaff
- 69. Spell-check will catch it faux pas
- 70. 5. The “My Way or the Highway” Mistreatment
- 71. 6. The You’re-Good-Enough-To- Go-It-Alone Syndrome
- 72. 6. The You’re-Good-Enough-To- Go-It-Alone Syndrome
- 73. 7. The Field of Dreams Fiasco
- 74. Crafting Your Message PYITS Dealing with F.E.A.R. The Rule of 3’s
- 75. PYITS: An Effective Cure
- 76. Dealing with F.E.A.R. False Evidence Appearing Real
- 77. 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!
- 78. Rule of 3’s Who’s Your Jennifer?
- 79. Rule of 3’s Who’s Your Jennifer? 1. Three Attributes
- 80. Rule of 3’s Who’s Your Jennifer? 1. Three Attributes 2. Three Channels
- 81. Rule of 3’s Who’s Your Jennifer? 1. Three Attributes 2. Three Channels 3. Three Times/Month for Three Months
- 82. You Can Do It! BEE YOURSELF Make your gift first! Don't feel guilty that you're afraid Have courage (it's not courage without fear) Keep it simple Have fun!
- 83. 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
- 84. 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
Notes de l'éditeur
- Asking for money is one of the most noble opportunities on earth Like putting a plug into a live socket great American tradition--though philanthropy has been around since the beginning people often don't have the privilege of earning an income doing what matters most to them
- Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- Case Statement
- Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- Fundraising 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
- Face-to-face ALWAYS the best This is what brings in the money Phone be natural works when done together (although I hate to admit it!) if that's not an "excuse" for calling, maybe set up a time by e-mail E-mail can work VERY effectively see my e-course DON'T SPAM!
- Face-to-face ALWAYS the best This is what brings in the money Phone be natural works when done together (although I hate to admit it!) if that's not an "excuse" for calling, maybe set up a time by e-mail E-mail can work VERY effectively see my e-course DON'T SPAM!
- Face-to-face ALWAYS the best This is what brings in the money Phone be natural works when done together (although I hate to admit it!) if that's not an "excuse" for calling, maybe set up a time by e-mail E-mail can work VERY effectively see my e-course DON'T SPAM!
- Face-to-face ALWAYS the best This is what brings in the money Phone be natural works when done together (although I hate to admit it!) if that's not an "excuse" for calling, maybe set up a time by e-mail E-mail can work VERY effectively see my e-course DON'T SPAM!
- Web where's the banana: Seth Godin's big red fez check out my sites: fundraisingcoach.com and marcpitman.com -- what's the banana? Mail Time honored Cop-out? Face-to-face is more effective... get the best copywriting, direct mail expertise Blue signature Courier New font out pulls SBS example stats and %--SEE MY JUNE BLOG POST vs. story of alumna/employee/mom Same author, which works better?
- Web where's the banana: Seth Godin's big red fez check out my sites: fundraisingcoach.com and marcpitman.com -- what's the banana? Mail Time honored Cop-out? Face-to-face is more effective... get the best copywriting, direct mail expertise Blue signature Courier New font out pulls SBS example stats and %--SEE MY JUNE BLOG POST vs. story of alumna/employee/mom Same author, which works better?
- #1 Reason people don't give? Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Find a connection and put the plug into the outlet! Make It Easy Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Don’t skip this step! No longer a guess, now you know the donor and can find the things most likely to excite them
- Phraseology Make Your Own Gift First! "would you join me in supporting...?" much easier to ask even if employed by the nonprofit--ESPECIALLY if employed by the nonprofit! "I can appreciate that" Props Show what the campaign will build Show pictures of the people being impacted Options: More arrows in your quiver monthly giving options gift menus "Gift in this range?" Can you use the Heifer Project ark concept? (www.heifer.org) w/o getting Cheezity? 2 FLOCKS OF CHICKS can help Papua New Guinea families improve nutrition and replenish their land 2 SHEEP can help United States families produce wool 2 TRIOS OF RABBITS can provide food and income to families in China 2 BEEHIVES can help families in Mexico earn money through sale of honey and beeswax 2 GUINEA PIGS can help Peruvian families add protein to their diets and earn income 2 LLAMAS can improve livestock bloodlines and produce wool for Bolivian families 2 CAMELS can help families in India earn income by transporting agricultural and industrial materials 2 DONKEYS can supply animal draft power for farmers in Zimbabwe 2 GOATS can help two Romanian families provide milk for their children and earn extra income 2 OXEN can pull plows and carts in Cameroon 2 COWS can bring milk and income to a Bangladesh village 2 TRIOS OF DUCKS can help families in Thailand generate income through the sale of eggs and birds 2 WATER BUFFALO can help Filipino families increase rice production through animal draft power 2 FLOCKS OF GEESE can help two families in Ghana better their nutrition and income through the production of eggs and meat 2 PIGS can enable Dominican Republic families attain greater self-reliance Testing shows better responses with 2 or 3 choices--but keep testing for yourself! Maybe: good, better, best
- Phraseology Make Your Own Gift First! "would you join me in supporting...?" much easier to ask even if employed by the nonprofit--ESPECIALLY if employed by the nonprofit! "I can appreciate that" Props Show what the campaign will build Show pictures of the people being impacted Options: More arrows in your quiver monthly giving options gift menus "Gift in this range?" Can you use the Heifer Project ark concept? (www.heifer.org) w/o getting Cheezity? 2 FLOCKS OF CHICKS can help Papua New Guinea families improve nutrition and replenish their land 2 SHEEP can help United States families produce wool 2 TRIOS OF RABBITS can provide food and income to families in China 2 BEEHIVES can help families in Mexico earn money through sale of honey and beeswax 2 GUINEA PIGS can help Peruvian families add protein to their diets and earn income 2 LLAMAS can improve livestock bloodlines and produce wool for Bolivian families 2 CAMELS can help families in India earn income by transporting agricultural and industrial materials 2 DONKEYS can supply animal draft power for farmers in Zimbabwe 2 GOATS can help two Romanian families provide milk for their children and earn extra income 2 OXEN can pull plows and carts in Cameroon 2 COWS can bring milk and income to a Bangladesh village 2 TRIOS OF DUCKS can help families in Thailand generate income through the sale of eggs and birds 2 WATER BUFFALO can help Filipino families increase rice production through animal draft power 2 FLOCKS OF GEESE can help two families in Ghana better their nutrition and income through the production of eggs and meat 2 PIGS can enable Dominican Republic families attain greater self-reliance Testing shows better responses with 2 or 3 choices--but keep testing for yourself! Maybe: good, better, best
- Phraseology Make Your Own Gift First! "would you join me in supporting...?" much easier to ask even if employed by the nonprofit--ESPECIALLY if employed by the nonprofit! "I can appreciate that" Props Show what the campaign will build Show pictures of the people being impacted Options: More arrows in your quiver monthly giving options gift menus "Gift in this range?" Can you use the Heifer Project ark concept? (www.heifer.org) w/o getting Cheezity? 2 FLOCKS OF CHICKS can help Papua New Guinea families improve nutrition and replenish their land 2 SHEEP can help United States families produce wool 2 TRIOS OF RABBITS can provide food and income to families in China 2 BEEHIVES can help families in Mexico earn money through sale of honey and beeswax 2 GUINEA PIGS can help Peruvian families add protein to their diets and earn income 2 LLAMAS can improve livestock bloodlines and produce wool for Bolivian families 2 CAMELS can help families in India earn income by transporting agricultural and industrial materials 2 DONKEYS can supply animal draft power for farmers in Zimbabwe 2 GOATS can help two Romanian families provide milk for their children and earn extra income 2 OXEN can pull plows and carts in Cameroon 2 COWS can bring milk and income to a Bangladesh village 2 TRIOS OF DUCKS can help families in Thailand generate income through the sale of eggs and birds 2 WATER BUFFALO can help Filipino families increase rice production through animal draft power 2 FLOCKS OF GEESE can help two families in Ghana better their nutrition and income through the production of eggs and meat 2 PIGS can enable Dominican Republic families attain greater self-reliance Testing shows better responses with 2 or 3 choices--but keep testing for yourself! Maybe: good, better, best
- Do Your Homework asking on death anniversary Google it getting billion dollar electricity company as $250 Duck Race business sponsor Be realistic Avoid Paralysis By Analysis Don't let this be an excuse for not asking! Too many board members see "research" as an effective stall tactic -- sounds reasonable, right?
- GROUP WORK
- GROUP WORK
- GROUP WORK
- GROUP WORK
- cheap is not good stewardship duct tape mentality
- too many options 1. Cheez-It® Original 2. Reduced Fat 3. White Cheddar Crackers 4. Big Cheez-It 5. Cheesy Sour Cream & Onion 6. Parmesan & Garlic 7. Cheddar Jack 8. Party Mix 9. Chili Cheese 10. Hot & Spicy confuses the donor (and asker!) options ARE good but don't let hem get in the way "It is only logical to think that if some choice is good, more is better," says Barry Schwartz, a professor of psychology at Swarthmore College, writing in the April 2004 issue of Scientific American (www.sciam.com). "Yet recent research strongly suggests that, psychologically, this assumption is wrong. Although some choice is undoubtedly better than none, more is not always better than less." Testing shows better responses with 2 or 3 choices--but keep testing for yourself!
- Story of sending board chair out to do his own asking…even after having another board member be happy with $5,000 gift from a $50,000 prospect.
- Not even the Lone Ranger went alone
- If you build it… Nonprofit corollary: If you send it, they will give.
- cheap is not good stewardship duct tape mentality too many options 1. Cheez-It® Original 2. Reduced Fat 3. White Cheddar Crackers 4. Big Cheez-It 5. Cheesy Sour Cream & Onion 6. Parmesan & Garlic 7. Cheddar Jack 8. Party Mix 9. Chili Cheese 10. Hot & Spicy confuses the donor (and asker!) options ARE good but don't let hem get in the way "It is only logical to think that if some choice is good, more is better," says Barry Schwartz, a professor of psychology at Swarthmore College, writing in the April 2004 issue of Scientific American (www.sciam.com). "Yet recent research strongly suggests that, psychologically, this assumption is wrong. Although some choice is undoubtedly better than none, more is not always better than less." Testing shows better responses with 2 or 3 choices--but keep testing for yourself!
- "Credit Denied" mailing nonprofit policy of not putting return address dramatize a family in need upset a lot of donors! do you like calls to sound scripted or natural? give options gift table menu
- WHAT SCARES YOU?
- WHAT SCARES YOU?
- Arrows in your quiver
- Arrows in your quiver
- Arrows in your quiver
- Arrows in your quiver
- Chris Brogan’s “storytelling arc” for charity