afp san antonio: ask without fear!
DESCRIPTION
The version of Ask Without Fear! that I presented to the San Antonio chapter of the AFP on April 9, 2010.TRANSCRIPT
Ask Without Fear!Connecting Donors with What
Matters to Them Most
Marc A. Pitman, The Fundraising Coach, www.fundraisingcoach.com
AFP San Antonio
Fundraising…a privilege
7 Frequent Fundraising Myths1. The Mickey D’s Mistake
7 Frequent Fundraising Myths1. The Mickey D’s Mistake2. The Cheez-It Treatment
7 Frequent Fundraising Myths1. The Mickey D’s Mistake2. The Cheez-It Treatment
3. The Mrs. McTat’s Gaff
7 Frequent Fundraising Myths1. The Mickey D’s Mistake2. The Cheez-It Treatment
3. The Mrs. McTat’s Gaff4. The Spell-Check-Will-Catch-It Faux
Pas
7 Frequent Fundraising Faux Pas’
5. The “My Way or the Highway” Mistreatment
7 Frequent Fundraising Faux Pas’
5. The “My Way or the Highway” Mistreatment
6. The You’re-Good-Enough-To-Go-It-Alone Syndrome
7 Frequent Fundraising Faux Pas’
5. The “My Way or the Highway” Mistreatment
6. The You’re-Good-Enough-To-Go-It-Alone Syndrome
7. The Field of Dreams Fiasco
Let's Get R.E.A.L.!
1. Research
Let's Get R.E.A.L.!
1. Research
2. Engage
Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
4. Love/Like/Live
ResearchAbout your goals:
Case statement
Gift table
Naming Opps
Case Statementsearch
www.GiftRangeCalculator.com
ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
Be realistic
ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
Be realistic
Avoid Paralysis By Analysis
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
Multiple ToolsFace-to-face
– ALWAYS the best– This is what brings in the
money
Multiple ToolsPhone
– be natural
Multiple Tools
E-mail– can work VERY effectively– see my e-course
Multiple Tools
E-mail– can work VERY effectively– see my e-course
Multiple Tools (cont)
Mail– “This made me think of you”
notes
Multiple Tools (cont)
Web– Where's the banana?
Ask#1 Reason people
don't give?
Ask
Find a connection and put the plug into the outlet!
Make It Easy
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
Tangibilitize your askHeifer.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.
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?“
Not interested– Are they comatose? *grin*
Love/Like/LiveLove/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
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!
Organizing StoriesThe Rule of 3’s
Organizing StoriesThe Rule of 3’s0. Define Your Jennifer
Organizing StoriesThe Rule of 3’s0. Define Your Jennifer1. 3 Attributes
Organizing StoriesThe Rule of 3’s0. Define Your Jennifer1. 3 Attributes2. 3 Channels
Organizing StoriesThe Rule of 3’s0. Define Your Jennifer1. 3 Attributes2. 3 Channels3. 3 Times a Month for 3 Months
Repeat. Repeat. Repeat.
Horse vet picture
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
Give me your card for a free copy of $100,000 Guide to Email Solicitation e-course
Free blog, articles, book reviews, and [email protected]