afp san antonio: ask without fear!

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 more!marc@fundraisingcoach.com