asking for a major gift is simpl!!

SIMPL… a model for successful asking

John Godfrey CFRE

What holds us back is often…

• “What will they think of me…?

• “What if I say something inappropriate…?

• “What if I can’t answer their questions…?

• “What if they say no…?”

SIMPL… can help you overcome these fears

• puts you in control

• gives confidence

• provides a map for the meeting

S & I are for Showing Interest

Showing Interest Builds Rapport

• the easiest way to rapidly establish rapport with anyone is simply to show interest in them

Ways of building rapport

Ask open questions and show genuine interest:

• “Who was the greatest influence on your enjoyment of theatre?

• “What aspects of the arts today concern you most?”

• “Where did you used to spend most time when you lived here?”

• “When did you last visit the museum?”

• “What did you start donating to charity for?”

What happens when the person responds?

• listen, make attention signs (nod in agreement, say “yes”)

• remember their key points for matching in the next stage of the model

• briefly prompt to get more information (but now is not the best time to reply to each point in detail)

M for MATCHING

How do you start to match?

• consciously stop the open and clean questioning and move into matching their key concerns in a natural and unforced manner

• bundle the person’s key interests together

“You mentioned you have concerns about the lack of creativity and self confidence in young people?”

• match several key points with specific benefits of your “case”

“Did you know that the kids who come here spend a minimum of six hours a week doing music, drama or art? Our new creative arts centre will enable even greater choice”

Emphasize the benefits not the features

Show the person how their gift will add value

• how theatre design will be enabled using the improved lighting facilities.

• the effect the new designs will have on the quality of the backstage environment.

• that world-class companies will be able to work at the art centre as a result of the new amenities.

P is for PACING

Ways of pacing

Use assumptive statements and closed questions to find out if the other person will confirm agreement with the case for support:

• “So you would agree with us that …….?”

• “Just to clarify, do you feel happy with ….?”

• “Do you think we are going about this the right way?”

Pacing is putting you in control

• you will be getting signals that the other person is ready to be asked

• you are in rapport

• you have matched their interest

• there is no obstacle to asking them for a gift

L is for LEADING to the Ask

And what happens after you ask?

Wait, stay silent - who speaks first loses!

• the other person is thinking about the ask

• look them in the eye, expectantly but patiently

• do not interrupt the silence through your own nervousness

If the person says “Yes” but you can’t pin them down to details

• all you want at this stage is to get agreement to a gift in principle

• you are now ready for negotiating the gift details

If you get a “No””?

• uncover the reason

• thank them for sharing that information (and do not argue with their decision!)

• move on to the end part of the meeting

• see them as a future “Yes”

If you get a “maybe”?

• don’t worry.

• gifts are often not agreed in one meeting but through a series of meetings

Ending the meeting

• lead to the end of the meeting by using one of several key phrases:

• “When will you be in a position to decide?”

• “What further information do you need?”

• “Would you like to bring [a family member] to one of our open days to learn what we are doing?”

Summary of the Gift Asking Model

How do you ask successfully?• you establish rapport with the person by SHOWING

INTEREST through asking clean and open questions

• you MATCH the person’s key points to the benefits your case for support offers

• you PACE and confirm that the person’s key points are matched by these benefits

• you LEAD to the rehearsed ASK and WAIT for the reply

Look on the model as your route map

h remind yourselves of SIMPL before each meeting

• if you lose your way at any time during the meeting, return to the SIMPL route map

• decide, agree and rehearse your Ask line

• remember the LAW!

Use it, schmooze it, then lose it!

• use it: try out SIMPL… every time you meet with a prospect

• schmooze it - adapt it creatively to your own personal and verbal style

• lose it - know when to internalize it, adapt it or discard it

It’s that SIMPL….