ignited fundraising the art of asking - gotr summit 2016

Presenter: Lori L. Jacobwith, Founder, Ignited Fund raisingPresenter: Lori L. Jacobwith, Founder, Ignited Fund raising

The Art of AskingFor Money AND MORE

Tweeting?

Who Have I Not Met Yet?

Lori L. Jacobwith

• 30 years in the social sector.

• Since 2001 has helped NPOs raise $300 million from individual donors. And counting.

• Master Storyteller, Fundraising Culture Change Expert, Author, Speaker, Trainer.

• Former Executive Director, Development Director & Board Member

LJacobwith

@LJacobwith

www.ignitedfundraising.com

WHY I Do What I Do

Dorcas Grigg-Saito, CEO, LCHC

Two Quick Questions

Biggest Fundraising Challenges?

How Many Active Individual Donors?

What people want when they support a cause:

To make a difference

To feel personally connected to something greater than themselves

To feel useful

To get the warm glow of giving

Great Gaping Disconnect

~ Katya Andresen, Formerly with Network for Good

What people often get when they support a cause:A tax receipt

Statistics, facts & figures

A newsletter…sometimes

An appeal to give (more) money

There needs to be more of what people want in their experience with us.

Great Gaping Disconnect

~ Katya Andresen, Formerly with Network for Good

One Word To Describe Asking For Money

Where We’re Heading

This Session• What do Donors Want?

• Nonprofit Manifesto

• How Much Money & Why?

• Who to Ask?

• 7 Steps to Remember

• Asking Practice

Write This Down

What is the largest financial gift you are comfortable asking for?

Nonprofit Manifesto

In Defense of Raising Money:

A Nonprofit Manifesto

http://bit.ly/OVkOGB

1. Asking for money is not all about the money.

2. People think storytelling is a gift, not a skill.

3. Money = Power

4. I’m Terrified You’ll Say “No.”

…of engaged, passionate

evangelists for your mission…

5. Create A Tribe

Fundraising consistent with your mission, will always produce enough money.

~ Lynne Twist

Be Clear:How Much & Why?

Need = Something Missing

Message Pyramid

Why you exist: The need for your organization

Your Money Story

Program messages

One Person Example

Understanding comes from the

top down

Conversations come from the

bottom up

What Exactly Do You Want Me to DO?

List: Your Funding Gap & More

Who To Ask?

Identify People Who Are

• Passionate about Girls on the Run

• Inspired and…

• Excited & interested to know more

Opportunity Chart

Your Council

• At least 10 names from different spokes on your Opportunity Chart

• People who know your organization well

• People who may have already given but you know could give more

List: People Who Know You Well

Seven Steps to Remember

Step 1: Who Knows Them?

• What are they passionate about?

• Why would they give to us?

• What is their capacity?

Step 2: What Do We Know?

Step 3: What Can We Invite Them To?

Utilize “Business as Usual” Events As Cultivation Opportunities

Image Source: GOTR Heart & Sole Information Night - Temperance

List: Cultivation Opportunities

Who should call?

Where to meet?

Step 4. Make the Call & Set Meeting

…Is setting up the meeting

85% of getting the gift

Don’t Make Your Case on The Phone

Go in Pairs

At least 50% of time is spent listening.

Make sure to have a PLAN so you know when

to be quiet.

Step 5: Meeting is a Discussion

10 - 15% - Greeting/Connecting

10 - 15% - Program or General Updates

50 to 55% - Listening

10% - Wrap up & Next Steps

Time Allocation For Meetings

Only Ask People Who Are Ready to Give

• Think of it as deepening the relationship, not the end result

• Nudging the inevitable

• Be prepared

Gift Solicitation

Take No More Than 11 Minutes…

…to present your project

or the campaign.

~ Source: Jerold Panas

Make sure the ball is in YOUR court.

Step 6. Close Meeting & Set Next Steps

“What looks like resistance is often lack of clarity.”

~ Chip & Dan Heath, Switch

• Thank you note sent and/or call made.

• Follow up materials identified and sent.

• Timeline: Within 24 hours.

• Enter info into donor tracking system & your calendar.

Step 7. Follow-up

“ Here’s YOUR impact…”

Feeling Good Is What We Sell

Let’s ASK!

Always Practice First

Dopamine:

“The brain’s pleasure circuits are activated by acts of charity.”

Source: David J. Linden, Ph.D., professor of neuroscience at Johns Hopkins University School of Medicine

Fundraising

…is a call to conversation and to

relationship.

Not just a transactional act.

Ask Practice

Find a Partner • Share with your partner who they are:

Share first name & other details.

• Have a conversation & invite a financial gift

• Donor should say Yes

• After Ask: “Donor” give feedback

• Switch!

Candid Feedback

“In all you do, act as if it’s impossible to fail.”

~Jerold Panas, Asking

Revisit

What is the largest financial gift you are comfortable asking for…NOW?

Fundraising

Deep, profound, relatedness

Your Next Steps

Why I Do This

1. I love making a difference helping high achievers.

2. Attract action-taking people who are committed to raise more.

http://bit.ly/StrategizeWithLori

To Talk With Me:

LJacobwith

@LJacobwith

Fire Starters Blog:http://bit.ly/blog-ignitedfundraising

Free Resourceshttp://bit.ly/freeresources-if

Resources & Staying Connected

Lori L. JacobwithMaster Storyteller & Fundraising

Culture Change Expert

IgnitedFundraising.com

Final Thoughts:

Share:

One thing you learned?

One thing you’ll do differently after today?

Thank You!Thank You!

The Art of AskingFor Money AND MORE