ask without fear expanded: step 1 research
DESCRIPTION
The 1st part of a 3-part webinar expanding on the concepts in the book "Ask Without Fear!"TRANSCRIPT
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Get R.E.A.L.: ResearchThe first step to
ask without fear !Marc A. Pitman, The Fundraising Coach,
www.fundraisingcoach.com
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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
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Today’s Goals Basic overview of
researching
Free tools for defining your case
Easy ways to make sure you make the right ask
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Fundraising…a privilege
Asking for money is one of the most noble opportunities on earth
Like putting a plug into a live socket
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Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
4. Love/Like/Live
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ResearchAbout your goals:
Case statement
Gift table
Naming Opps
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Research: Case Statement
Pros and cons
“Prove it”
Head & Heart
- business plan
- inspiring stories
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Research: Case Statement
Objections:
– Brainstorm them
– Work them into the case statement
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Gift Range Calculatorhttp://blackbaud.com/resources/giftrange/giftcalc.aspx
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Gift Pyramid
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Research: Naming Opportunities
How much would it cost to “name” your charity?
Big ticket items
Participation clubs
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ResearchAbout your prospect
Free Tools
Paid Services
Peer Reviews
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Research: Free Tools
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Research: Paid Services
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Research: Peer Reviews
Traditional Reviews
The “CPI” Review– Three Sections
• Capacity• Philanthropy• Interest
– Rate 1 – 5
Avoid Paralysis By Analysis
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Don’t Get Stuck Here!
Avoid ParalysisBy Analysis
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Coming up in the next classStep 2: Engage!
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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!
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Tool shop including: The Creating Donor Evangelists Program
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