asking as an intentional conversation: a better way to get what you want
TRANSCRIPT
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Asking as an Intentional Conversation:
A Better Way to Get What You Want
10/6/16 1pm Eastern
The presentation will begin shortly.
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Before we get started »
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Our guest presenter »Andrea Kihlstedt @AndreaKihlstedt
• speaker, trainer, coach and author • 30+ years experience • pioneered the concept of Asking Styles • published 4 books on fundraising • founder and president of
Capital Campaign Masters
Nonprofit Storytelling Conference presenter http://andreakihlstedt.com http://capitalcampaignmasters.com/
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Asking as an Intentional ConversationWhat to Say When You Ask (and when to say it)
by Andrea Kihlstedt
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Lizard Brain
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Lion Heart
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A Delicate Balance
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The Asking Process
Select prospects
Prepare to meet
Schedule meeting
Meet Follow through
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Setting Up the Visit
• Letter or email• Then call to schedule
• Handle objections
• Persist!
• Confirm time and location
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Handling Objections
• No time
• Too busy
• No need to meet
• I’ll send a check
• Other expenses
• Not interested
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Gentle Persuasion
The 3 F’s: Feel, Felt, Found
FEEL: I understand how you feel
FELT: I’ve felt that too
FOUND: But I’ve found that…
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The Meeting
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Asking is an Intentional Conversation.
HERE THERE
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Wall of Words
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A 6-Part Pattern for Intentional Conversations
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You are both conductor and participant.
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SettleSmall talk until everyone’s attention is fully in the room.
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SettleSmall talk until everyone’s attention is fully in the room.
Shall we get to work?
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Confirm1. Purpose of visit 2. Amount of time
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ConfirmMay I ask you some questions?
1. Purpose of visit 2. Amount of time
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ExploreIntersecting interests between the donor and the organization
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ExploreIntersecting interests between the donor and the organization
This might interest you.
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AskGrows out of donor’s interest
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AskGrows out of donor’s interest
Would you consider a gift of $_______?
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ExploreDiscuss the possibility and terms of a gift.
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ExploreDiscuss the possibility and terms of a gift.
Let’s summarize and review next steps
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ConfirmRestate agreement and clarify next steps.
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RolesSolicitor / Prospective Donor
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Timing(Very) Approximate
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Want to go out to dinner?Try an intentional conversation
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Asking as in Intentional Conversation
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Get curious!
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Become a Sounding Board
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Shift the Balance
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capitalcampaignmasters.com
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Questions?
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Our next free webinar »
Advanced Storytelling: Why Talking About Money Helps You Raise More
Thursday, Oct. 13th – 1:00pm Eastern
Lori Jacobwith
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