christian fundraising & asking without fear!
DESCRIPTION
Here are the slides I used for the Fundraising for Christian causes presented in La Grange, GA.TRANSCRIPT
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Ask Without Fear!Connecting Donors with What
Matters to Them Most
Marc A. Pitman, The Fundraising Coach, www.fundraisingcoach.com
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Is fundraising biblical?
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Does it remind you of this?
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Or do you think of excitement like this?
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Who am I? Former Pastor of the Vineyard Church of Waterville
Fundraising for faith-based organizations and healthcare, arts, & education
Creator of the Extreme Fundraising Ezine http://fundraisingcoach.com
Author of Ask Without Fear! & founder 501MissionPlace.com
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Today’s Goals The “Get R.E.A.L.”
approach to neutralizing fear and making the ask
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Today’s Goals The “Get R.E.A.L.”
approach to neutralizing fear and making the ask
Fundraising in the Bible
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Today’s Goals The “Get R.E.A.L.”
approach to neutralizing fear and making the ask
Fundraising in the Bible
Overcoming objections BEFORE they happen
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Fundraising…a privilege
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www.FundraisingintheBible.com
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Jesus :: Luke 8:1-3; Mt 6:1-4
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Jesus :: Luke 8:1-3; Mt 6:1-4
Received donor support
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Jesus :: Luke 8:1-3; Mt 6:1-4
Received donor support
Left/right not = George Mueller
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Moses :: Exodus 25, 35, & 36
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Moses :: Exodus 25, 35, & 36•God details the need;
•God tells how to use the supplies;
•God prompts Moses to ask for the supplies;
•God prompts certain people to respond;
• the people give to God;
• the gifts are used by craftsmen God gifted
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David :: 1 Chronicles 29:1-29
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David :: 1 Chronicles 29:1-29
TOTALLY uses the ante-up approach!
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David :: 1 Chronicles 29:1-29
TOTALLY uses the ante-up approach!
“But who am I and who are my people, that we should be in a position to contribute this much?”
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David :: 1 Chronicles 29:1-29
TOTALLY uses the ante-up approach!
“But who am I and who are my people, that we should be in a position to contribute this much?”
If Moses were “clergy,” David is lay/government
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Nehemiah :: Nehemiah 1 & 2
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Nehemiah :: Nehemiah 1 & 2
Love that he’s real with his emotions
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Nehemiah :: Nehemiah 1 & 2
Love that he’s real with his emotions
The “YMCA Approach”
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Nehemiah :: Nehemiah 1 & 2
Love that he’s real with his emotions
The “YMCA Approach”
God is the prime mover in fundraising
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Paul 1 Corinthians
16:1-4
2 Corinthians 8 & 9
Philippians 4:10-20
1 Timothy 6:17-19
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Let's Get R.E.A.L.!
1. Research
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Let's Get R.E.A.L.!
1. Research
2. Engage
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Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
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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
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ResearchAbout your goals:
Case statement
Gift table
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ResearchAbout your goals:
Case statement
Gift table
Naming Opps
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Case Statementsearch
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www.GiftRangeCalculator.com
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Naming Opportunities
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Naming Opportunities
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ResearchAbout your prospect
Tools– Google it
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ResearchAbout your prospect
What are their values?
– Convenience– Learning for kids– Community– Internet Access
Not creating converts, helping them simply take action
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Research
From the Ask Without Fear DVD & Resource CD www.FundraisingCoachDVDs.com
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ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
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ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
Be realistic
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ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
Be realistic
Avoid Paralysis By Analysis
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EngageFundraising 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
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Multiple ToolsFace-to-face
– ALWAYS the best– This is what brings in the
money
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Multiple ToolsPhone
– be natural
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Multiple Tools
E-mail– can work VERY effectively– see my e-course
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Multiple Tools
E-mail– can work VERY effectively– see my e-course
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Multiple Tools (cont)
Mail– “This made me think of you”
notes
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Multiple Tools (cont)
Web– Where's the banana?
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Ask#1 Reason people
don't give?
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Setting up the appointment
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Setting Up the Appointment
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Setting Up the AppointmentBe clear
– “I’d like to talk about your support of the project…”
– DON’T get into an ask on the phone
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Setting Up the AppointmentBe clear
– “I’d like to talk about your support of the project…”
– DON’T get into an ask on the phone
Go in pairs when possible!– Keeps accountable
– You see different things
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Making the AskAsk for a specific dollar amount
– The complete dollar amount ($1,000 vs. $84/month)
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SHUT UP
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Making the AskAsk for a specific dollar amount
– The complete dollar amount ($1,000 vs. $84/month)
– SHUT UP• The prospect needs time to process your
request• You need to respectfully give her as much
time as she needs• She’ll let you know she’s done by talking first
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Ask
Find a connection and put the plug into the outlet!
Make It Easy
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Different Strokes for Different Folks:Dominant
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Different Strokes for Different Folks:Dominant
Inspiring
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Different Strokes for Different Folks:Dominant
Inspiring
Steady
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Different Strokes for Different Folks:Dominant
Inspiring
Steady
Calculating
Therefore, speak to the head & the heart
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Different Strokes for Different Folks:Avoiding
the “My Way or the Highway” Mistake
– Dominant– Inspiring– Steady– Calculating
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Different Strokes for Different Folks:Avoiding
the “My Way or the Highway” Mistake
– Dominant– Inspiring– Steady– Calculating
Remember: speak to the head & the heart
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Different Strokes for Different Folks:Outgoing
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Different Strokes for Different Folks:Reserved
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Different Strokes for Different Folks:Task-
focused
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Different Strokes for Different Folks:People-focused
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Different Strokes for Different Folks:Dominant
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Different Strokes for Different Folks:
Inspiring
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Different Strokes for Different Folks:
Steady
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Different Strokes for Different Folks:
Calculating
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Different Strokes for Different Folks:Dominant
Inspiring
Steady
Calculating
Therefore, speak to the head & the heart
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Make It Easy Phraseology
– Make Your Own Gift First!– "I can appreciate that"
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Make It Easy Phraseology
– Make Your Own Gift First!– "I can appreciate that"
Props– Renderings– Gift Charts
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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
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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”!
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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.
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Handling Objections What are common ones?
– One per post-it note– Group together!
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Handling Objections What are common ones?
– One per post-it note– Group together!
Usually only 7-10 themes!
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Handling Objections What are common ones?
Don't have the money– when might you?– when may I come back?
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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?”
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Handling Objections Usually only 5-7!
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Handling Objections Usually only 5-7!
1.Brainstorm with team
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Handling Objections Usually only 5-7!
1.Brainstorm with team
2.1 objection per note
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Handling Objections Usually only 5-7!
1.Brainstorm with team
2.1 objection per note
3.Post on the wall
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Love/Like/LiveLove/Like the person
anyway—they're more important than the gift– This business is ALL
about relationships
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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
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Dealing with F.E.A.R.
False Evidence Appearing Real
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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!
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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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501 Mission Place – Chris Brogan
Tell the story briefly, end 1st paragraph with brief summary of the request
Explain what is getting done
Ask for what needs to be done (with link)
Ask them to pass it on
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Tool shop including: The Creating Donor Evangelists Program
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