how to fundraise when you are shy or introverted...how to fundraise when you are shy or introverted...

How to Fundraise When You are Shy or Introverted with Brian Saber

2013 Ignited Online Fundraising Community - Lori L. Jacobwith 1

How to Fundraise When You are Shy or Introverted

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Charity How To Partnership

Shy or Introverted © 2013 Asking Matters™. All rights reserved.


Brian Saberwww.askingmatters.com




1. Shy vs. Introverted

2. Asking Styles

3. What Causes Fundraising Anxiety

4. Fundraising in Your Own Style

5. Questions

1. Shy vs. Introverted




SHYSocially inhibited. Having inner emotional

resistance (fear) to approaching or befriending people, or being the center of

attention, or being judged, rejected, or performing poorly or failing.


INTROVERTEDEnergized by being alone, and having one’s energy drained by being around

other people (in particular groups)




2. Asking Styles


Many ways to beEFFECTIVE

Asking Styles

Many ways toASK


Talk to Think

Think to Talk

How you Interact with People



Idea to

Data

Datato

Idea

How you take in Information


Fact basedGoal oriented

StrategicCompetitive

Driving

Big pictureHigh energyCreativeQuickEngaging

Feelings orientedReservedAttentiveConflict averseCaring

DetailedThorough

MethodicalResponsible

Observant

Asking Styles


Fact basedGoal oriented

StrategicCompetitive

Driving

Big pictureHigh energyCreativeQuickEngaging


DetailedThorough

MethodicalResponsible

Observant

Asking Styles



3. What causes our

fundraising anxiety?







+ +






Always rememberit is not about you.


Step 1

Take yourself out of the equation.





What is it about?


What is it about?

The Donor




“No, I can’t give”

The Donor


“I can’t give that much”

The Donor


“The program doesn’t interest me”

The Donor





What is it about?

The Cause






Step 2

Think of yourself as a fact-finder andrelationship builder


• learning • listening• exploring• deepening the relationship

It’s about:




Rule of Thumb

You should talkless than

50%of the time


The Ask is One Phrase

“Would you consider a gift of $____ to our

organization.






LACK OF TRAINING!


You didn’t GROW UP knowing how to Fundraise.

Anxiety aboutMoneyThe OrganizationAsking




Training helps alleviate ANXIETY.

Training BuildsCourageEnergyWillingness


MASTERYTAKES 10,000 HOURSMalcolm Gladwell


We’ve spent a LIFETIMEmastering the art of conversation.




TrainingTraining

Training


Training•Formal Courses•Board/Committee Trainings•Campaign Trainings


Training•Committee Meetings•Board Meetings•Staff Meetings




Training


Step 3

Develop a Training Plan


• Goals• Training Opportunities• Calendar• Budget



4. Fundraising in

Your Own Style


Kindred Spirits



DetailedThoroughMethodicalResponsibleObservant

Mission Controllers




Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift

The Five Steps of Asking


A AbilityB BeliefC Contact

The ABCs of Qualifying Prospects

Select Prospects


Step 4

Choose prospects you are comfortablesoliciting




Select Prospects

Do NOT choose top prospects if

you are not comfortable

soliciting them


•Likely to say “yes”•Friends of the organization

•NO friends or family• Intuitive prospects

Select Prospects

•Corporate•Foundation•Friends & family•Should be seen’s•Other analytics


Prospect ResearchYour MaterialsThe CasePracticeAn Amount

Prepare to Meet




Step 5

Conduct Prospect Research


Prepare - Prospect Research

Review detailedinformation about each prospect

Review less detailedinformation about each prospect


Step 6

Pull together everything you need to tell the story from your perspective




Prepare - Gather Materials

Compile a full package of materialincluding financials and reports

Visit the program and have 2-3 stories prepared


Step 7

Customize your organization’s case based on your style


Prepare - Develop your Case100 people abandon their dogs every week leaving them without food and shelter. We pick up these dogs, make them healthy and find loving families for them. We’ve been doing this for 38 years and have rescued more than 10,000 dogs. The safety and happiness of these dogs depend on you. Donate now.




Prepare - Develop Your Case

What’s the plan? What moves my heart?

“What makes our program so special is the way we work with local communities...”

“The thought of these defenseless dogs wandering the streets is horrifying...”


Prepare - Practice

Step 8

Have practice sessions including role playing . Review lists of conversation questions .


Prepare - An Amount

Step 9

Decide on an ask amount for every one of your prospects.




Set Up the Meeting

Who participatesWhat is the goalWhere do you meetWhen makes senseWhy should the person or organization giveHow to set it up


Set Up the Meeting

Who participates

How to set it up


Step 10

Choose an asking partner .




Executive director & board memberTwo board membersExecutive director and staff memberTwo volunteersTwo staff

Set Up - Who Participates


Mission Controllers



Kindred Spirits





How to Set it Up


How to Set it UpMy Guarantee

...if you make clear that you would like to ask for a gift

...AND you get a meeting

...you will get a giftat least 95% of the time


How to Set it Up

[email protected]




Kindred Spirit:Fear of rejection

Mission Controller:Anxiety about what can

go wrong

How to Set it Up


How to Set it Up


XHow to Set it Up




Step 11

Write first .


Step 11

Write first .

...even if you know the person well


How to Set it Up




How to Set it Up

The Benefits of Writing

• You get to deliver your whole message without interruption• You avoid all the things that can go wrong on the call• When you follow up with a call the donor is fully informed (usually!)• If you’ve emailed (or texted) you get a written response and a good idea of where you stand


The Meeting


Ask for the Gift




Ask for the Gift


Rule of Thumb

You (and your asking partner) should talk

less than 50%of the time


Step 12

Ask




Ask for the Gift

Play to your strengths• good listener• compassionate• stories come from the heart


Ask for the Gift

What to watch out for• it’s not about you• fearful of asking the question• tough to close


Ask for the Gift

Play to your strengths• follow a script well• observant• good at closing




Ask for the Gift

What to watch out for• be willing to cede control• need to go with the flow


Follow Through

• warm note• keep in touch• send brief notes about meeting to staff


Follow Through

• send formal thank you letter

• write up detailed notes on meeting




Step 1 Take yourself out of the equation.Step 2 Think of yourself as a fact-finder and

relationship builderStep 3 Develop a Training PlanStep 4 Choose prospects you are comfortable

solicitingStep 5 Conduct Prospect ResearchStep 6 Pull together everything you need to tell the

story from your perspective


Step 7 Customize your organization ’s case basedon your style

Step 8 Have practice sessions including role playing.Review lists of conversation questions.

Step 9 Decide on an ask amount for every one ofyour prospects.

Step 10 Choose an asking partner.Step 11 Write first.Step 12 Ask.


When people function in the way that suits them best...

...they are more confident , more courageousand more successful .



5. Questions

July: Storytelling Coaching with Lori

Thursday, July 18, 201311 AM Central

Receive a Master Storyteller t-shirt when you submit one of

the first four stories for coaching (via the Q & A forum)


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