www.thefundraisingresource.com1

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SpeakerDaniel NeelPresident

The Fundraising Resource Group

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Face Your Fears

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36 Years Later…Still #1

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“Straight Shooter”

“Fearless”“Courageous”

Face Your Fears

“Honest”

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Face Your Fears

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1. Tell them your

Story2. Invite them to

Join

A New Mindset

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A New Mindset

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C S Lewis

Solicitation Fears

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Realistic Expectations• Opportunity to share• Know the story• Share your passion• Devote adequate time• Make your gift• Follow up• Lead to a quality decision

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Quality Decision

4. Ask (commitment)

2. Care (heart knowledge)3. Inspiration (motivation)

1. Information (head knowledge)

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4 Solicitation Phases• Appointment• Preparation• Visit• Follow Up

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“Do or do not.There is no try.”

Yodo

Make the Appointment

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Make the Appointment

Quality Visit• See the prospect in person• Dedicated time, not a casual aside• Prepare for objections• Meet on their turf• Suggest others participate

• Spouse• Children• Advisors

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OBJECTIONS• What is the visit for?

• I am not sure what you’re talking about.

• Let’s discuss it over the phone.

• Just send the information.

• Are you going to ask me for money?

• I already know what I will give.

Make the Appointment

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“I want to come and share some information I think

you will want to hear.”

“It is too important for me to share over the phone or by mail. I won’t take much of your time.”

“I have made a commitment to share the information in person and I want to keep

that commitment.”

“We may get to the point that I ask you to consider a gift, but at this time I just want to share information with you.”

Make the Appointment

Helpful Phrases

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“It’s what you learn after you know it all that counts.”

Mark Twain

Prepare for the visit

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Prepare• Donor briefing• Other materialsPersonalize• The Platinum Rule• Your StoryPractice• In the car• In the mirror

Prepare for the Visit – Before You Go

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InformationProspect Profile• Personal Background• Family• Business• Philanthropic activityGiving History• Total• Largest• Last

Prepare for the Visit – Donor Briefing

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Donor Briefing

Alexander Graham Bell

“Before anything else, preparation is

the key to success.”

Donor Briefing

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Donor Briefing

PreparationRoles and Responsibilities• Leader• CloserSuggested Approach• Talking points• Anticipated objections• Ask• Follow up

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“90% of this game is half

mental.”

Yogi Berra

Make the Visit

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•Based on capacity and interest•Developed using giving history, public information, anecdotal information•In line with gifts needed for success•Estimate of what they could give if inspired•Have confidence in the amount

“Ask for the gift!”

Confidence in the Amount – Donor Research

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Confidence in the amount – Anecdotal Prospect Review

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Make the visit Use the Materials

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Use the Materials• Specific to the donor• Solicitor’s tools• Hand delivered• Point out what moves you• Point out what moves them• Point out those who benefit• Leave materials with the donor• Do not leave the pledge card

Make the visit

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Donor Proposal• Personal• Thank you• Specific results of their past giving• Current opportunities• Specific gift request• In-budget item matching their

passion and interest

Make the visit

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The Jessie & Xena NeelPET CAMPUS

Donor Proposal • Appropriate naming and recognition• Restate the verbal gift request• Combine annual and capital • ONE request per year

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Donor Proposal

Personalized Gift RequestLast Year’s GivingThank you for your generous support last year. Your annual gifts for the past year totaled $16,000. This included:

• Gala table and ad• Golf Classic & Sponsorship• Athletic Booster Club Membership• Donation to Memorial Scholarship Fund• In-Kind Gift Event Support• In-Kind Cards

This Year’s ProposalTo meet the growing needs of our students, particularly with the special needs of the Learning Center in mind, we are asking you to consider an overall gift this year in the amount of $70,500.

This gift will include your generous event sponsorships, and also provide direct support to the Learning Center as follows:

• Athletic Booster Club Membership - $2,500 • Gala table and ad - $3,000• Golf Classic - $15,000 • Wine Tasting tickets • Learning Center - $50,000 annual gift to

sponsor the additional full-time equivalent added to the staff in the coming year to meet the current need

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For Each Prospect:• The prospect’s interest• A rationale for the gift• Proposed timing• Appropriate recognition• Names of visitors• Ask amount

Chart of Standards

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Make the Ask – Helpful Phrases

• “I have no idea what you could give, I only know these are the kinds of gifts necessary for success.”

• “To achieve our goal, we need a number of gifts in the range of $____, and we would like you to consider being one.”

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Make the Ask – Helpful Phrases

• “My spouse and I have given this careful consideration and we have decided to make the largest gift we’ve ever made to the cause.”

• “Will you join me as one of the gifts at the $____ level?”

• “Where would you see your floor? If possible where would you like to be? What would it take?”

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“He who speaks next loses.”– Some Sales Guy

Make the Ask

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Make the Ask - Respond

Possible Responses• Yes – not likely• No – not likely• Not sure – most likely

Same Answer• I didn’t come today for your

response.• I want you to consider it and

then follow up.

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Make the Ask

Objections• Why me?• Why this amount?• I would like to give it, but…• I already have a check ready• This is more than I was

considering• I need time to consider it

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Make the Ask

Probing Questions• What is it about the opportunity that excites

you?• What is it about the amount that concerns you?• Is it the timing?• Do you have other questions or concerns?• What would it take for you to do what you

would like to do?

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Helpful Phrases

Make the Ask

“I didn’t come today for a answer. I simply want to share with you, ask you to

consider your response, and set a time to follow up.”

“No one has any idea what someone should give. That is not our place. We

just know what it will take to be successful.”

“You have been a faithful supporter and we knew you would want to hear about the opportunities

and needs.”

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“Do not plan for ventures before

finishing what’s at hand.”

Set the Follow-Up

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Plan• Determine who is responsible• Set aside dates• Determine actions• Anticipate objections• Control the close• Document the gift

Set the Follow-Up

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Set the Follow-Up

Objections• Leave the pledge card and I will send it.• I will let you know about our decision.• No need for you come back.• Don’t call me, I’ll call you.

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Helpful PhrasesSet the Follow-Up

“I didn’t bring a pledge card with me.”

“I committed to see the process to the end and I want to keep my word.”

“It is no trouble to return. I have already planned on it.”

“I want to be here to answer any additional questions and

receive your response.”

“I have several dates set aside. I can come back at

your convenience.”

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“Start by doing what is necessary, then what’s

possible, and suddenly you are doing the impossible.”

Winston Churchill

Your Turn

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Your Turn

Face Your Fears• Fear of rejection• Fear of damaged

relationships• Fear of quid-pro-quo• Fear of unrealistic

expectations

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Tell a story… invite to join

• Comfortable• Confident• Courageous

Your Turn

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Ambrose Redmoon (aka James Neil Hollingworth)

“Courage is not the absence of fear, but

rather the judgment that something else is more important than fear.”

Your Turn

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• Set the appointment• Prepare• Make the visit• Make the ask• Handle the response• Set the follow up visit• Receive and document the

gift

In Conclusion

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Let’s bring up Miguel

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