ask without fear expanded: step 1 research

Get R.E.A.L.: ResearchThe first step to

ask without fear !Marc A. Pitman, The Fundraising Coach,

www.fundraisingcoach.com

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

Today’s Goals Basic overview of

researching

Free tools for defining your case

Easy ways to make sure you make the right ask

Fundraising…a privilege

Asking for money is one of the most noble opportunities on earth

Like putting a plug into a live socket

Let's Get R.E.A.L.!

1. Research

2. Engage

3. Ask

4. Love/Like/Live

ResearchAbout your goals:

Case statement

Gift table

Naming Opps

Research: Case Statement

Pros and cons

“Prove it”

Head & Heart

- business plan

- inspiring stories

Research: Case Statement

Objections:

– Brainstorm them

– Work them into the case statement

Gift Range Calculatorhttp://blackbaud.com/resources/giftrange/giftcalc.aspx

Gift Pyramid

Research: Naming Opportunities

How much would it cost to “name” your charity?

Big ticket items

Participation clubs

ResearchAbout your prospect

Free Tools

Paid Services

Peer Reviews

Research: Free Tools

Research: Paid Services

Research: Peer Reviews

Traditional Reviews

The “CPI” Review– Three Sections

• Capacity• Philanthropy• Interest

– Rate 1 – 5

Avoid Paralysis By Analysis

Don’t Get Stuck Here!

Avoid ParalysisBy Analysis

Coming up in the next classStep 2: Engage!

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!

Tool shop including: The Creating Donor Evangelists Program

Give me your card for a free copy of $100,000 Guide to Email Solicitation e-course

Free blog, articles, book reviews, and more!marc@fundraisingcoach.com