asking styles: a revolutionary concept in the field
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Asking Styles: A Revolutionary Concept
in the Field
2/9/17 1pm Eastern
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Before we get started »
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Our guest presenter »Brian Saber @BrianSaber • President, Asking Matters • 2-time Executive Director • Ran major and principal gifts
throughout the Midwest for Brandeis University
• Has has led training programs for Prevent Child Abuse America, the Archdiocese of Los Angeles, Social Venture Partners International, National Public Radio, Volunteers of America, the U.S. Olympics Committee
Brian Saber | © Copyright 2017
Asking Styles A Revolutionary Concept
in the Field
Brian Saber | © Copyright 2017
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Brian Saber | © Copyright 2017
president,asking matters
Brian Saber
presented by
Asking Styles: A Revolutionary Concept in the Field
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Brian Saber | © Copyright 2017Asking Styles: A Revolutionary Concept in the Field
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asking styles
Brian Saber | © Copyright 2017
why asking matters
Asking Styles: A Revolutionary Concept in the Field
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Many ways to ask
Many ways to be effective
Brian Saber | © Copyright 2017
asking styles
Asking Styles: A Revolutionary Concept in the Field
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Brian Saber | © Copyright 2017
how do you interact with people?
extrovert = derive energyfrom others
introvert =
talk to think
derive energyfrom oneself think to talk
Asking Styles: A Revolutionary Concept in the Field
asking styles
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Brian Saber | © Copyright 2017
how do you take in information?
analytic =
inductivefact-oriented
intuitive =data to idea
deductiveidea-oriented
idea to data
Asking Styles: A Revolutionary Concept in the Field
asking styles
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Brian Saber | © Copyright 2017
fact based goal oriented
strategic competitive
driven
Asking Styles: A Revolutionary Concept in the Field
asking stylesbig picture high energy creative quick engaging
feelings oriented attentive caring thoughtful selfless
detailed thorough
methodical responsible
observant
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what’sthe goal?
what’s the opportunity?
what’sthe plan?
what’s moves my heart?
Brian Saber | © Copyright 2017Asking Styles: A Revolutionary Concept in the Field
asking styles
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Brian Saber | © Copyright 2017
available online at www.askingmatters.com …or on your smartphone
asking styles
Asking Styles: A Revolutionary Concept in the Field
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Brian Saber | © Copyright 2017
not more effective
not less effective
just different
Asking Styles: A Revolutionary Concept in the Field
asking styles
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five stepsof the ask
Brian Saber | © Copyright 2017
asking styles
Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
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Brian Saber | © Copyright 2017
using your asking style
Asking Styles: A Revolutionary Concept in the Field
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Brian Saber | © Copyright 2017Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
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Brian Saber | © Copyright 2017
family foundations friends
should-be-seen’s
likely to say “yes” board members organization friends
top dollar business contacts
new prospects
friends acquaintances new prospects
five steps of the ask
other analytics other intuitives
other analytics other intuitives
Asking Styles: A Revolutionary Concept in the Field
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Brian Saber | © Copyright 2017Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
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makingyour case
Brian Saber | © Copyright 2017
five steps of the ask
Asking Styles: A Revolutionary Concept in the Field
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Brian Saber | © Copyright 2017
a compelling set of ideas crafted into a storythat moves the tellerand the listener
a compelling set of ideas crafted into a storythat moves the tellerand the listener
a compelling set of ideas crafted into a storythat moves the tellerand the listener
five steps of the ask
a compelling set of ideas crafted into a storythat moves the tellerand the listener
Asking Styles: A Revolutionary Concept in the Field
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Brian Saber | © Copyright 2017
what’s the goal?
what’s the opportunity?
what’s the plan?
what movesmy heart?
five steps of the ask
Asking Styles: A Revolutionary Concept in the Field
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Brian Saber | © Copyright 2017Asking Styles: A Revolutionary Concept in the Field
five steps of the askfacts & figures
outcomes & goals strategies
big picture vision possibilities
methods systems
plans
mission participant stories your own stories
goal stories opportunity stories
plan stories heart stories
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staff & volunteer
program and fundraising staff
two fundraising staff
two volunteers
partnering
Brian Saber | © Copyright 2017Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
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Brian Saber | © Copyright 2017Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
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Brian Saber | © Copyright 2017Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
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Brian Saber | © Copyright 2017Asking Styles: A Revolutionary Concept in the Field
communication
five steps of the ask
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Brian Saber | © Copyright 2017Asking Styles: A Revolutionary Concept in the Field
very strategic phone or email
follow-up email/note
spur of the moment most likely phone follow-up email/note
more formal/detailed letter or email follow-up call
letter or email follow-up call to letter early in day or week
five steps of the ask
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Brian Saber | © Copyright 2017Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
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Brian Saber | © Copyright 2017Asking Styles: A Revolutionary Concept in the Field
SETTLECONFIRM
EXPLORECONFIRM
EXPLOREAS
K
©AndreaKihlstedt
five steps of the ask
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Brian Saber | © Copyright 2017Asking Styles: A Revolutionary Concept in the Field
Would you consider a gift of
$________ for our _______________ ?
five steps of the ask
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Brian Saber | © Copyright 2017Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
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Brian Saber | © Copyright 2017
challenging want to use all the
convincing facts
hardest tendency to go on won’t like the silence
easiest glad to sit back
and observe
easier glad to have it over might go on dueto anxiety
five steps of the ask
Asking Styles: A Revolutionary Concept in the Field
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Brian Saber | © Copyright 2017
five steps of the ask
Asking Styles: A Revolutionary Concept in the Field
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Brian Saber | © Copyright 2017Asking Styles: A Revolutionary Concept in the Field
tie down details report progress further strategy
big gesture personal thanks ongoing engagement
detailed written confirmation
precise follow up solid reporting
make donors feelappreciated hand-written notes
quick to move on to next “sale”
rush through without enough thought
can be too methodicalfocus too much on all donors
five steps of the ask
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Brian Saber | © Copyright 2017
questions?
Asking Styles: A Revolutionary Concept in the FieldBrian Saber | © Copyright 2017
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Brian Saber | © Copyright 2017Asking Styles: A Revolutionary Concept in the Field
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Brian Saber | © Copyright 2017
How to Determine Your Unique Asking Style
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