ask without fear! fundraising training in 20 minutes
DESCRIPTION
Ask Without Fear! is a book and can be an all day seminar. This is my first attempt at condensing it to 20-minutes. Well, at least 20 slides!TRANSCRIPT
Ask Without Fear!Advanced Fundraising Basics in 20 minutes!
Marc A. Pitman, The Fundraising Coach, www.fundraisingcoach.com
Today’s Goals The “Get R.E.A.L.”
approach to neutralizing fear and making the ask
7 Common Fundraising Myths
3 incredibly effective steps for crafting your message
Fundraising…a privilege
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
www.GiftRangeCalculator.com
ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
Be realistic
Avoid Paralysis By Analysis
Engage
Fundraising 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
Multiple ToolsFace-to-face
– ALWAYS the best– This is what brings in the
Phone– be natural– money
E-mail– can work VERY effectively– see my e-course
Mail– “This made me think of you”
notes
Ask#1 Reason people
don't give?
Ask
Find a connection and put the plug into the outlet!
Make It Easy
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
Multiple Tools (cont)
Web– Where's the banana?
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.
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
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
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