asking styles: a revolutionary concept in the field

Asking Styles: A Revolutionary Concept

in the Field

2/9/17 1pm Eastern

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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


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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


why asking matters


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Many ways to ask

Many ways to be effective


asking styles


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how do you interact with people?

extrovert = derive energyfrom others

introvert =

talk to think

derive energyfrom oneself think to talk


asking styles

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how do you take in information?

analytic =

inductivefact-oriented

intuitive =data to idea

deductiveidea-oriented

idea to data


asking styles

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fact based goal oriented

strategic competitive

driven


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?


asking styles

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available online at www.askingmatters.com …or on your smartphone

asking styles


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not more effective

not less effective

just different


asking styles

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five stepsof the ask


asking styles


five steps of the ask

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using your asking style


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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


other analytics other intuitives

other analytics other intuitives


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makingyour case




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a compelling set of ideas crafted into a storythat moves the tellerand the listener






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what’s the goal?

what’s the opportunity?

what’s the plan?

what movesmy heart?



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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



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communication


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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


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Would you consider a gift of

$________ for our _______________ ?


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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



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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


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How to Determine Your Unique Asking Style

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asking styles: a revolutionary concept in the field

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