dynamic donor conversations© laura fredricks, founder & ceo, the ask © 2015 ngb best practices...
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The Five Step Process for Dynamic Conversations that lead to Gifts and Money 1. Know exactly what you want 2. Prepare the conversation 3. Deliver with confidence 4. Clarify the results 5. Plan your next move Wednesday, August 26, 2015 Twitter: expertontheask #justaskTRANSCRIPT
DYNAMIC DONOR CONVERSATIONS©LAURA FREDRICKS,FOUNDER & CEO, THE ASK©2015 NGB BEST PRACTICES SEMINAR
Laura Fredricks, CEO, THE ASK [email protected]
expertontheask
Why is the Topic Important? Selecting the right words and delivering
them at the right time escalates the amount and size of each gift
By focusing, organizing, listening, mirroring, planning and selecting each word, prospective givers will be in their comfort zone with a heightened engagement level which = More Gifts
Wednesday, August 26, 2015 Twitter: expertontheask #justask
The Five Step Process for Dynamic Conversations that lead to Gifts and Money
1. Know exactly what you want
2. Prepare the conversation
3. Deliver with confidence
4. Clarify the results
5. Plan your next move
Wednesday, August 26, 2015 Twitter: expertontheask #justask
Know Exactly What You Want
Example: Goal is to ASK for money: Continue the conversation Ask for a specific amount and why you
want this person to make this size gift NOW!
Call the question (same as inviting them to something) “How do you feel?” “Share with us…”
Wednesday, August 26, 2015 Twitter: expertontheask #justask
Prepare the Conversation Write down the winning phrases you
want to use that you feel will resonate the most with the person
Write down every possible reaction you may receive
Practice standing up and in front of a mirror
Wednesday, August 26, 2015 Twitter: expertontheask #justask
Deliver with Confidence This is a conversation not a
confrontation Be strong in your voice when you come
to your carefully selected words: “I’ve heard you say your
experience…” “Your partnership, investment,
enthusiasm, vision”
Wednesday, August 26, 2015 Twitter: expertontheask #justask
Clarify the Results What did you “think” you heard? What was the tone? What needs to be resolved?
Key is to weave in past words and phrases
It shows you are in their moment, you have established the BEST engagement
That is how you shorten the time to get and close new and larger gifts
Wednesday, August 26, 2015 Twitter: expertontheask #justask
Plan Your Best Move Do not leave the room/conversation unless
you have a prospective date and time to speak/meet again
The emphasis is on Timing and Mode of Communication
Follow THEIR Patterns - if you emailed the person every three weeks then the person is accustomed to hearing from you every three weeks; they do not generally change their timing of how you can reach them
Wednesday, August 26, 2015 Twitter: expertontheask #justask
Tips for YOUR SUCCESS1. Donors leave clues ~ and we miss most of
them!2. Practice active listening ~ it is flattering and
inviting3. Small steps lead to huge results4. Keep it simple and consistent5. Donors have patterns ~ fit into THEIR Pattern6. “No” now does NOT mean “no” forever; stay
with them and watch the results!
Wednesday, August 26, 2015 Twitter: expertontheask #justask
Laura’s Winning Words Revisit
Continue the conversation
If you could envision
We value your feedback
To the extent you feel comfortable
Wednesday, August 26, 2015 Twitter: expertontheask #justask
The quality of your lifeis determined by the
quality of questions youASK yourself…
and others!
Twitter: expertontheask #justaskWednesday, August 26, 2015
To Contact Laura
www.expertontheask.com
Expertontheask.com
Wednesday, August 26, 2015 Twitter: expertontheask #justask