keeping extension funded: we can do it with a simple ask l
TRANSCRIPT
Keeping Extension Funded: We can do it
with a simple ask
L
Did any of you participate in the ESP webinars in May and June related to development?
L
Meet our presenters
Lisa WallaceHenry County Program Co-Director
University of Missouri Extension
L
Catherine (Cat) Comley AdamsDirector of Advancement
University of Missouri Extension
What are your goals for today’s session?
L
Overall Agenda
• Learning practical lessons with the “f” word from rural Missouri
• What is the giving pyramid?
• How to ask
• Dealing with a “no”
• Sharing resources
L
Successful Development Strategies at the County Level
• No money for our 4-H position.
• Our Extension council believes a strong 4-H program is a strong Extension program.
• Set out to raise $140,000 in three years; raised $155,000. All dollars went into an endowed fund.
• Only interest is spent; Corpus remains intact through eternity.
• Chose to use the campus endowment fund and a local endowed foundation.
L
1. Believe in your cause and start slowly.
2.Find local, successful fundraisers.
Get advice.
3. Study the giving pyramid.
L
Lessons learned in Henry County
The “giving pyramid” helps you determine strategies for potential donors and amounts.
L
4. Nurture your volunteers.
5.Send letters if you must, but never send a letter that will not be followed with a personal contact.
L
Lessons learned in Henry County
6. Target donors.
As potential donors are identified, consider “who is the appropriate contact to make the appointment and/or ask?”
L
Lessons learned in Henry County
7. Plan the personal ask. Read two books about asking-
Asking by Jerold Panas
Ask without Fear by Marc A. Pitman
Be confident, positive, stay strong and
be fearless.
L
Lessons learned in Henry County
“What a man does for himself dies with him. What he does for his community lives long after he is gone.”
Theodore Roosevelt
L
Not all asks involve initiating a conversation
• Visual cues –
posters, literature,
flyers, envelopes
Cat
Printed/Electronic One Liners
• Remember a loved one with a gift in his or her memory to MU
• Great answers don’t grow on trees. Pick MU Extension to support with a gift.
• You can invest in a more positive future for Pulaski County by supporting MU Extension.
• Don’t forget to include MU Extension in your estate plan.
Cat
How to Ask
• Goal – build relationship (you may have thought it was to ask for money)
• Plan the request– Who
• Already engaged with Extension• Capacity to give
– How much?• A meaningful amount to the donor
– Plan on a yes, but know some will say no
Cat
• Learn about the donor’s goals
• Match organization opportunities with donor goals
• Focus on opportunities, answers, solutions (not neediness)
Cat
• Show the donors how they can make a concrete difference or reach a concrete goal.
• Will the gift have immediate impact? Will it be transformational?
Cat
Anatomy of an AskCat’s Method
• Begin with pleasantries appropriate for your audience – be careful not to talk too much or too little
• Verbalize the purpose of the meeting
• Ask if they have been provided with all the information they need
Cat
Anatomy of an AskCat’s Method
• Demonstrate the alignment between what they’ve told you are their interests and your proposal – in writing!
• Invite them to support the project with $X (make an ask with an educated estimate)
• Wait. Let them think. Say nothing.
Cat
It’s just a little word. Smaller than most.
Cat
Why do we make it bigger than other words?
Cat
Deal with it• Don’t take a “no” personally. Although
someone has said no to your request, that person is not rejecting you or Extension.
• It isn’t about you and your self esteem.
Cat
Why people say no• No relationship• Cause is not on their highest priority list• Don’t see the organization as relevant, reliable and responsive to
them or others around them• Impact is unclear or questionable• The ask wasn’t effective for them
– Felt pressured– Ask was unenthusiastic or uninformed– Person asking hadn’t given– Follow-up did not occur as promised
• Don’t have the capacity to give
Cat
What if they say no?
1. Thank them
2. Can we talk about this again?
3. Ask yourself, “What’s the small good?”
4. Shake it off and move on. You are one step closer to a yes.
Cat
Remember the #1 reason people don’t give…
They weren’t asked. At least you gave them an opportunity.
Cat
We invite you to learn morehttp://extension.missouri.edu/extcouncil/
gifts-endowments.aspx
Cat
Optional On-line resources(no endorsements intended)
1. thefundraisingauthority.com
2. Askingmatters.com
3. nonprofitmarketingguide.com
These resources have webinars, newsletters, blogs, etc. Some are free, other resources
have a charge.
L
Questions…to
“tie up loose ends?”
L
What will you do as a result of today’s session?
L
Lisa Wallace100 West Franklin Street
Courthouse, Room 16Clinton,
MO 64735660-885-5556
L
Catherine (Cat) Comley AdamsDirector for Advancement
MU ExtensionWhitten Hall Rm 109Columbia, MO 65211
We believe in Extension. We want it to continue. If we can help you, let us know…