the ask - jane ford
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Making “The Ask”
Jane B. Ford, M.Ed.
Identification10%
Cultivation50%
Solic-itation5%
Stewardship35%
Fundraising Cycle
from 50 A$ks in 50 Weeks by Amy M. Eisenstein, CFRE
Eliminate Anxiety- Part One
Give your gift first.
Learn all you can about the donor
before making the phone call.
Decide who should accompany you to
the meeting.
Breathe deeply, smile, then make that
phone call from a quiet place.
Eliminate Anxiety – Part Two
Remember that your site visit is a gift to the
donor.
Discover and practice telling the best
stories about your organization.
Breathe deeply, smile before you begin the
conversation.
Expect some silence after you ask for the
gift.
Leave knowing that you did your best no
matter what the outcome.
Seven Step Asking Process 1. Take time for a little casual conversation with the
potential donor.
2. Clearly and concisely state your goals for the meeting.
3. Find out why the potential donor cares about your work.
4. Use stories and facts to talk about your organization.
5. Ask for the gift…and then be quiet.
6. Logically respond to the potential donor's questions or concerns.
7. End the meeting making sure everyone is clear about next steps.
©2011 Jane B. Ford, M.Ed.
