the community foundation of sarasota
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The 2011 Fundraisers ForumBlue Skies on the Ranch- A New Day for Fundraising
Children guessed (but only a few) and down they forgot as up they grew….
- e. e. cummings
Words = Worlds
“ I have a dream ”
“ I have a list of measurable objectives ”
Tried and True
Tried andSo Over
Humongous Society--$50,000
Yup I Give Club--$25,000
Society Society--$10,000
The Whatever Club--$249
77%
93% would most likely give next time asked if they are thanked quickly and personally, in addition they would also like a follow up regarding what their money is accomplishing…
Satisfactio
n
Maybe if we just had a better case for support!
Annual Report
Donor Retention
Relationships?
$Relationships by the numbers
ART & SCIENCE
= $
Heisenberg’s Theory
= $
AF & $1,000+
# Of Gifts
Average Gifts
Retention & Acquisition
“Ninety percent of what we call
‘management’ consists of making it difficult for people to
get things done.” – Peter Drucker
Who Asks
car
90%
10%
0%
3 Markets
90%
10%0%
“Psychologists tell us that the mind is under a continual bombardment of ideas, all of which are trying to make an impression on it. The prospect, therefore, does not sit around with a blank mind, calmly waiting for someone or something to capture his attention without a struggle.”
Modern Business, Copyright 1918
Who is this guy?
ASKASK
The 2011 Fundraisers ForumBlue Skies on the Ranch- A New Day for Fundraising
ART
OF THE ASK
Permission
Step #1 Seek PermissionSeeking permission for time shows respect
Close For Time Not $
Step #1 PermissionSeeking permission for time shows respect
It is not a good time to talk.
Do Not Engage Objection
Stay On Task
Stay On Task
The ASK
Get The Details
Just Ask!
ART
OF THE ASKCapital Gifts
1.Script
2.Actors
3.Stage
Script• RAT• Romance• Ask• Thank
Actors
•Romancer•Asker•Donors
Stage
• Home • Office• Restaurant
1.Script
2.Actors
3.Stage
“We have a ‘strategic’ plan.
It’s called doing things.” —
Herb Kelleher
