“you want me to do what?” *quote from 98.7% of board members when asked to help raise funds...
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“You Want me to do What?” *Quote from 98.7% of board members when asked to help raise funds for their organizations. Mid Valley Development Professionals June 24, 2011 *Source of quote - Thin Air. Rules for today’s time together…. Why Pick on Board Members?. - PowerPoint PPT PresentationTRANSCRIPT
Rules for today’s time together…
Because they are critical for the success of their
organization..
Foundations
Corporations Bequests
Individual Donors
Question - Where do you think a not-for-profit organization should go to obtain funds?
IndividualsHow do you think not-for-profits are going to obtain
funds from individuals?
Asking is NOT……
Asking is actually encouraging people to fulfill their desires to help others with their donations to worthy causes.
Extracting Funds from nice people for worthy causes!
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What is the biggest fear about
ASKING someone to
support a worthy cause?
Empathy – Truly listening to the donorEnergy – Intense concentrated energyEnthusiasm – Greek origin: “theos” means God, and “en” means within you
What it takes to be an effective solicitor:
Integrity – a solicitors mightiest weapon
This is the most difficult step in the ASKING process•Always send a letter in advance of calling for a visit.•Practice, practice, practice, practice, practice•Make sure you have your calendar handy•MAKE THE CALL•Stay focused•Immediately send a letter of confirmation and appreciation•Call your best prospects first
Major donors give to bold, heroic, and audacious programs - not to needy organizations
Don’t sell your needs-- sell your answer, your response, your successful solutions!
Most important factors in motivating a person to make a major gift
Least important motivating factor
Put the donor at ease
Know your reason for being in front of the donor
The single overriding reason people indicate why they haven’t made a gift is ????
Know the amount you are seeking
After all the preparation, practice, patience, phoning, perspiration, prodding, persistence, planning, playing, and praying….. It’s time to make the ASK!
Here’s the way to correctly make the ASK.
Make the ASK and then…
SHUT UP!
Board Members are Critical No need to be Afraid – No’s are 1 step
closer to the next YES Prepare properly Obtain the Visit Set the Donor at ease Make the ASK and then Shut UP Enjoy the Joy of ASKING and extracting
funds from nice people for YOUR worthy cause!
If one million seconds equals 11.5 Days
Then one Trillion Seconds equals ??? Years?
And one billion seconds equals 1,648.4 Weeks