Ask Without Fear!Connecting People with What

Matters to Them Most

Marc A. Pitman, The Fundraising Coach, www.fundraisingcoach.com

TWITTER @marcapitman

Nonprofit work…a privilege

2. Cheez-It Treatment

7 Frequent Fundraising Myths1. The Mickey D’s Mistake2. The Cheez-It Treatment

Let's Get R.E.A.L.!

1. Research

Let's Get R.E.A.L.!

1. Research

2. Engage

Let's Get R.E.A.L.!

1. Research

2. Engage

3. Ask

Let's Get R.E.A.L.!

1. Research

2. Engage

3. Ask

4. Love/Like/Live

ResearchAbout your goals:

Case statement

Engagement Opps

Fundraising Goals

Case Statementsearch

Engagement OpportunitiesVolunteering

– Event/Episodic

– Standing committees

Board membershipDonations

– Project one-time donations

– Ongoing annual donations

What else?

www.GiftRangeCalculator.com

ResearchAbout your prospect

Tools– Google them– Personality– Stage of life

Changing Volunteer GoalsBoomers want different things from

volunteering. So ASK THEM!

ResearchAbout your prospect

Tools– Google them– Personality– Stage of life

Be realistic

ResearchAbout your prospect

Tools– Google them– Personality– Stage of life

Be realistic

Avoid Paralysis By Analysis

Another Fundraising Mistake1. The Mickey D’s Mistake

Engage

Fundraising is like dating

Get to know them– What got them involved in

the nonprofit? What impressed them most?

– What fascinates them– Office/pictures/trophies

Let them get to know about what makes your organization unique

Multiple ToolsFace-to-face

– ALWAYS the best– This is what brings in the

money

Multiple ToolsPhone

– be natural

Multiple Tools

E-mail– can work VERY effectively– see my e-course

Multiple Tools

E-mail– can work VERY effectively– see my e-course

Multiple Tools (cont)

Mail– “This made me think of you”

notes

Multiple Tools (cont)

Web– Where's the banana?

Ask#1 Reason people

don't give?

Ask

Find a connection and put the plug into the outlet!

Make It Easy

Setting up the appointment

SHUT UP

Make It Easy Phraseology

– Make Your Own Gift First!

Make It Easy Phraseology

– Make Your Own Gift First!– "I can appreciate that"

Make It Easy Phraseology

– Make Your Own Gift First!– "I can appreciate that"

Props– Renderings– Gift Charts

Get someone to help Options: Arrows in your

quiver– Multiple options– Maybe: good, better, best

Handling Objections What are common ones?

Handling Objections What are common ones?

Don't have the time– when might you?– when may I come back?

Handling Objections What are common ones?

Don't have the time– when might you?– when may I come back?

Giving elsewhere– best objection– "how could we get in your

top 10 giving priorities?“

Handling Objections What are common ones?

Don't have the money– when might you?– when may I come back?

Giving elsewhere– best objection– "how could we get in your

top 10 giving priorities?“

Not interested– Are they comatose? *grin*

Love/Like/LiveLove/Like the person

anyway—they're more important than the gift– Our work is ALL about

relationships

Love/Like/LiveLove/Like the person

anyway—they're more important than the gift– This business is ALL

about relationships

Live with their response!– You don't always have to

like the response but keep on loving the person

Dealing with F.E.A.R.

False Evidence Appearing Real

Asking for money or helping change a kid’s life?

Rejecting YOU or the cause?

This isn't life or death!

You Can Do It!BEE YOURSELFMake your gift first!Don't feel guilty that

you're afraidHave courage (it's not

courage without fear)Keep it simpleHave fun!

501 Mission Place – Chris Brogan Tell the story briefly, end 1st paragraph

with brief summary of the request

Explain what is getting done

Ask for what needs to be done (with link)

#smNPchat Ask them to pass it on

Tool shop including: The Creating Donor Evangelists Program

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