Ask Without Fear! to recruit volunteers, board members and fully fund your nonprofit cause
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Ask Without Fear! Connecting People with What Matters to Them Most Marc A. Pitman, The Fundraising Coach, www.fundraisingcoach.com TWITTER @marcapitman
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This version of Ask Without Fear! presented at the Tennessee Valley Institute for Nonprofit Excellence focuses on using the "Get REAL" method to not only fundraise for your charity but also recruit volunteers and board members.
Transcript of Ask Without Fear! to recruit volunteers, board members and fully fund your nonprofit cause
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
Give me your card for a free copy of these slides & to sign up for my email newsletter
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