FEARLESS FUNDRAISING!

“The art of making the ask”

Roxanne Hinds

Dana Lucka

….IF YOU DIDN’T LAUGH, YOU’D CRY!

ASKING (SOLICITATION) IS PART OF THE PROCESS

AIM HIGHMoving from cultivation to solicitation

From “Prospect” to “Donor”

The Right Prospect/Donor The Right Amount The Right Time The Right Team

THE FIVE GIVING GROUPS1. Sees the need and not asked2. Responds when told3. Needs to be persuaded, but will

respond4. May or may not (the wild card)5. The inert fifth

The Three Magic Ingredients: Affinity Philanthropic spirit Financial ability

IT IS WHAT YOU KNOW Know your

organization and your material

Know the donor and their information

Know how to express the amount

Know your team (the perfect pair)

Know yourself (your own gift first)

NEXT STEP: GETTING THE VISIT Getting the visit is 85% of your SUCCESS Before the call:

Be the prospect: focus and keep small talk briefSelect the time of day and placePractice conversation and have a calendar

handy Call to set appointment Court the “gatekeeper” Talk about amount of time needed (respect) Establish a date Confirm with a letter or email

FOCUS ON THE JOYFUL PURSUIT OF THE GIFT

Think about building rapport and common groundBe interesting and interestedAsk open ended questions

You both care about the organization Acknowledge their dedication to the

mission Remember the happiest person in the

room is usually the donor Probe and prod, then LISTEN!

IT’S ALL IN THE NUMBERS Decisions are based on:

76% what they say37% what you say

LISTEN for the gift.

PRESENT THE OPPORTUNITY

Give the testimony (tell the story with passion) – team approach

Remember: You are inviting them to join in your organizations mission

“I’d like you to consider…”State amount; andState purpose

Don’t fill the silence: “He who speaks first, looses”!

Objections are your best friend

WHY THEY SAY NO Mismatched project or interest Mismatched solicitor(s) Too much or not enough The stated amount Failure to convey urgency Spouse/siblings/children’s approval Too general or too vague Fundraising driven (no passion)

LISTEN

IT’S ALL ABOUT ME!So….If you are playing the “blame-game”,

you didn’t get the gift because you:Didn’t make the callBecame a friendDidn’t prepare/rehearseDidn’t have a strategyAssumed too muchFailed to probeDidn’t listenAsked too soon (the “shut up and go away”

gift)Or worse yet, didn’t ASK at all!

GET OUT THERE AND ASK