afp san antonio: ask without fear!
DESCRIPTION
The version of Ask Without Fear! that I presented to the San Antonio chapter of the AFP on April 9, 2010.TRANSCRIPT
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Ask Without Fear!Connecting Donors with What
Matters to Them Most
Marc A. Pitman, The Fundraising Coach, www.fundraisingcoach.com
AFP San Antonio
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Fundraising…a privilege
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7 Frequent Fundraising Myths1. The Mickey D’s Mistake
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7 Frequent Fundraising Myths1. The Mickey D’s Mistake2. The Cheez-It Treatment
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7 Frequent Fundraising Myths1. The Mickey D’s Mistake2. The Cheez-It Treatment
3. The Mrs. McTat’s Gaff
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7 Frequent Fundraising Myths1. The Mickey D’s Mistake2. The Cheez-It Treatment
3. The Mrs. McTat’s Gaff4. The Spell-Check-Will-Catch-It Faux
Pas
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7 Frequent Fundraising Faux Pas’
5. The “My Way or the Highway” Mistreatment
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7 Frequent Fundraising Faux Pas’
5. The “My Way or the Highway” Mistreatment
6. The You’re-Good-Enough-To-Go-It-Alone Syndrome
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7 Frequent Fundraising Faux Pas’
5. The “My Way or the Highway” Mistreatment
6. The You’re-Good-Enough-To-Go-It-Alone Syndrome
7. The Field of Dreams Fiasco
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Let's Get R.E.A.L.!
1. Research
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Let's Get R.E.A.L.!
1. Research
2. Engage
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Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
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Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
4. Love/Like/Live
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ResearchAbout your goals:
Case statement
Gift table
Naming Opps
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Case Statementsearch
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www.GiftRangeCalculator.com
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ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
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ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
Be realistic
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ResearchAbout your prospect
Tools– Google it– Blackbaud
Analytics, Wealth Point, P!N Network
Be realistic
Avoid Paralysis By Analysis
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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
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Multiple ToolsFace-to-face
– ALWAYS the best– This is what brings in the
money
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Multiple ToolsPhone
– be natural
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Multiple Tools
E-mail– can work VERY effectively– see my e-course
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Multiple Tools
E-mail– can work VERY effectively– see my e-course
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Multiple Tools (cont)
Mail– “This made me think of you”
notes
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Multiple Tools (cont)
Web– Where's the banana?
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Ask#1 Reason people
don't give?
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Ask
Find a connection and put the plug into the outlet!
Make It Easy
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Make It Easy Phraseology
– Make Your Own Gift First!– "I can appreciate that"
Props– Renderings– Gift Charts
Options: Arrows in your quiver– monthly giving options– Maybe: good, better, best
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Tangibilitize your askHeifer.org gives all sorts of gift
ranges represented by different animals:
a $500 gift is symbolized as a gift of a heifer,
$120 a gift of a pig, $60 a trio of rabbits, $20 a gift of chickens. A $5000 gift is “a gift of an ark”!
The prices in this catalog represent the complete livestock gift of a quality animal, technical assistance and training. Each purchase is symbolic and represents a contribution to the entire mission of Heifer International. Donations will be used where needed most to help struggling people.
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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*
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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
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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!
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Organizing StoriesThe Rule of 3’s
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Organizing StoriesThe Rule of 3’s0. Define Your Jennifer
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Organizing StoriesThe Rule of 3’s0. Define Your Jennifer1. 3 Attributes
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Organizing StoriesThe Rule of 3’s0. Define Your Jennifer1. 3 Attributes2. 3 Channels
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Organizing StoriesThe Rule of 3’s0. Define Your Jennifer1. 3 Attributes2. 3 Channels3. 3 Times a Month for 3 Months
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Repeat. Repeat. Repeat.
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Horse vet picture
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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!
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