afp westchester npd 2013 asking styles: a breakthrough for the field brian saber
DESCRIPTION
There isn’t one right way to ask for a gift. By asking in a way that suits your Asking Style, you can be more comfortable and more effective as an asker. Throughout the asking process, from selecting one’s prospects to making the ask and following up, using your Asking Style will help you unleash your full asking potential. Join Brian Saber as he presents this powerful new concept in the field, which has been developed by him and his cofounder, Andrea Kihlstedt, through his company, Asking Matters. LEARNING OBJECTIVES/TAKEAWAYS: Understand your Asking Style and how to apply it; Feel more comfortable and more confident as an asker; Know how to better support other askers in your organization.TRANSCRIPT
© 2013 Asking Matters™. All rights reserved.Ask Your Way to Fundraising Success
Asking Styles: A Breakthrough in the Field
Brian Saber
President Asking Matters
© 2013 Asking Matters™. All rights reserved.
AGENDA
• Why Asking Matters• Power of Asking Styles• Making the Case for Support• Five Steps of Asking
© 2013 Asking Matters™. All rights reserved.
Why Asking Matters
© 2013 Asking Matters™. All rights reserved.
In Person 75%
By Phone 25%
By Mail 2%
Asking in person is the most effective fundraising you can do...
© 2013 Asking Matters™. All rights reserved.
asks result in a gift3 out of4
© 2013 Asking Matters™. All rights reserved.
© 2013 Asking Matters™. All rights reserved.
Asking Styles
© 2013 Asking Matters™. All rights reserved.
Many ways to be effective
MANY WAYS TO ASK
Asking Styles
© 2013 Asking Matters™. All rights reserved.
How do you interact with people?
Extrovert
Introvert
Talk to think
Think to talk
Asking Styles
© 2013 Asking Matters™. All rights reserved.
How Do You Take in Information?
Extrovert
Introvert
IntuitiveAnalytic
InductiveFact-oriented
DeductiveIdea-oriented
Asking Styles
© 2013 Asking Matters™. All rights reserved.
Asking Styles
© 2013 Asking Matters™. All rights reserved.
Fact basedGoal orientedStrategicCompetitiveDriving
Rainmaker
© 2013 Asking Matters™. All rights reserved.
Big pictureHigh energyCreativeQuickEngaging
Go-Getter
© 2013 Asking Matters™. All rights reserved.
Feelings orientedReservedAttentiveConflict averseCaring
Kindred Spirit
© 2013 Asking Matters™. All rights reserved.
DetailedThoroughMethodicalResponsibleObservant
Mission Controller
© 2013 Asking Matters™. All rights reserved.
Fact basedGoal oriented
StrategicCompetitive
Driving
Big pictureHigh energyCreativeQuickEngaging
Feelings orientedReservedAttentiveConflict averseCaring
DetailedThorough
MethodicalResponsible
Observant
Asking Styles
© 2013 Asking Matters™. All rights reserved.
What moves the heart?
What’s the opportunity?
What might go wrong?
What’s the goal?
Asking Styles
© 2013 Asking Matters™. All rights reserved.
Not more effective.
Not less effective.
Just different.
Asking Styles
© 2013 Asking Matters™. All rights reserved.
© 2013 Asking Matters™. All rights reserved.
Making the Case
for Support
© 2013 Asking Matters™. All rights reserved.
What is a Case?
© 2013 Asking Matters™. All rights reserved.
A compelling set of
ideas crafted into a
story that moves the
teller and the listener
© 2013 Asking Matters™. All rights reserved.
A compelling set of
ideas crafted into a
story that moves the
teller and the listener
© 2013 Asking Matters™. All rights reserved.
A compelling set of
ideas crafted into a
story that moves the
teller and the listener
© 2013 Asking Matters™. All rights reserved.
A compelling set of
ideas crafted into a
story that moves the
teller and the listener
© 2013 Asking Matters™. All rights reserved.
Need vs. Vision
© 2013 Asking Matters™. All rights reserved.
© 2013 Asking Matters™. All rights reserved.
© 2013 Asking Matters™. All rights reserved.
Features vs. Benefits
© 2013 Asking Matters™. All rights reserved.
© 2013 Asking Matters™. All rights reserved.
Benefits=IMPACT
• Get people back on their feet
• Engage youth productively
• Save lives
• ?????????
© 2013 Asking Matters™. All rights reserved.
Essential Ingredientsof a Case
© 2013 Asking Matters™. All rights reserved.
• Paint a picture of the challenge and the vision.
• Make a promise you can keep.
• Tout your expertise.
• Ask for help.
Essential Ingredients
© 2013 Asking Matters™. All rights reserved.
Facts & FiguresOutcomes
Big PictureVision
PassionMission
Facts & FiguresMethods
Using Your Asking Style
© 2013 Asking Matters™. All rights reserved.
Facts & FiguresOutcomes
Big PictureVision
PassionMission
Facts & FiguresMethods
Using Your Asking Style
Goal Stories
Participant Stories
Systems Stories
Personal Stories
© 2013 Asking Matters™. All rights reserved.
© 2013 Asking Matters™. All rights reserved.
The Five
Steps of
Asking
© 2013 Asking Matters™. All rights reserved.
Selectprospects
Prepareto meet
Set upmeeting
Followthrough
1 2 3 4 5
Ask for the gift
What’s Your Asking Style?
© 2013 Asking Matters™. All rights reserved.
The Five Steps of Asking
Selectprospects
Prepareto meet
Set upmeeting
Followthrough
1 2 3 4 5
Ask for the gift
© 2013 Asking Matters™. All rights reserved.
A AbilityB BeliefC Contact
The ABCs of Qualifying Prospects
1. Select Prospects
© 2013 Asking Matters™. All rights reserved.
FriendsAcquaintancesNew Prospects
Likely to say “yes”Friends of the organization
FoundationsCorporations
Should be seen’s
Top DollarBusiness contacts
New Prospects
1. Select Prospects
© 2013 Asking Matters™. All rights reserved.
FriendsAcquaintancesNew ProspectsOther Intuitives
Likely to say “yes”Friends of the organizationOther Intuitives
FoundationsCorporations
Should be seen’sOther Analytics
Top DollarBusiness contacts
New ProspectsOther Analytics
1. Select Prospects
© 2013 Asking Matters™. All rights reserved.
The Five Steps of Asking
Selectprospects
Prepareto meet
Set upmeeting
Followthrough
1 2 3 4 5
Ask for the gift
© 2013 Asking Matters™. All rights reserved.
Prospect ResearchYour MaterialsThe CasePracticeAn Amount
2. Prepare to Meet
© 2013 Asking Matters™. All rights reserved.
Summary reviewPractice out loudTalk to others
Refresh missionVisit programPrepare questions
Detailed reviewWritten script
Practice sessions
Detailed reviewProspect research
Clarify goals
2. Prepare to Meet
© 2013 Asking Matters™. All rights reserved.
The Five Steps of Asking
Selectprospects
Prepareto meet
Set upmeeting
Followthrough
1 2 3 4 5
Ask for the gift
© 2013 Asking Matters™. All rights reserved.
Who participatesWhat is the goalWhere do you meetWhen makes senseWhy should the person or organization giveHow to set it up
3. Set Up the Meeting
© 2013 Asking Matters™. All rights reserved.
Phone & e-mailAlternative dates
PhoneFollow up e-mail
Letter or e-letterEarly in day/week
More formalSpecific/detailed
3. Set Up the Meeting
© 2013 Asking Matters™. All rights reserved.
Phone & e-mailAlternative datesSend material
PhoneFollow up e-mailBring material
Letter or e-letterEarly in day/weekBring material
More formalSpecific/detailedSend material
3. Set Up the Meeting
© 2013 Asking Matters™. All rights reserved.
The Five Steps of Asking
Selectprospects
Prepareto meet
Set upmeeting
Followthrough
1 2 3 4 5
Ask for the gift
© 2013 Asking Matters™. All rights reserved.
An Intentional Conversation
Settle
Confirm
Explore Pre
sent
Explor
e
Confirm
4. Ask for the Gift
© 2013 Asking Matters™. All rights reserved.
An Intentional Conversation
Settle
Confirm
Explore Pre
sent
Explor
e
Confirm
4. Ask for the Gift
© 2013 Asking Matters™. All rights reserved.
Fact basedGoal oriented
Big pictureEngaging
Mission/storiesListener
DetailedThorough
4. Ask for the Gift
© 2013 Asking Matters™. All rights reserved.
Fact basedGoal oriented
Rush to close
Big pictureEngagingResist closing
Mission/storiesListenerAnxious about closing
DetailedThorough
Urge to Control
4. Ask for the Gift
© 2013 Asking Matters™. All rights reserved.
© 2013 Asking Matters™. All rights reserved.
Pairing Askers
© 2013 Asking Matters™. All rights reserved.
Pairing Askers
© 2013 Asking Matters™. All rights reserved.
The Five Steps of Asking
Selectprospects
Prepareto meet
Set upmeeting
Followthrough
1 2 3 4 5
Ask for the gift
© 2013 Asking Matters™. All rights reserved.
Immediate ThanksAlert EveryoneNext Steps
5. Follow Through
© 2013 Asking Matters™. All rights reserved.
Tie down detailsReport
progressFurther strategy
Big gesturePersonal thanksOngoing engagement
Make donors feel appreciatedHand-written notes
Detailed written confirmation
Precise follow up
Solid reporting
5. Follow Through
© 2013 Asking Matters™. All rights reserved.
The Five Steps of Asking
Selectprospects
Prepareto meet
Set upmeeting
Followthrough
1 2 3 4 5
Ask for the gift
© 2013 Asking Matters™. All rights reserved.