taking donor visits to the next level - afp dallas€¦ · 24/10/2012 · donor puzzle©...
TRANSCRIPT
Taking Donor Visits to the Next Level
A Sure Path to Joyful, Generous and Inspired Yeses
Generous, Inspired, Joyous, Giving
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Agenda
1. Foundation
2. Getting tough appointments
3. Planning a visit for maximum results
4. Strategic Questioning and Listening
5. Stewardship and the Wow Factor
5. Ending with a yes to a next step
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It’s All About Relationships, Engagement…
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…and Being Strategic
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Approach Matters
Building Transformational Donor Relationships
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Trusted Versus Trustworthy
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The Tarnside Curve of Involvement *Developed by Patrick Boggen, Tarnside Consulting, UK
GIV
ING
INVOLVEMENT
Awareness Interest
Engagement
Commitment
Ownership
Taking Personal
Responsibility
Factors* *Bank of America, University of Indiana 2009, High net work donors w/$200K+ income and $1,000,000 in liquid assets
• Attending religious services
• Volunteering
• Using professional expertise
• Engaging children in philanthropy
• $111,137 – $76,112
• $124,267 – $35,127
• $158,194
• $243,935 – 3x as much as those
who did not
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High Tough Long Term
High Touch Short Term
Lower Touch Short Term
Suite of Engagement Opportunities
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Securing “Yeses”
Mission, Values, Organization
Vision and Leadership
Philanthropy
Purpose, Impact
Scope,
Timing
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Your Goal
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Types of Visits
• Qualifying
• Discovery
• Engagement (developing and advancing relationship)
• Stewardship (connecting with impact, advancing relationship)
• Recruitment
• Solicitation
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Preparing for the Visit
• What goals do you set?
• What else do you do?
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Getting Tough Appointments
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Asking Strategic Questions
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Messages that “Stick”* * Made to Stick by Chip Heath & Dan Heath
• Simple
• Unexpected
• Concrete
• Credible
• Emotional
• Stories
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Types of Questions* *Neil Rackham Spin Selling
• Open/Closed
• Direct/ Indirect/ Leading
• New information
• Clarification/Confirmation
• Attitude
• Values
• Implications
• Commitment
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Strategic Questions Structure
• Start broad
• Frame questions
• It’s a conversation
• Avoid classic traps
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The Donor Puzzle©
• “Right” purpose
• “Right” amount
• “Right” solicitors
• “Right” time
• “Right” participants
• “Right” place
• “Right” materials
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Donor Puzzle©
• Ratings
• Motivation, values and interests
• Where on Tarnside Curve
• Knowledge, impressions of your organization
• Philanthropic decision makers and process
• Natural partners
• Issues
• Involvement and contribution preferences
• Stewardship preferences
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World View • Meet basic needs
• Save or transform one life
• Strengthen the community
• Have a greater societal impact
• Save the world
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Listening for Intent
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• Most of us listen to respond rather than listen to understand* – *Peter Drucker
The Importance of PROBING and UNPACKING!
• Listen carefully
• Ask follow-up questions
• Go deeper until you understand INTENT
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Active Listening
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Listening Styles or Preferences* *Listen Up by Kitty Watkins and Larry Baker
• People oriented
• Action oriented
• Content oriented
• Time oriented
• Multiple preferences
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Stewardship
Surprise
Personal
Connect the Dots
Impact!!!!
Accountability S
“WOW” Experiences
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End Every Visit with a “Yes”
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– www.theosbornegroup.com for free podcasts, videos and tools
• Contact us:
– [email protected] 914-428-7777
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– Twitter @kareneosborne, @bobosborne17, @neeshar, @yolanda_rahman
This presentation is the copyrighted property of The Osborne Group, Inc. (TOG) It cannot be used, copied, sold or given away without written permission from TOG
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