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Get R.E.A.L.: ACTThe third step to
ask without fear !Marc A. Pitman, The Fundraising Coach
www.fundraisingcoach.com
The #1 Reason People Give?
Fundraising is an extreme sport!
This is where the magic happens!
Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
4. Love/Like/Live
Ask#1 Reason people
don't give?
This is the fun part!
SO much easier now that you’ve– Researched your project & prospect
– Engaged them
Find a connection and put the plug into the outlet!
Make It Easy
Setting up the appointment
Setting Up the AppointmentBe clear
– “I’d like to talk about your support of the project…”
– DON’T get into an ask on the phone
Go in pairs when possible!– Keeps accountable
– You see different things
Story of the artwork
Making the AskAvoid solicitations during meals
– Servers mean well but have amazingly bad timing
– Don’t get too religious about this
If they offer you something to drink, say yes!– Make them feel comfortable
– Your saying “yes” may set up a “yes” atmosphere
Making the AskAsk for a specific dollar amount
– The complete dollar amount($1,000 not $84/month)
Phrases– “Would you consider a gift of $10,000
toward this?”
OR
– “I have no idea what to ask you, but I’d like to ask you to consider a gift of ____”
SHUT UP
Making the AskSHUT UP
– Sales training says “He who speaks first loses”
– It’s not win-lose with fundraising
Making the AskSHUT UP
– The prospect needs time to process your request
– You need to respectfully give her as much time as she needs
– She’ll let you know she’s done by talking first
Ask
Find a connection and put the plug into the outlet!
Make It Easy
Make It Easy Phraseology
– Make Your Own Gift First!– "I can appreciate that“
Ask for a specific $ amount
Make It Easy Props
– Renderings– Gift Charts
Renderings
Floor plans
But let them see the existing floor plan so they get a sense of how it’s changing.
Floor plans Props
– Renderings– Gift Charts
Gift Pyramid
Make It Easy Be honest when making
the appointment– I’d like to get together to
talk about your involvement in the project
– …your participation in the campaign…
Impact Card
© The Suddes Group | Check out: www.ForImpact.org
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.
Tangibilitize your askWhat can you quantify?
Cost to run a day?– “Day sponsors”– Show sponsors
How much food?
How many kids?
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.
If asking by mail……don’t do this
Handling Objections What are common ones?
– One per post-it note– Group together!
Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
4. Love/Like/Live
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
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!
Fundraisingcoach.com Fundraising Coach
Store including: Creating Donor Evangelists Program
Subscribe to my ezine and get the “$100,000 Guide to Email Solicitation” e-course free
Free blog, articles, book reviews, and more!marc@fundraisingcoach.com
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