My basic fundraising seminar as given at the Blackbaud conference in Montreal. Here's a description:Asking for money is as scary for people as death and public speaking. But it doesn’t have to be! Learn a simple “R.E.A.L.” method that takes much of the fear out of the process. This workshop is perfect for nonprofit employees and volunteers and will give you proven techniques to improve your fundraising skillsAmong what you’ll learn is:* the 7 most common mistakes people make* a simple 3-step tool to help you articulate your message* and a simple 4-part system to structure your solicitation
Text of 2008 Montreal Conference Asking Without Fear
1. Ask Without Fear! Connecting Donors with What Matters to Them Most Marc A. Pitman, The Fundraising Coach, www. fundraisingcoach.com
2. Who am I?
Chosen for Seth GodinsBullMarket Guideas a person will shake things up
Creator of the Extreme Fundraising Ezine ( http://fundraisingcoach.com )
Author ofAsk Without Fear!andCreating Donor Evangelists
3. Todays Goals
The Get R.E.A.L. approach to neutralizing fear and making the ask
3 Common Fundraising Myths
A few ways to handle objections
4. Fundraisinga privilege
Asking for money is one of the most noble opportunities on earth
What got them involved in the nonprofit? What impressed them most?
What fascinates them
Let them get to know about what makes your organization unique
10. 7 Frequent Fundraising Myths
The Mickey Ds Mistake
The Cheez-It Treatment
The Mrs. McTats Gaff
The Spell-Check-Will-Catch-It Faux Pas
11. Multiple Tools
ALWAYS the best
This is what brings in the money
can work VERY effectively
see my e-course
12. Multiple Tools (cont)
This made me think of you notes
Where's the banana?
13. 14. 15. 16. Ask
#1 Reason people don't give?
Find a connection and put the plug into the outlet!
Make It Easy
17. 7 Frequent Fundraising Faux Pas
The My Way or the Highway Mistreatment
The Youre-Good-Enough-To-Go-It-Alone Syndrome
The Field of Dreams Fiasco
18. Make It Easy
Make Your Own Gift First!
"I can appreciate that"
Options:Arrows in your quiver
monthly giving options
Maybe: good, better, best
19. 20. Tangibilitize your ask
Heifer.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.
21. Handling Objections
What are common ones?
Don't have the money
when might you?
when may I come back?
"how could we get in your top 10 giving priorities?
Are theycomatose ? *grin*
Love/Like the person anywaythey'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