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The 3rd part of a 3-part webinar expanding on the concepts in the book "Ask Without Fear!"
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Get R.E.A.L.: Ask & LoveThe third & fourth steps to
ask without fear!
Marc A. Pitman, The Fundraising Coach, www.fundraisingcoach.com
This Session’s Goals The most important
step
This Session’s Goals The most important
step
Different communication styles
This Session’s Goals The most important
step
Different communication styles
3 incredibly effective steps for crafting your message
Fundraising is an extreme sport!
Like putting a plug into a live socket
Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
4. Love/Like/Live
Ask#1 Reason people
don't give?
Ask#1 Reason people
don't give?
Ask#1 Reason people
don't give?
Find a connection and put the plug into the outlet!
Ask#1 Reason people
don't give?
Find a connection and put the plug into the outlet!
Make It Easy
7 Frequent Fundraising Faux Pas’
#7: The “My Way or the Highway” Mistreatment
Different Strokes for Different Folks:Avoiding
the “My Way or the Highway” Mistake
Different Strokes for Different Folks:Avoiding
the “My Way or the Highway” Mistake
– Dominant– Inspiring– Steady– Calculating
Different Strokes for Different Folks:Avoiding
the “My Way or the Highway” Mistake
– Dominant– Inspiring– Steady– Calculating
Remember: speak to the head & the heart
Different Strokes for Different Folks:Avoiding
the “My Way or the Highway” Mistake
– Dominant– Inspiring– Steady– Calculating
Therefore, speak to the head and the heart
Different Strokes for Different Folks:Outgoing
Different Strokes for Different Folks:Reserved
Different Strokes for Different Folks:Task-
focused
Different Strokes for Different Folks:People-focused
Different Strokes for Different Folks:Dominant
Different Strokes for Different Folks:
Inspiring
Different Strokes for Different Folks:
Steady
Different Strokes for Different Folks:
Calculating
Different Strokes for Different Folks:Dominant
Inspiring
Steady
Calculating
Therefore, speak to the head & the heart
Make It Easy Phraseology
– Make Your Own Gift First!
Make It Easy Phraseology
– Make Your Own Gift First!– "I can appreciate that"
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
Gift Range Calculatorhttp://blackbaud.com/resources/giftrange/giftcalc.aspx
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…
© The Suddes Group | Check out: www.ForImpact.org
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…
Options: Arrows in your quiver– monthly giving options– Maybe: good, better, best
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
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.
Handling Objections What are common ones?
Handling Objections What are common ones?
Don't have the money
Handling Objections What are common ones?
Don't have the money– when might you?– when may I come back?
Handling Objections What are common ones?
Don't have the money– when might you?– when may I come back?
Giving elsewhere
Handling Objections What are common ones?
Don't have the money– when might you?– when may I come back?
Giving elsewhere– best objection
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?“
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?
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
Love/Like/LiveLove/Like the person
anyway—they're more important than the gift– This business is ALL
about relationships
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.
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?
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?
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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