Ask Without Fear Expanded: Step 3 Ask & Step 4 Love

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The 3rd part of a 3-part webinar expanding on the concepts in the book "Ask Without Fear!"

Text of Ask Without Fear Expanded: Step 3 Ask & Step 4 Love

  • 1. Get R.E.A.L.: Ask & Love The third & fourth steps toask without fear ! Marc A. Pitman, The Fundraising Coach, www. fundraisingcoach.com

2. This Sessions Goals

  • Themost important step

3. This Sessions Goals

  • Themost important step
  • Different communication styles

4. This Sessions Goals

  • Themost important step
  • Different communication styles
  • 3 incredibly effective steps for crafting your message

5. Fundraising is an extreme sport!

  • Like putting a plug into a live socket

6. Let's Get R.E.A.L.!

  • R esearch
  • E ngage
  • Ask
  • L ove/ L ike/ L ive

7. Ask

  • #1 Reason people don't give?

8. Ask

  • #1 Reason people don't give?

9. Ask

  • #1 Reason people don't give?
  • Find a connection and put the plug into the outlet!

10. Ask

  • #1 Reason people don't give?
  • Find a connection and put the plug into the outlet!
  • Make It Easy

11. 7 Frequent Fundraising Faux Pas

  • #7: The My Way or the Highway Mistreatment

12. Different Strokes for Different Folks:

  • Avoiding the My Way or the Highway Mistake

13. Different Strokes for Different Folks:

  • Avoiding the My Way or the Highway Mistake
    • D ominant
    • I nspiring
    • S teady
    • C alculating

14. Different Strokes for Different Folks:

  • Avoiding the My Way or the Highway Mistake
    • D ominant
    • I nspiring
    • S teady
    • C alculating

Remember: speak to the head & the heart 15. Different Strokes for Different Folks:

  • Avoiding the My Way or the Highway Mistake
    • D ominant
    • I nspiring
    • S teady
    • C alculating

Therefore, speak to the headandthe heart 16. Different Strokes for Different Folks:

  • Outgoing

17. Different Strokes for Different Folks:

  • Reserved

18. Different Strokes for Different Folks:

  • Task-
    • focused

19. Different Strokes for Different Folks:

  • People-focused

20. Different Strokes for Different Folks:

  • D ominant

21. Different Strokes for Different Folks:

  • I nspiring

22. Different Strokes for Different Folks:

  • S teady

23. Different Strokes for Different Folks:

  • C alculating

24. Different Strokes for Different Folks:

  • D ominant
  • I nspiring
  • S teady
  • C alculating
  • Therefore, speak to the head & the heart

25. Make It Easy

  • Phraseology
    • Make Your Own Gift First!

26. Make It Easy

  • Phraseology
    • Make Your Own Gift First!
    • "I can appreciate that"

27. Make It Easy

  • Phraseology
    • Make Your Own Gift First!
    • "I can appreciate that
  • Ask for a specific $ amount

28. Make It Easy

  • Props
    • Renderings
    • Gift Charts

29. 30. Gift Range Calculator

  • http://blackbaud.com/resources/giftrange/giftcalc.aspx

31. Gift Pyramid 32. Make It Easy

  • Be honest when making the appointment
    • Id like to get together to talk about your involvement in the project
    • your participation in the campaign

33.

  • The Suddes Group|Check out: www.ForImpact.org

34. Make It Easy

  • Be honest when making the appointment
    • Id 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

35. 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.

36. Tangibilitize your ask

  • What can you quantify?
  • Cost to run a day?
    • Day sponsors
    • Show sponsors

37. Tangibilitize your ask

  • What can you quantify?
  • Cost to run a day?
    • Day sponsors
    • Show sponsors
  • Howmuchfood?
  • Howmanykids?

38. 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.

39. Handling Objections

  • What are common ones?

40. Handling Objections

  • What are common ones?
  • Don't have the money

41. Handling Objections

  • What are common ones?
  • Don't have the money
    • when might you?
    • when may I come back?

42. Handling Objections

  • What are common ones?
  • Don't have the money
    • when might you?
    • when may I come back?
  • Giving elsewhere

43. Handling Objections

  • What are common ones?
  • Don't have the money
    • when might you?
    • when may I come back?
  • Giving elsewhere
    • best objection

44. 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?

45. 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 theycomatose ?

46. Let's Get R.E.A.L.!

  • R esearch
  • E ngage
  • Ask
  • L ove/ L ike/ L ive

47. Love/Like/Live

  • Love/Like the person anywaythey're more important than the gift

48. Love/Like/Live

  • Love/Like the person anywaythey're more important than the gift
    • This business is ALL about relationships

49. Love/Like/Live

  • 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

50. Dealing with F.E.A.R. 51. Dealing with F.E.A.R.

  • F alse
  • E vidence
  • A ppearing
  • R eal

52.