Embed Size (px)
Citation preview
The Asking Conversation
A workshop withAndrea Kihlstedt
© 2012 Asking Matters™. All rights reserved.
Selectprospects
Prepareto meet
Meet Schedulemeeting
Followthrough
1 2 3 4 5
The Asking Process
© 2012 Asking Matters™. All rights reserved.
© 2012 Asking Matters™. All rights reserved.
© 2012 Asking Matters™. All rights reserved.
GET CURIOUS!
© 2012 Asking Matters™. All rights reserved.
Become a Sounding Board
IntentionalConversation
s
SETTLE CONFIRMEX
PLO
RECONFIRM
AS
KEX
PL
OR
E
Asking as an Intentional Conversation
SETTLE CONFIRMEX
PLO
RECONFIRM
AS
KEX
PL
OR
E
Asking as an Intentional Conversation
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
PL
OR
EA
SK
Asking as an Intentional Conversation
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
PL
OR
EA
SK
SETTLESmall talk until
everyone’s attention is fully in the room.
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
PL
OR
EA
SK
Shall we get to work?
SETTLESmall talk until
everyone’s attention is fully in the room.
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
PL
OR
EA
SK
CONFIRM1. Purpose of visit2. Amount of time
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
PL
OR
EA
SK
May I ask you some questions?
CONFIRM1. Purpose of visit2. Amount of time
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
PL
OR
E
AS
K
EXPLORE intersecting interests between the donor and the organization
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
PL
OR
E
AS
K
This might interest you.
EXPLORE intersecting interests between the donor and the organization
SETTLE CONFIRMEX
PLO
RECONFIRM
AS
K
EX
PL
OR
E
ASKGrows out of donor’s
interests
SETTLE CONFIRMEX
PLO
RECONFIRM
AS
K
EX
PL
OR
E
Would you consider a gift of $______?
ASKGrows out of donor’s
interests
SETTLE CONFIRMEX
PLO
RE
CONFIRM
EX
PL
OR
EA
SK
EXPLOREDiscuss the possibility and terms of a
gift.
SETTLE CONFIRMEX
PLO
RE
CONFIRM
EX
PL
OR
EA
SK
Let’s summarize and review next steps
EXPLOREDiscuss the possibility and terms of a
gift.
SETTLE CONFIRM
CONFIRM
EX
PL
OR
EA
SK
EXPL
OR
E
CONFIRMRestate agreement and clarify next
steps.
SETTLE CONFIRMEX
PLO
RECONFIRM
AS
KEX
PL
OR
E
50/50
90/10
25/75
50/50
90/10
100/0
ROLESSolicitor/Prospective Donor
3-5
min
ute
s
2-3
min
ute
s
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
PL
OR
EA
SK
15-20
minutes
5-1
0
min
ute
s
15-20 m
inutes
2-3 minute
s
TIMING(Very) Approximate
Long day at the office.
Long day at the office.
Want to go out to dinner?
Try an INTENTIONAL conversation.
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
PL
OR
EA
SK
Asking as an Intentional Conversation
Asking Styles
Many ways to be EFFECTIVE
Many ways toASK
© 2012 Asking Matters™. All rights reserved.
How Do You Interact with People?
Extrovert
Introvert
Talk to think
Think to talk
© 2012 Asking Matters™. All rights reserved.
Extrovert
Introvert
IntuitiveAnalytic
InductiveFact oriented
DeductiveIdea oriented
How Do You Take In Information?
© 2012 Asking Matters™. All rights reserved.
Asking Styles
Fact basedGoal orientedStrategicCompetitiveDriving
RainMaker
Big pictureHigh energyCreativeQuickEngaging
Go-Getter
Feelings orientedReservedAttentiveConflict averseCaring
Kindred Spirit
DetailedThoroughMethodicalResponsibleObservant
Mission Controller
© 2012 Asking Matters™. All rights reserved.
RainmakerFact basedFriendlyGoal orientedStrategicCompetitiveDriving
Kindred SpiritIdea orientedReservedAttentiveObservantConflict averseCaring
Go-GetterBig pictureIdea orientedHigh energyCreativeQuickEngaging
Mission ControllerDetailedMeasuredThoroughMethodicalResponsibleObservant
What’s Your Asking Style?
Asking Styles
What’s the goal?
What moves my heart?
What’s the opportunity?
What might go wrong?
Select Prospects
Prepare
Ask
1
2
3
The Asking Process
Select Prospects Top dollar Friends
Prepare Detailed review Prospect research
Ask Goal oriented Good closer
RAINMAKER
The Asking Process
Select Prospects Friends Few at a time
Prepare Bullet points Practice out loud
Ask Personal stories Help with close
GO-GETTER
The Asking Process
Select Prospects Not friends Likely donors
Prepare Material in advance Gather Stories
Ask Personal stories Help with close
KINDRED SPIRIT
The Asking Process
The Asking Process
Select Prospects Corporate donors Foundation donor
Prepare Detailed review Written plan
Ask Facts and figures Outcomes
MISSION CONTROLLER
Pairing Askers
Pairing Askers
© 2012 Asking Matters™. All rights reserved.
RainmakerFact basedFriendlyGoal orientedStrategicCompetitiveDriving
Kindred SpiritIdea orientedReservedAttentiveObservantConflict averseCaring
Go-GetterBig pictureIdea orientedHigh energyCreativeQuickEngaging
Mission ControllerDetailedMeasuredThoroughMethodicalResponsibleObservant
What’s Your Asking Style?
TABLE DISCUSSION1. Describe your ASKING STYLES 2. Pick a solicitation partner3. Plan an ask that makes best use of each of your strengths.
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
PL
OR
EA
SK
Asking as an Intentional Conversation
