Rules for today’s time together…

Because they are critical for the success of their

organization..

Foundations

Corporations Bequests

Individual Donors

Question - Where do you think a not-for-profit organization should go to obtain funds?

IndividualsHow do you think not-for-profits are going to obtain

funds from individuals?

Asking is NOT……

Asking is actually encouraging people to fulfill their desires to help others with their donations to worthy causes.

Extracting Funds from nice people for worthy causes!

YesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYes

Yes

YesYesYesYesYes

YesYesYesYesYesYesYesYesYes

Yes YesYesYes

YesYesYesYesYesYesYesYesYesYesYesYes

YesYesYesYesYesYesYesYesYesYesYesYes

YesYes

YesYesYes

Yes

YesYes

YesYesYes

Yes

YesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYesYes

Yes

Yes

YesYesYesYesYesYesYesYesYes

YesYesYesYesYesYesYesYesYesYesYesYesYes

YesYesYesYesYesYesYesYesYesYesYesYes

Yes

YesYesYesYesYesYesYesYesYes

YesYesYesYes

YesYesYesYesYesYesYesYesYes

YesYesYesYesYesYesYesYesYesYesYesYes Yes

YesYesYesYesYesYesYes

YesYesYesYesYesYesYesYesYesYesYesYes

YesYesYesYesYesYesYesYesYesYesYesYes

YesYes

Yes

Yes

YesYesYes

Yes

Yes

YesYes

Yes

YesYesYesYesYesYesYesYesYesYesYesYes

YesYesYesYesYesYesYesYesYesYesYesYes

YesYesYesYesYesYesYesYesYesYesYesYes

Yes

Yes

Ye

s

Yes

Yes Y

es

Yes

Yes

Yes

Yes Ye

s

Yes

Yes

Ye

s

Yes

YES

Yes

YESYES

YES

YES YES

YES

YES

What is the biggest fear about

ASKING someone to

support a worthy cause?

Empathy – Truly listening to the donorEnergy – Intense concentrated energyEnthusiasm – Greek origin: “theos” means God, and “en” means within you

What it takes to be an effective solicitor:

Integrity – a solicitors mightiest weapon

This is the most difficult step in the ASKING process•Always send a letter in advance of calling for a visit.•Practice, practice, practice, practice, practice•Make sure you have your calendar handy•MAKE THE CALL•Stay focused•Immediately send a letter of confirmation and appreciation•Call your best prospects first

Major donors give to bold, heroic, and audacious programs - not to needy organizations

Don’t sell your needs-- sell your answer, your response, your successful solutions!

Most important factors in motivating a person to make a major gift

Least important motivating factor

Put the donor at ease

Know your reason for being in front of the donor

The single overriding reason people indicate why they haven’t made a gift is ????

Know the amount you are seeking

After all the preparation, practice, patience, phoning, perspiration, prodding, persistence, planning, playing, and praying….. It’s time to make the ASK!

Here’s the way to correctly make the ASK.

Make the ASK and then…

SHUT UP!

Board Members are Critical No need to be Afraid – No’s are 1 step

closer to the next YES Prepare properly Obtain the Visit Set the Donor at ease Make the ASK and then Shut UP Enjoy the Joy of ASKING and extracting

funds from nice people for YOUR worthy cause!

If one million seconds equals 11.5 Days

Then one Trillion Seconds equals ??? Years?

And one billion seconds equals 1,648.4 Weeks