Get R.E.A.L.: ResearchThe first step to
ask without fear !Marc A. Pitman, The Fundraising Coach,
www.fundraisingcoach.com
Who am I? Chosen for Seth Godin’s
BullMarket Guide as a person “will shake things up”
Creator of the Extreme Fundraising Ezine (http://fundraisingcoach.com)
Author of Ask Without Fear! and Creating Donor Evangelists
Today’s Goals Basic overview of
researching
Free tools for defining your case
Easy ways to make sure you make the right ask
Fundraising…a privilege
Asking for money is one of the most noble opportunities on earth
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
ResearchAbout your goals:
Case statement
Gift table
Naming Opps
Research: Case Statement
Pros and cons
“Prove it”
Head & Heart
- business plan
- inspiring stories
Research: Case Statement
Objections:
– Brainstorm them
– Work them into the case statement
Gift Range Calculatorhttp://blackbaud.com/resources/giftrange/giftcalc.aspx
Gift Pyramid
Research: Naming Opportunities
How much would it cost to “name” your charity?
Big ticket items
Participation clubs
ResearchAbout your prospect
Free Tools
Paid Services
Peer Reviews
Research: Free Tools
Research: Paid Services
Research: Peer Reviews
Traditional Reviews
The “CPI” Review– Three Sections
• Capacity• Philanthropy• Interest
– Rate 1 – 5
Avoid Paralysis By Analysis
Don’t Get Stuck Here!
Avoid ParalysisBy Analysis
Coming up in the next classStep 2: Engage!
You Can Do It!BEE YOURSELFMake your gift first!Don't feel guilty that
you're afraidHave courage (it's not
courage without fear)Keep it simpleHave fun!
Tool shop including: The Creating Donor Evangelists Program
Give me your card for a free copy of $100,000 Guide to Email Solicitation e-course
Free blog, articles, book reviews, and [email protected]
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