Making an Artful Ask

2015 Artful Asker - Marcy Heim Consulting
Logo cover Presentation by Marcy Heim, The Artful Asker, www.marcyheim.com, 888-324-0442
Making an Artful Ask!
The Power of Mindset!

THE ARTFUL ASKER
Marcy Heim, CFRE, PLCC Founder & Principal
Marcy Heim, CFRE, PLCC, is an author, international speaker, fundraising consultant and life coach for those transforming the world through generosity. Her direct and entertaining style reflects over twenty years of in-the-trenches, major gift fundraising and management success. She and her team raised millions by creating the very relationships Marcy teaches in her popular sessions. Shes an AFP Master Teacher and received both the CASE Crystal Apple and AFPs Outstanding Fundraiser awards. "Empowering Development Ambassadors is Marcys book on major gift relationship-building and the role both methods and mindset play in giving success.

We are about to have an incredible experience
together! The Power of Mindset

Session Goals Making an Artful Ask
Our Mindset
Why people give/the Words we use
The Cycle of Successful Relationships overview
Making an Artful Ask

Whats
the cause?
Cant you
just give?
Must there
always be
a cause?

Universal Vision
You want to compose a good
world it is an honorable and
noble profession. Maya Angelou
Let your vocabulary reflect your attitude!

85% of your
success is in your head!
So whats in our head?

The Strangest Secret

We become what we think about!
Earl Nightingale
The Strangest Secret

Examine Your Beliefs "Our beliefs can move us forward in life, or they can
hold us back. Oprah
Ive heard this before

Declarations about Raising Major Gifts
My cause is worthy of peoples investment
We are a sound and accountable organization
We make a difference and I am proud of what we do
By giving to my organization, my donors experience the
joy of philanthropy! It feels GREAT!
I delight in hearing about gifts to other organizations
I love to give to my organization myself
People love to give me money!

How do I
Feel
About
Money? Talking about money

Finish these sentences Money is the root of all __________
Money doesnt grow on ___________
Not everyone can be rich, theres not ______________.
If I get rich Ill lose my _________.
_________ rich
Be ____________with what you have.
You must work ______ to earn a ___________.

Why Do People Give?
Mission
They are asked Stable & ethical In honor someone/thing Extend their values Regard-staff/volunteer
leadership Belong -Community

hit up put the arm on The bottom line loaded milk should give ought to give owes us Contacts per month get into pockets pick the low hanging fruit Loosen the purse strings
The Words We Use Dream Make a difference Gift Consider Impact/Hope Meaningful Exciting/Passion Enduring Possibilities What to you think?

Prospect Suspect Follow up Strategy Move you Pitch Close Qualify
Your language is your creativity
Giver Prospective Giver Stay in touch, keep you informed Planned touches Inspire you Explore a partnership Invite you to invest Shared values and interests

BUTIts more than just the words you use you need to really mean them.
Marcy Heim

People give from the HEART, not from economics.
When a NEED is
recognized, the heart moves the hand.

Philanthropy is the Mystical Mingling of a joyous giver,
an artful asker, and a grateful recipient.
Douglas M. Lawson (1936)
WRITE THIS DOWN!

The Artful Asker Cycle of Successful Relationships
Creating the Joyful Giver
Engagement
Making the Artful Ask
NO
yes
acknowledge
Invoking the Grateful Recipient
Show Creativity
Consider Shared
Values & Interests
Begin the Conversation
Used with permission from
Don Gray /Douglas Lawson
Additional Interest
2014 The Artful Asker, www.MarcyHeim.com
info@marcyheim.com,888-324-0442
A Donor Story

The Artful Asker Cycle of Successful Relationships
Creating the Joyful Giver
Engagement
Making the Artful Ask
NO
yes
acknowledge
Invoking the Grateful Recipient
Show Creativity
Consider Shared
Values & Interests
Begin the Conversation
Used with permission from
Don Gray /Douglas Lawson
Additional Interest
2014 The Artful Asker, www.MarcyHeim.com
info@marcyheim.com,888-324-0442
They agree on the value of our organization/mission.
They agree with the vision of our leadership.
They see that private support is needed for this project to happen.
We have a relationship built on trust and have talked through all the concerns they
have about giving methods and the project.
We have talked about different specific components and giving levels and found a
project that accomplishes their dream.

Major Issues in Asking What are the important linkages? How much do you ask for? Who makes the ask? Where is the best location to make an ask? What do you send out ahead of the call? When is the timing right? How do you make an artful ask? Common pitfalls in making an ask?
What do you say when.responding to objections. How do you follow up? What do you do if the answer is no? Or YES!

Review the Cycle to Date Make it Right
Motivation and values,
knowledge, decision-maker,
concerns, preferences for
involvement, giving and
stewardship.

2015 Artful Asker - Marcy Heim Consulting Artful Asker LLC 2009
Research and Discovery When is the timing right?
What is the right amount?
Who makes the ask?
Where is the ask made?
Listen for signals: Listen, Listen, Listen
Ask thoughtful questions
Develop a touch for knowing
Remember: this is an art, and a science
Readyaimaimaimaim

How Much do you Ask For? Using your 6-9 meaningful contacts, assess the potential
through your conversations personally and through involving others in the action plan for the donor. You know the number when you believe you have found a fit with the givers interest and capacity.
Talk about dollars to accomplish a certain impact and listen, listen, listen
In cultivation, review costs today.
Ask for somewhat more than the persons estimated ability. Most people are flattered.
Discuss the form of the gift, the payment period and possible combinations of outright and deferred.

Who makes the ask? The development
professional generally speaks the ask.
A high ranking administrator.
A volunteer or board member.
An expert on the project
Who should be part
of the team to visit
with David about his
gift?

Rehearse/Role-play
WRITE OUT the ask
Practice the ask
Define roles of team members and role-play the call
bestow honor/praise
special Connection/pride
with organization and to
this ask
be considerate; ask for
consideration
state specific amount
state specific purpose
Be quiet

Joe, we know you have a lot of money. Your career as CEO of the
Jones Company is thanks to some help you received from one of the other members of the Board. Hes giving $50,000 and thinks you should give too. We need your money because of increasing costs and budget cuts. So how about some help? You get a whopping tax deduction, and we can all use that, cant we?
Is this an Artful Ask? bestow honor/praise
special connection/pride with organization and to this ask
be considerate; ask for consideration
state specific amount
state specific purpose
Be quiet

Is this an Artful Ask? bestow honor/praise

Making an Artful Ask

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