The excellent is new forever. Ralph Waldo Emerson

Nonprofit Leadership Center The Ask October 2, 2015 The ask Emily H. Benham, FAHP, CFRE June 26, 2017 Planet Philanthropy Conference www.NonprofitLeadershipCenter.com

Welcome Nonprofit Leadership Center of Tampa Bay Founded in 1996 by CBHC, Conn Foundation & United Way Capacity Building Partner to nonprofit sector Classroom & custom training, coaching, conferences and peer exchange circles Serves 10,000+ agencies in a 5 county area Emily H. Benham, CEO 30+ years leading nonprofits throughout the nation (orchestras, theaters, healthcare) 20 years as Vice President of Development for Bayfront Medical Center in St. Petersburg

Who We Are We believe the work of nonprofits drives positive change in a society. We believe knowledge gained and shared collectively fosters leadership. We develop and connect nonprofit leaders to strengthen organizations and our community.

Nonprofit Leadership Center The Ask October 2, 2015 © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 The Golden circle © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center Making Your Case for Support September 10, 2014 https://youtu.be/u4ZoJKF_VuA © 2014 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 Today’s path: Getting ready The Asker The Ask The Answer After the Ask © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 Are you ready? Do you believe in what you do? What your organization does? Will you get better at it over time? Are you ready to get started? What kind of asks are we talking about? © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 Why do we hesitate? Fear of not knowing person Not knowing what makes our cause special © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

“Fundraising is not something you do to someone “Fundraising is not something you do to someone. Asking for a gift is something you do for someone.” -Jerry Panas © 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

“If you want money, ask someone for advice “If you want money, ask someone for advice. If you want advice, ask someone for money.” - Gail Perry © 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

Nonprofit Leadership Center The Ask October 2, 2015 Cy Seymour Principles Top down, Inside out Face to face, Peer to peer Thoughtful & Proportionate www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 Your constituents Board Employees Vendors Individuals in the community Corporations © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 The question Scripting the Ask www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 Case for support © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 The question Parts of your script: Time frame for the ask Warm-up Ask Anticipated response Close and follow-up Who speaks and who listens © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 When to ask ? Readiness formula: education + involvement + cultivation + inclination + assets = THE RIGHT TIME TO ASK © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 When to ask ? © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 How much to ask for? What is their giving history? What are their peers giving? What options do you have for payment? © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 Where to ask? © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 Training volunteers Key points: Results Impact needed Vision and goals Profiles and motivations of prospects Objections Specific techniques for making ask © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Getting the Appointment Nonprofit Leadership Center The Ask October 2, 2015 Getting the Appointment Who initiates? Should you say why? © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 The ask Review what we have: Prospect Asker(s) Project Script Roles © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 The Ask Outline: Warm-up 5 minutes Ask 6 minutes Response 10 minutes Close 4 minutes © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 The ask Getting the words right Getting the words out © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 The Ask Particulars of the gift: Describe the gift Benefits of gift How gift will achieve prospect’s goals Gift amount requested © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 The Answer Response 10 minutes © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 Handling objections 1. Probe before responding. 2. Restate before responding. 3. Never argue, only explain or cite relevant facts. 4. Cite another donor with similar objection, positive outcome. 5. When it’s real, admit it and move on. 6. Convert a negative into a positive. 7. Where antagonism is present, pull it out of them. www.NonprofitLeadershipCenter.com

Nonprofit Leadership Center The Ask October 2, 2015 After the ask Accept Thank Recognize Steward Repeat © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com

My favorite ASK © 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

Nonprofit Leadership Center The Ask October 2, 2015 Questions? Emily H. Benham, FAHP, CFRE CEO Nonprofit Leadership Center of Tampa Bay www.nonprofitleadershipcenter.com ebenham@nonprofitleadershipcenter.com © 2015 Nonprofit Leadership Center of Tampa Bay, Inc. www.NonprofitLeadershipCenter.com