The Ask: Soliciting Your Donors David M. Giagrando Assistant Vice President Corporate Partnerships

Today’s Road to Success Creating a Good Ask Fundraising Tips Follow Up the Ask Barriers to Success

It’s easier than it seems… Making the Ask

“I have tried raising money by asking for it, and by not asking for it. I always got more by asking for it.” -A fundraising participant

“I am doing the Jimmy Fund Walk. Will you sponsor me?” Is this a Good Ask or a Bad Ask?

“1 in 8 women will get breast cancer in her lifetime. As someone with a daughter, I find this scary, depressing and unacceptable. So I’m walking this September in the Jimmy Fund Walk to change this statistic. Will you support me by giving a gift of $50?” Is this a Good Ask or a Bad Ask?

Five Easy Steps

“1 in 8 women will get breast cancer in her lifetime. As someone with a daughter, I find this scary, depressing and unacceptable. So I’m walking this September in the Jimmy Fund Walk to change this statistic. Will you support me by giving a gift of $50?” Step #1 (1) Identify the need

“1 in 8 women will get breast cancer in her lifetime. As someone with a daughter, I find this scary, depressing and unacceptable. So I’m walking this September in the Jimmy Fund Walk to change this statistic. Will you support me by giving a gift of $50?” Step #2 (1) Identify the need (2) Be authentic and tell why it is important to you?

“1 in 8 women will get breast cancer in her lifetime. As someone with a daughter, I find this scary, depressing and unacceptable. So I’m walking this September in the Jimmy Fund Walk to change this statistic. Will you support me by giving a gift of $50?” Step #3 (1) Identify the need (2) Be authentic and tell why it is important to you? (3) Share what you are doing about it

“1 in 8 women will get breast cancer in her lifetime. As someone with a daughter, I find this scary, depressing and unacceptable. So I’m walking this September in the Jimmy Fund Walk to change this statistic. Will you support me by giving a gift of $50?” Step #4 (1) Identify the need (2) Be authentic and tell why it is important to you? (3) Share what you are doing about it (4) Ask your donor to take a specific action

Step #5 Shhhhhhhhhh!

Be specific and identify the need Be authentic and explain why it is important Share what you are doing about it Ask your donor to take a specific action Stop talking! Shhh! An Ask in 5 Easy Steps

Remember It is specific. It is authentic. It is actionable. It is a question! Identify the need Explain why it is important Share what you are doing Ask your donor to take action Stop talking! Five Easy Steps to an AskFour Elements to an Ask

Fundraising Tips

Ask Everyone

Circle of Influence

Speak from the heart! Be personal Be powerful Share your story with people you know... and people you don’t. Share your story

Ask Confidently! NEED NEW PIC CC

Make it urgent: set goals for yourself Event Date Start fundraising! DONOR DEADLINE Start fundraising Event Date

Body copy Make it EASY $5 x 5 days a week = $25/week (or $100 month!)

Use your Jimmy Fund website page Use our Facebook fundraising application Include a self-addressed stamped envelope Volunteer to pick up and deliver their gift Other ideas to make it easy

Show your donor what their gift could buy: $25 = New toys for pediatric patients $50 = Bereavement visits $100 = Cancer screenings (skin, breast, prostate) $150 = Patient support groups $250 = Helps fund clinical trials $500 = Genetic Screening for 1 patient Make it easy

… and then be quiet Ask big …

Have an opening line “What motivated you to give last year?” “Did you know 1 in 8 women will get breast cancer in their lifetime?” “What do you know about Dana-Farber Cancer Institute?”

Ask everyone – multiple times 5:1 Share your story Ask confidently Make it urgent Make it easy Ask big Have an opening line Remember Bottom line: You need to ask!

Send them updates Send a second appeal Talk about your progress Follow up with the undecided

“Do you have a few minutes to talk?” “Do you remember when I was telling you about…?” “I am passionate about this cause.” “I believe in the work Dana-Farber is doing.” “I’m halfway to reaching my goal of $500 in the next two weeks, and every dollar helps!” “Will you support me in conquering cancer?” Ask a second time

Diversify Ask and engage Use Facebook, Linked In, Instagram Use Hold a drawing Offer digital images and video Host an event Use snail mail, personalized letters

Follow up with the undecided Follow up with second ask Diversify Remember

Barriers to success

They are not asked! What’s the #1 reason people do not give?

Don’t ever assume you know: who will give how much they will give. what connection they have to the cause Don’t make assumptions

They’re not rejecting you It’s okay to hear ‘no’ Someone else will say yes The fight against cancer is worth it Don’t fear rejection

Accepting “No” “I can’t come to your event.” “Here is the link to my giving page. Will you please give online instead?” “I’m tapped out.” “I understand. Would you consider giving your time and energy to help with my fundraising efforts?”

“I already gave to someone else.” “Thank you for supporting this cause! Will you take your commitment to the next level and contribute again?” Accepting “No”

Reconnect with the cause Celebrate successes See everybody you meet as potential new donor Fundraise efficiently Set specific goals Set intermediate goals Ask for help Train your replacement Giving fatigue I can’t give again! I can’t ask again!

Don’t procrastinate: Be specific

Lack of a response doesn’t necessarily mean an unwillingness to give. It may just mean: Failing to follow up “I’m busy.”“I forgot.” “I misplaced your appeal.”

Take the initiative and follow up!

Thank you!