Get R.E.A.L.: ACT The third step to ask without fear ! Marc A. Pitman, The Fundraising Coach

The #1 Reason People Give?

Fundraising is an extreme sport!  This is where the magic happens!

Let's Get R.E.A.L.! 1.Research 2.Engage 3.Ask 4.Love/Like/Live

Ask  #1 Reason people don't give?

This is the fun part!  SO much easier now that you’ve –Researched your project & prospect –Engaged them  Find a connection and put the plug into the outlet!  Make It Easy

Setting up the appointment

Setting Up the Appointment  Be clear –“I’d like to talk about your support of the project…” –DON’T get into an ask on the phone  Go in pairs when possible! –Keeps accountable –You see different things

Story of the artwork

Making the Ask  Avoid solicitations during meals –Servers mean well but have amazingly bad timing –Don’t get too religious about this  If they offer you something to drink, say yes! –Make them feel comfortable –Your saying “yes” may set up a “yes” atmosphere

Making the Ask  Ask for a specific dollar amount –The complete dollar amount ($1,000 not $84/month) Phrases –“Would you consider a gift of $10,000 toward this?” OR –“I have no idea what to ask you, but I’d like to ask you to consider a gift of ____”

SHUT UP

Making the Ask  SHUT UP –Sales training says “He who speaks first loses” –It’s not win-lose with fundraising

Making the Ask  SHUT UP –The prospect needs time to process your request –You need to respectfully give her as much time as she needs –She’ll let you know she’s done by talking first

Ask  Find a connection and put the plug into the outlet!  Make It Easy

Make It Easy  Phraseology –Make Your Own Gift First! –"I can appreciate that“  Ask for a specific $ amount

Make It Easy  Props –Renderings –Gift Charts

Renderings

Floor plans But let them see the existing floor plan so they get a sense of how it’s changing.

Floor plans  Props –Renderings –Gift Charts

Gift Pyramid

Make It Easy  Be honest when making the appointment –I’d like to get together to talk about your involvement in the project –…your participation in the campaign…

Impact Card © The Suddes Group | Check out:

Tangibilitize your ask Heifer.org gives all sorts of gift ranges represented by different animals:  a $500 gift is symbolized as a gift of a heifer,  $120 a gift of a pig,  $60 a trio of rabbits,  $20 a gift of chickens. A $5000 gift is “a gift of an ark”! The prices in this catalog represent the complete livestock gift of a quality animal, technical assistance and training. Each purchase is symbolic and represents a contribution to the entire mission of Heifer International. Donations will be used where needed most to help struggling people.

Tangibilitize your ask What can you quantify?  Cost to run a day? –“Day sponsors” –Show sponsors  How much food?  How many kids?

Tangibilitize your ask Heifer.org gives all sorts of gift ranges represented by different animals:  a $500 gift is symbolized as a gift of a heifer,  $120 a gift of a pig,  $60 a trio of rabbits,  $20 a gift of chickens. A $5000 gift is “a gift of an ark”! The prices in this catalog represent the complete livestock gift of a quality animal, technical assistance and training. Each purchase is symbolic and represents a contribution to the entire mission of Heifer International. Donations will be used where needed most to help struggling people.

If asking by mail…  …don’t do this

Handling Objections  What are common ones? –One per post-it note –Group together!

Let's Get R.E.A.L.! 1.Research 2.Engage 3.Ask 4.Love/Like/Live

Love/Like/Live  Love/Like the person anyway—they're more important than the gift –This business is ALL about relationships  Live with their response! –You don't always have to like the response but keep on loving the person

Dealing with F.E.A.R. False Evidence Appearing Real

Dealing with F.E.A.R. False Evidence Appearing Real  Asking for money or helping change a kid’s life?  Rejecting YOU or the cause?  This isn't life or death!

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