The Asking Conversation A workshop with Andrea Kihlstedt.

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Presentation transcript:

The Asking Conversation A workshop with Andrea Kihlstedt

© 2012 Asking Matters™. All rights reserved. Select prospects Prepare to meet Meet Schedule meeting Follow through The Asking Process

© 2012 Asking Matters™. All rights reserved.

GET CURIOUS!

© 2012 Asking Matters™. All rights reserved. Become a Sounding Board

Intentional Conversations

SETTLE CONFIRM EXPLORE CONFIRM ASK EXPLORE Asking as an Intentional Conversation

SETTLE CONFIRM EXPLORE CONFIRM ASK EXPLORE Asking as an Intentional Conversation

SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK Asking as an Intentional Conversation

SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK SETTLE Small talk until everyone’s attention is fully in the room.

SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK Shall we get to work? SETTLE Small talk until everyone’s attention is fully in the room.

SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK CONFIRM 1. Purpose of visit 2. Amount of time

SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK May I ask you some questions? CONFIRM 1. Purpose of visit 2. Amount of time

SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK EXPLORE intersecting interests between the donor and the organization

SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK This might interest you. EXPLORE intersecting interests between the donor and the organization

SETTLE CONFIRM EXPLORE CONFIRM ASK EXPLORE ASK Grows out of donor’s interests

SETTLE CONFIRM EXPLORE CONFIRM ASK EXPLORE Would you consider a gift of $______? ASK Grows out of donor’s interests

SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK EXPLORE Discuss the possibility and terms of a gift.

SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK Let’s summarize and review next steps EXPLORE Discuss the possibility and terms of a gift.

SETTLE CONFIRM EXPLORE ASK EXPLORE CONFIRM Restate agreement and clarify next steps.

SETTLE CONFIRM EXPLORE CONFIRM ASK EXPLORE 50/50 90/10 25/75 50/50 90/10 100/0 ROLES Solicitor/Prospective Donor

3-5 minutes 2-3 minutes SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK minutes 5-10 minutes minutes 2-3 minutes TIMING (Very) Approximate

Long day at the office.

Want to go out to dinner? Try an INTENTIONAL conversation.

SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK Asking as an Intentional Conversation

Asking Styles

Many ways to be EFFECTIVE Many ways to ASK

© 2012 Asking Matters™. All rights reserved. How Do You Interact with People? Extrovert Introvert Talk to think Think to talk

© 2012 Asking Matters™. All rights reserved. Extrovert Introvert IntuitiveAnalytic Inductive Fact oriented Deductive Idea oriented How Do You Take In Information?

© 2012 Asking Matters™. All rights reserved.

Asking Styles

Fact based Goal oriented Strategic Competitive Driving RainMaker

Big picture High energy Creative Quick Engaging Go-Getter

Feelings oriented Reserved Attentive Conflict averse Caring Kindred Spirit

Detailed Thorough Methodical Responsible Observant Mission Controller

© 2012 Asking Matters™. All rights reserved. Rainmaker Fact based Friendly Goal oriented Strategic Competitive Driving Kindred Spirit Idea oriented Reserved Attentive Observant Conflict averse Caring Go-Getter Big picture Idea oriented High energy Creative Quick Engaging Mission Controller Detailed Measured Thorough Methodical Responsible Observant What’s Your Asking Style?

Asking Styles What’s the goal? What moves my heart? What’s the opportunity ? What might go wrong?

Select Prospects Prepare Ask The Asking Process

Select Prospects Top dollar Friends Prepare Detailed review Prospect research Ask Goal oriented Good closer RAINMAKER The Asking Process

Select Prospects Friends Few at a time Prepare Bullet points Practice out loud Ask Personal stories Help with close GO-GETTER The Asking Process

Select Prospects Not friends Likely donors Prepare Material in advance Gather Stories Ask Personal stories Help with close KINDRED SPIRIT The Asking Process

Select Prospects Corporate donors Foundation donor Prepare Detailed review Written plan Ask Facts and figures Outcomes MISSION CONTROLLER

Pairing Askers

© 2012 Asking Matters™. All rights reserved. Rainmaker Fact based Friendly Goal oriented Strategic Competitive Driving Kindred Spirit Idea oriented Reserved Attentive Observant Conflict averse Caring Go-Getter Big picture Idea oriented High energy Creative Quick Engaging Mission Controller Detailed Measured Thorough Methodical Responsible Observant What’s Your Asking Style?

TABLE DISCUSSION 1. Describe your ASKING STYLES 2. Pick a solicitation partner 3. Plan an ask that makes best use of each of your strengths.

SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK Asking as an Intentional Conversation

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