2. Fundraising Training www.grassrootsinstitute.org

3. $260 Billion in 2005 Individuals $199 76% Foundations $28.8 12% Bequests $17 7% Corporations $13 5%

4. Entity % Religion 36% Education 15% Human Services 10% Health 9% Foundations (Gifts)8% Arts/Culture 5% Public/Society Benefit 5% Environment 3% International Affairs 3% Unallocated 6% Entity % Religion 36% Education 15% Human Services 10% Health 9% Foundations (Gifts)8% Arts/Culture 5% Public/Society Benefit 5% Environment 3% International Affairs 3% Unallocated 6% $260 Billion in 2006 Who Gets?

5. Why People don’t Give? No one asks them. They aren’t acknowledged for previous giving. They have no sense of organizational milestones. Their ideals don’t match the organizational mission. The wrong person asks. It is not the right time. There is either incorrect or not enough information.

6. The Facts  7 out of 10 people give.  80% of all giving comes from household with annual incomes of $50,000 or less.  The nation’s poor give the highest percent of their income.  Giving averages over $1,000 per person who gives.  Most people give to pay groups to take care of the problems they can’t take care of themselves.

7. Acceptance To be successful at individual solicitation you have to accept and remember the following principles: It is your job ask. It is the donor’s job to decide. Success is defined by the number of people you ask. It is ok with you for the person to say “no.” Your belief in the organization must be greater than your fear of asking.

8. Who are Prospects Ability Belief Contact

9. Major Donor Gifts Four basic pools of prospects 1.The public domain donor 2.The donor in-hiding in your database 3.The accidental donor 4.New recruits

10. Preparing for an Ask Four part process: 1.Introductory letter 2.Phone call to set up meeting 3.The meeting 4.Follow up

11. The Art of Asking Smile, say your name & the organization’s name a lot Describe your program & its recent victories Describe your budget & fundraising goal Be aware of non-verbal messages

12. Asking –A–Ask for a a specific amount –E–Explain why you need the money –A–Ask for the amount again –S–STOP TALKING. Smile. Wait for the person to say yes –R–Remind the prospect that you’ve also given –M–Make arrangements to get the donation –A–Always send a thank you! –D–Do a report back to the office immediately

13. Handling Objections Step 1 Acknowledge the objection as it arises. Step 2 Don’t debate with the prospect. Step 3 Correct erroneous information to diffuse the objection. Step 4 Get back to the subject at hand. Step 5 Maintain a common ground or negotiating posture. Step 6 Don’t get discouraged.

14. How Not to “Ask” Not asking Not asking our friends and family Not being direct Being dishonest Begging, asking for forgiveness, or demanding Not knowing the fundraising goal and budget A low budget Giving up after a rejection Taking “yes” as the answer