1. AFP Monterey Bay Summer Fundraising Summit Tuesday, June 21, 2016
How to “Ask”
AFP Monterey Bay
Summer Fundraising Summit
Tuesday, June 21, 2016
Presented by:
Diane M. Carlson, CEO
1-2-1 Philanthropic Services

2. What Donors Want – The Psychology of Giving

3. What Donors Want
- Transparency - Clear Financial Statements - Case for Support with High Impact - Pledge Period/Installment Giving - Ways to Give - Donor Recognition/Thank You - Naming Opportunities

4. The Key Steps to be Taken Prior to the Ask
Identification
Evaluation for
ask amount
Cultivation

5. Essentials of a Strong Case Statement
High Impact
Use Statistics
Relate Goals to a Better Life
It’s About People

6. How to Strategize Your Ask – Setting the Ask Amount

7. Setting an Ask Amount Wealth Capacity Interest Gift Chart Research
Top 10 Gifts

8. Managing Our Fear of the Ask
Do Homework
4 Right Rule
Strong Case
Role Play
Providing an
Opportunity
for the Donor

9. How to Make an Appointment for a Visit – What to Say
Why are you calling?
What do you want?
How long will it take?
Confirm it

10. Strategizing Each Visit
Visit #1 – Education and Information
Visit #2 – Zero in on Interest and Possible Ask
Visit #3 – Make the Ask
Moves Management

11. When to Make the Ask
When You Can
When You Can’t
Close Rate

12. How to Handle a “Yes” “Not Now” or “No”
Keep the Door Open
Keep Moving

13. Questions?

14. Thank you!
Diane M. Carlson, CEO