1. + Powerful Relationship Building Passionate Philanthropic Partners
Purposeful
+ Powerful Relationship Building
Passionate Philanthropic Partners
Minnesota Planned Giving Council
Prepared by Michelle Janssen, CFRE November 2, 2010

2. Some Questions As We Start
Will I learn anything that can be really helpful?
Can I rely on what is taught?
Why change, as I am already successful?

3. Some Questions As We Start
Will I learn anything that can be really helpful?
Relational skills over technical
Hands-on over conceptual

4. Some Questions As We Start
Can I rely on what is taught?
Wilson Learning
Research-based
Proven by experience

5. Some Questions As We Start
Why change, as I am already successful?
Conscious competence
Team approach

6. The Context Today in Fund Raising
More Professionals
Less reliant on volunteers
Greater degree of science based approach
Wealth screening
Business intelligence and analytics
Donors increasingly sophisticated and savvy about philanthropy

7. The Context Today in Fund Raising
What has remained constant
Individuals give the bulk of the charitable dollars given away in this country and…
“Every cause needs people more than money. For when the people are with you and are giving your case their attention, interest, confidence, advocacy and service, financial support should just about take care of itself.”
Harold J. Seymour-Designs for Fund Raising

8. used with permission from Wilson Learning Corporation
Relating 101
Two Useful Techniques Called “Purpose-Process-Payoff” and “Ben Duffy”
used with permission from Wilson Learning Corporation

9. Relating 101
Why don’t fundraisers successfully get appointments and close more gifts?
No trust
No need
No help
No satisfaction

10. Establishing Trust Key ingredients in connecting with new prospects
“Secret Sauce” in establishing all kinds of new business relationships

11. Relating 101 Ingredients for establishing trust Propriety Competence
Commonality
Intent

12. Purpose-Process-Payoff
Purpose: Why are we meeting?
Process: How will we meet?
Payoff: What is the benefit for me and you?

13. Purpose-Process-Payoff
Reduces relationship tension
Raises task tension
Builds credibility
Demonstrates empathy

14. Purpose-Process-Payoff
Introduce myself as a representative of Valparaiso University
Get to know you
Provide an update on the strategic planning process at Valpo
Thank you for your past support
Discuss your involvement in furthering Valpo’s mission

15. Purpose-Process-Payoff
Our meeting will take approximately 45 minutes today.

16. Purpose-Process-Payoff
You will be more fully informed; know that your current support is appreciated; and learn how you can help further the goals and direction of the university.
I will get to know you; I will more fully understand your interests related to the work of the university and thus will be more equipped to respond.

17. Useful Technique Called “ben Duffy”
used with permission from Wilson Learning Corporation

18. Ben Duffy Purpose
Goal is to place yourself in the position of the person you are visiting and discover their point of view.

19. Ben Duffy Process
Think about the other person’s concerns, issues and question.
List them in question form.
Develop written responses.

20. Sample Ben Duffy Questions
Who are you?
Will I like you and will you like me?
Can I trust you?
Are you competent to help me?
What do you want from me and will I like it?
Will you listen to me and understand me?

21. Ben Duffy Clusters
Personal
Process
Institutional

22. Ben Duffy Personal Questions
Who are you?
Will I like you and will you like me?
Can I trust you?
Are you competent to help me?
Will you listen to me and understand me?
What is in it for you?

23. Ben Duffy Process Questions
What do you want from me and will I like it?
Can I do what you ask or will I have to say no?
Why now? Why so much?
Are there other expectations of me? How long will this take?
How will we spend the time together?
Will I like it or will it hurt?
What is in it for me?

24. Ben Duffy Institutional Questions
What is your mission and do I care?
Why support you and not another institution?
Will I like and trust the leadership?
What is your vision? What is your plan?
Will my gift and time be wisely and beneficially used?