1. Get R.E.A.L.: Engage The second step to ask without fear! Marc A. Pitman, The Fundraising Coach www.fundraisingcoach.com

2. Session Goals  Basic overview of engaging  Explain how fundraising is like dating  Explore many ways to engage

3. Fundraising is an extreme sport!  Here we’re finding the right fit

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

5. You can’t milk a cow with a letter

6. 7. The Field of Dreams Fiasco

7. 2008 was great for nonprofits

8. Engage Fundraising is like dating

9. Engage Get to know them –What got them involved in the nonprofit? What impressed them most? –What fascinates them –Office/pictures/trophies

10. Burg’s Feel Good Questions 1.“Dave, how did you get started in the widget business?” 2.“What do you enjoy most about what you do?” 3.“Mary that is really fascinating what you do. How can I know if somebody I am talking to would be a good prospect for you?”

11. Burg’s Feel Good Questions … we've said to this person, “I am interested in you first.” We are being “you” oriented instead of what most people are being “I” oriented, and they really want to know, “What can you do for me?” Now they may not come right out and say that…But we're not doing that. We're taking interest in them. The other thing we are doing is we are getting that person to help us to help them.

12. Burg’s Feel Good Questions 1.“Dave, how did you get started in the widget business?” 2.“What do you enjoy most about what you do?” 3.“Mary that is really fascinating what you do. How can I know if somebody I am talking to would be a good prospect for you?”

13. Engage  Let them get to know about what makes your organization unique  Not only your mission, but let them meet your people

14. Engage  Take them backstage –Construction –Preparing food –Inside classrooms  Give them an “inside” scoop

15. Multiple Tools  Face-to-face –ALWAYS the best –This is what brings in the money

16. Multiple Tools  Phone –be natural –use cue cards but don’t read scripts!

17. Multiple Tools  E-mail –can work VERY effectively –see my e-course

18. Multiple Tools  Social networks

19. Multiple Tools (cont)  Mail –“This made me think of you” notes –Direct mail programs

20. Multiple Tools (cont)  Web –Where's the banana?

24. 5. The “My Way or the Highway” Mistreatment

25. We’re all a blend  BUT…this is more real than you know!

26. Don’t get stuck here! This can be done in one session over coffee.

28. You Can Do It!  BEE YOURSELF  Make your gift first!  Don't feel guilty that you're afraid  Have courage (it's not courage without fear)  Keep it simple  Have fun!

29.  Tool shop including: The Creating Donor Evangelists Program  Send me your email address for a free copy of $100,000 Guide to Email Solicitation e- course  Free blog, articles, tools, and more! marc@fundraisingcoach.com