1. The Asking Conversation A workshop with Andrea Kihlstedt

2. © 2012 Asking Matters™. All rights reserved. Select prospects Prepare to meet Meet Schedule meeting Follow through 1 2345 The Asking Process

3. © 2012 Asking Matters™. All rights reserved.

5. GET CURIOUS!

6. © 2012 Asking Matters™. All rights reserved. Become a Sounding Board

7. Intentional Conversations

8. SETTLE CONFIRM EXPLORE CONFIRM ASK EXPLORE Asking as an Intentional Conversation

9. SETTLE CONFIRM EXPLORE CONFIRM ASK EXPLORE Asking as an Intentional Conversation

10. SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK Asking as an Intentional Conversation

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

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

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

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

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

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

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

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

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

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

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

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

23. 3-5 minutes 2-3 minutes SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK 15-20 minutes 5-10 minutes 15-20 minutes 2-3 minutes TIMING (Very) Approximate

24. Long day at the office.

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

27. SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK Asking as an Intentional Conversation

28. Asking Styles

29. Many ways to be EFFECTIVE Many ways to ASK

30. © 2012 Asking Matters™. All rights reserved. How Do You Interact with People? Extrovert Introvert Talk to think Think to talk

31. © 2012 Asking Matters™. All rights reserved. Extrovert Introvert IntuitiveAnalytic Inductive Fact oriented Deductive Idea oriented How Do You Take In Information?

32. © 2012 Asking Matters™. All rights reserved.

33. Asking Styles

34. Fact based Goal oriented Strategic Competitive Driving RainMaker

35. Big picture High energy Creative Quick Engaging Go-Getter

36. Feelings oriented Reserved Attentive Conflict averse Caring Kindred Spirit

37. Detailed Thorough Methodical Responsible Observant Mission Controller

38. © 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?

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

40. Select Prospects Prepare Ask 1 2 3 The Asking Process

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

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

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

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

45. Pairing Askers

47. © 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?

48. 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.

49. SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK Asking as an Intentional Conversation

50. AndreaKihlstedt@gmail.com CapitalCampaignMagic.com AskingMatters.com TrainYourBoard.com