1. 1

2. ....encourage and motivate participants to meet more frequently with their prospects, develop deep and meaningful relationships with major gift donors, and raise more money for their organization’s mission. 2

3. Mystique:  An air of secrecy surrounding a particular activity or subject that makes it impressive or baffling. It’s no secret! The Mystique of Major Gifts 3

4. 1) Never ask/indicate a specific request. 2) Don’t offer strategies to maximize their gift (extend pledge, delayed start of payments). 3) Don’t follow-up in a specific time frame. 4) Don’t create a sense of importance and urgency. 5) Answer unasked questions. 6) Talk too much and fail to listen. 7) Act like a beggar. 8) Assume the prospect has consented to the gift because they see you. 9) Fail to build the case and lay the groundwork for the ask. 10) Treat all prospects the same. 4

5. SOURCE: Giving USA Foundation | GIVING USA 2015 5 2014 contributions: $358.38 billion by source (in billions of dollars – all figures are rounded) Individual donors matter!

6. SOURCE: Giving USA Foundation | GIVING USA 2015 6 2014 contributions: $358.38 billion by type of recipient organization (in billions of dollars – all figures are rounded)

7. SOURCE: Giving USA Foundation | GIVING USA 2015 7 Changes in giving by source 2012-2013, 2013-2014, and 2012-2014 (in current dollars)

8. SOURCE: Giving USA Foundation | GIVING USA 2015 8 Changes in giving by type of recipient organization, 2012-2013, 2013-2014, and 2012-2014 (in current dollars)

9.  Fear?  Plan?  Initiative?  Expertise? 9

10.  Rooted in our innate aversion to rejection.  Pure rejection is actually rare:  Timing might be wrong  Request might not be a match  Case for support not meeting their desire But they still love you! 10

11.  Too small as an organization  We don’t know any rich people  Our Board is not a fundraising group  We can simply do a special event and raise more money  I don’t have the staff to do it  I don’t have the time to do it The Myths 11

12.  Analysis  Identify  Cultivate relationships  Solicit personally  Receive MGs  Nurture...OR... 12

13. Identify Cultivate Solicit Acknowledge Engage Steward 13

14. 14 “For many years our direct mail or special event has been successful….” BUT now….

15. Institution/ Mission Need – Today & Tomorrow Constituency/ Volunteers Plan – 1 year/ 3 year Expertise/ Initiative 15

16. Where do we start? Segment the database: Financial capacity Generosity Longevity & Loyalty Don’t prejudge - the $20 million very average Joe 16

17. 17

18. What steps do we take to strengthen the relationship? 18 E & Snail

19. LLet’s start with a visit or gathering without an “ask”. EEngage in conversation. TTurn off the voice inside your head (listen & concentrate). BBe comfortable with the silence. 19

20. 20 It says…  The donor is important.  Our need is significant.  The request deserves personal attention.  We need an opportunity for dialogue.  “Getting to know you.”

21. 21

22.  The art of listening... “Socratic method.”  Using the pyramid to ask. Creative Skills and Techniques 22

23. 23

24. What tells you it’s too soon? What suggests they are ready? 24

25. 25 Myth – there’s only one way to ask (words or gestures)

26. Total Needs:$5 Million $500,000 $25,000$25,000$25,000$25,000$25,000$25,000$25,000 $25,000$25,000 $25,000$25,000$25,000$25,000$25,000 $25,000$25,000$25,000$25,000$25,000$25,000 $100,000$100,000$100,000 $100,000$100,000 $250,000 $200,000$200,000 $75,000$75,000$75,000$75,000 $50,000$50,000$50,000$50,000$50,000 $50,000 $50,000$50,000$50,000$50,000 Can’t Ask? Point 26

27.  The sale starts when you receive a “NO”  Understanding rejection  Know when to be persistent or let sleeping dogs lie 27

28. 28 Thank you... Thank you... Thank you!