1. WINNING WORDS FOR RAISING MONEY © LAURA FREDRICKS, FOUNDER & CEO, THE ASK © AFP SOUTHEASTERN WISCONSIN/ MADISON CHAPTERS AUGUST 13, 2015 Laura Fredricks, CEO, THE ASK laura@EXPERTonTHEASK.com expertontheask

2. The quality of your life is determined by the quality of questions you ASK yourself… and others! Twitter: expertontheask #justask Friday, January 30, 2015

3. Why is the Topic Important?  Helps you to get the initial appointment  Keeps the engagement between you and your donor alive  Makes Asking for money easier  Makes Closing the gift easier  Shortens the time you can go back and Ask for an increased gift Thursday, November 19, 2015 Twitter: expertontheask #justask

4. Why is the Topic Important?  Selecting the right words and delivering them at the right time escalates the amount and size of each gift  By focusing, organizing, listening, mirroring, planning, and selecting each word, prospective givers will be in their comfort zone with a heightened engagement level which = More Gifts Thursday, November 19, 2015 Twitter: expertontheask #justask

5. The Five Step Process for Dynamic Conversations that lead to Gifts and Money 1. Know Exactly what you want; 2. Prepare the Conversation; 3. Deliver with Confidence; 4. Clarify the Results; and 5. Plan your Next Move Friday January 30, 2015 Twitter: expertontheask #justask

6. Know Exactly What You Want  Each person is their own “mini campaign”  What is your individual strategy for each person?  Do not fall into the trap that this is a $1,500; $5,000; or $25,000 donor and treat everyone the same at that gift level Thursday, November 19, 2015 Twitter: expertontheask #justask

7. Know Exactly What You Want Example: Goal is to ASK for money:  Continue the Conversation  Ask for a Specific amount and why you want this person to make this size gift NOW!  Call the question (same as inviting them to something) “How do you feel?” “Share with us…” Thursday, November 19, 2015 Twitter: expertontheask #justask

8. Prepare the Conversation  Write down the winning phrases you want to use that you feel will resonate the most with the person  Write down every possible reaction you may receive  Practice standing up and in front of a mirror Thursday, November 19, 2015 Twitter: expertontheask #justask

9. Deliver with Confidence  This is a conversation not a confrontation  Be strong in your voice when you come to your carefully selected words:  “I’ve heard you say your experience…”  “Your partnership, investment, enthusiasm, vision” Thursday, November 19, 2015 Twitter: expertontheask #justask

10. Clarify the Results  What did you “think” you heard?  What was the tone?  What needs to be resolved?  Key is to weave in past words and phrases  It shows you are in their moment, you have established the BEST engagement  That is how you shorten the time to get and close new and larger gifts Thursday, November 19, 2015 Twitter: expertontheask #justask

11. Plan Your Best Move  Do not leave the room/conversation unless you have a prospective date and time to speak/meet again  The emphasis is on Timing and Mode of Communication  Follow THEIR Patterns - If you emailed the person every three weeks then the person is accustomed to hearing from you every three weeks. They do not in general change their timing of how you can reach them Thursday, November 19, 2015 Twitter: expertontheask #justask

12. Tips for YOUR SUCCESS 1) Donors leave clues~ and we miss most of them! 2) Practice Active Listening ~ it is flattering and inviting 3) Small steps lead to Huge Results 4) Keep it Simple and Consistent 5) Donors have patterns~ fit into THEIR Pattern 6) “No” now does NOT mean “No forever” stay with them and watch the results! Twitter: expertontheask #justask

13. Laura’s Winning Words  Revisit  Continue the Conversation  If You Could Envision  We Value your Feedback  To the Extent You Feel Comfortable Thursday, November 19, 2015 Twitter: expertontheask #justask

14. “Money Wellness” MONEY affects every aspect of your life! It affects your mind, body, soul, spirituality, sleep, exercise, career, diet, self-worth, parenting, home, travel, weddings, beauty, financial security, and retirement Go to: www.ExpertontheASK.com Sign Up for Your Money Wellness Program! It will change your life and your Beliefs and Behaviors about MONEY Thursday, November 19, 2015 Twitter: expertontheask #justask

15. Resources “THE ASK: How to ASK for Your Nonprofit Cause, Creative Project or Business Venture,” Laura Fredricks, (Wiley) “Winning Words for Raising Money,”(e-book) Laura Fredricks, (Wiley) Both Books are available at: www.expertontheask.com Thursday, November 19, 2015 Twitter: expertontheask #justask