1. DYNAMIC DONOR CONVERSATIONS© LAURA FREDRICKS, FOUNDER & CEO, THE ASK © 2015 NGB BEST PRACTICES SEMINAR Laura Fredricks, CEO, THE ASK laura@EXPERTonTHEASK.com www.expertontheask.com expertontheask

2. 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 Wednesday, August 26, 2015 Twitter: expertontheask #justask

3. 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 5. Plan your next move Wednesday, August 26, 2015 Twitter: expertontheask #justask

4. 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…” Wednesday, August 26, 2015 Twitter: expertontheask #justask

5. 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 Wednesday, August 26, 2015 Twitter: expertontheask #justask

6. 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” Wednesday, August 26, 2015 Twitter: expertontheask #justask

7. 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 Wednesday, August 26, 2015 Twitter: expertontheask #justask

8. 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 generally change their timing of how you can reach them Wednesday, August 26, 2015 Twitter: expertontheask #justask

9. 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! Wednesday, August 26, 2015 Twitter: expertontheask #justask

10. Laura’s Winning Words  Revisit  Continue the conversation  If you could envision  We value your feedback  To the extent you feel comfortable Wednesday, August 26, 2015 Twitter: expertontheask #justask

11. The quality of your life is determined by the quality of questions you ASK yourself… and others! Twitter: expertontheask #justask Wednesday, August 26, 2015

12. To Contact Laura www.expertontheask.com Expertontheask.com Laura@expertontheask.com Wednesday, August 26, 2015 Twitter: expertontheask #justask