1. Ask! People for Money Fundraising Training National Physicians Alliance October 2007

2. Just the Facts 7 out of 10 people give 80% of all giving comes from households with annual incomes of less than $50,000 Nation’s poor give highest percent of income Giving averages over $1,000 per person who gives People give to groups to solve problems they cannot solve themselves.

3. The Four Acceptances It is your job to ask. It is the donor’s job to decide. Success is defined by the number of people you ask. It is ok with you for the person to say “no”. Your belief in the organization must be greater than your fear of asking.

4. Prospects? Who are they? People JUST LIKE You and ME! People who have the ability to give. People who you know and know you back People who believe in the mission of NPA

5. But How Do I Ask Them? Face to Face! Follow these steps  1.Introductory Letter  2.Meeting Set – up phone call  3.Meeting  4.Follow up

6. Look Them in the Eye 1. Ask the 5 questions 1. Who are you? Who are you to the organization? 2. What does the organization do? Mission, programs, history (logical) and What is the organizational story (emotional) 3. What are your future plans as an organization? 4. How can the donor help you achieve your plans? 5. What does the donor get for the help? 2.Ask for the money 3.Shut up. Wait for the decision. 4.Respond to objections. 5.Yes or no....Thank and/or congratulate donor.

7. Respond to Objections Acknowledge the objection as it arises Don’t debate with the prospect. Correct erroneous information to diffuse the objection. Get back to the subject at hand. Maintain a common ground or negotiating posture. Treat shadow questions literally. Don’t get discouraged.

8. Credit Where Due This training is adapted from the work of Kim Klein. She and her publishing company, Chardon Press, www.chardonpress.com, have been responsible for many being able to achieve funding goals. Much of what you heard today echoes her words. www.chardonpress.com I encourage you to order Fundraising for Social Change, Kim’s book. Good luck in your efforts to raise money for NPA!