Shy or Introverted? A Step-by-Step Guide to Conducting Face-to-Face Fundraising Successfully

Transcription

1 Shy or Introverted? A Step-by-Step Guide to Conducting Face-to-Face Fundraising Successfully Our webinar will start 2 minutes after the hour. Thanks for joining us.

2 How to Raise Much More Money Using Your Personal Asking Style

3 GoToWebinar Housekeeping: what your a7endees see

4 GoToWebinar Housekeeping: a7endee par9cipa9on Your ParBcipaBon Open and hide your control panel Join audio: Choose Mic & Speakers to use VoIP Choose Telephone and dial using the informabon provided Submit quesbons and comments via the QuesBons panel

5 How to Raise Much More Money Using Your Personal Asking Style Brian Saber President

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7 What We ll Learn Today How to... Manage your anxiety so you can get out and ask. Choose prospects based on your Asking Style. Prepare for meetings so that you are confident. How to take the first step and set up a meeting. Understand your role in the asking process. Conduct the meeting AND make the ask. Follow up.

8 Shy Vs. Introverted

9 SHY Socially inhibited. Having inner emotional resistance (fear) to approaching or befriending people, or being the center of attention, or being judged, rejected, or performing poorly or failing.

10 INTROVERTED Energized by being alone, and having one s energy drained by being around other people (in particular groups)

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12 Why Asking Matters

13 Asking in person is the most effective fundraising you can do... By Mail 2% By Phone 25% In Person 75% Kent Dove, author and fundraising executive, formerly of the Indiana University Foundation

14 3 out of 4 asks result in a gift

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17 2011 contributions: $ billion by source of contributions (in billions of dollars all figures are rounded) Corpora ons $ % Source: Giving USA Bequests $ % Founda ons $ % Individuals $ %

18 2011 contributions: $ billion by source of contributions (in billions of dollars all figures are rounded) Corpora ons $ % Source: Giving USA Bequests $ % Founda ons $ % Individuals $ %

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20 Why Don t We Ask More What keeps us from talking to donors in person?

21 !! Dealing(with(Asking(Anxiety( / / Things(to(Remember(that(Will(Help(You(Get(Past(Your(Anxiety( / Preparation/helps/you/put/one/foot/in/front/of/the/other,/even/if/in/the/end/you/just/blurt/ it/out./ / No/is/a/perfectly/good/answer./Never/ask/people/for/anything/unless/you/are/willing/to/let/ / / You/are/not/responsible/for/the/answerB/you/are/just/responsible/for/posing/the/question./// / When/you/ask/for/gifts,/you/are/simply/helping/prospects/and/donors/figure/out/the/gift/ /them./ / Why/all/the/fuss?/The/worst/thing/that/can/happen/is/that/they/say/no!/ / / /!

22 Asking Styles

23 Asking Styles Many ways to be effective MANY WAYS TO ASK

24 Asking Styles How do you interact with people? Extrovert Talk to think Introvert Think to talk

25 Asking Styles How Do You Take in Information? Extrovert Analytic Inductive Fact-oriented Intuitive Deductive Idea-oriented Introvert

26 Asking Styles EXTROVERT ANALYTIC INTUITIVE INTROVERT

27 Rainmaker Fact based Goal oriented Strategic Competitive Driving EXTROVERT ANALYTIC INTUITIVE INTROVERT

28 Go-Getter EXTROVERT Big picture High energy Creative Quick Engaging ANALYTIC INTUITIVE INTROVERT

29 Kindred Spirit EXTROVERT ANALYTIC INTROVERT INTUITIVE Feelings oriented Reserved Attentive Conflict averse Caring

30 Mission Controller EXTROVERT Detailed Thorough Methodical Responsible Observant ANALYTIC INTROVERT INTUITIVE

31 Asking Styles Fact based Goal oriented Strategic Competitive Driving Detailed Thorough Methodical Responsible Observant ANALYTIC EXTROVERT INTROVERT INTUITIVE Big picture High energy Creative Quick Engaging Feelings oriented Reserved Attentive Conflict averse Caring

32 Asking Styles What s the goal? EXTROVERT What s the opportunity? ANALYTIC INTUITIVE What might go wrong? INTROVERT What moves my heart?

33 Asking Styles Fact based Goal oriented Strategic Competitive Driving Detailed Thorough Methodical Responsible Observant ANALYTIC EXTROVERT INTROVERT INTUITIVE Big picture High energy Creative Quick Engaging Feelings oriented Reserved Attentive Conflict averse Caring

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35 Asking Styles Fact based Goal oriented Strategic Competitive Driving ANALYTIC EXTROVERT INTUITIVE Big picture High energy Creative Quick Engaging Detailed Thorough Methodical Responsible Observant INTROVERT Feelings oriented Reserved Attentive Conflict averse Caring

36 Asking Styles Not more effective. Not less effective. Just different.

37 What causes our fundraising anxiety?

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42 Remember #1 X

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44 What is it about?

45 What is it about? The Donor

46 No, I can t give The Donor

47 I can t give that much The Donor

48 The program doesn t interest me The Donor

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50 Remember #2

51 It s about: asking questions exploring listening learning deepening the relationship

52 Rule of Thumb You should talk less than 50% of the time

53 The Ask is One Phrase Would you consider a gift of $ to our organization.

54 Remember #3

55 Training helps alleviate ANXIETY. Training Builds Courage Energy Willingness

56 MASTERY TAKES 10,000 HOURS Malcolm Gladwell

57 We ve spent a LIFETIME mastering the art of conversation.

58 The Five Steps of Asking

59 Kindred Spirits INTROVERT INTUITIVE Feelings oriented Reserved Attentive Conflict averse Caring!

60 Mission Controllers ANALYTIC INTROVERT Detailed Thorough Methodical Responsible Observant

61 The Five Steps of Asking Select prospects Prepare to meet Set up meeting Ask for the gift Follow through

62 1. Select Prospects The ABCs of Qualifying Prospects A Ability B Belief C Contact

63 1. Select Prospects Choose prospects you are comfortable soliciting

64 1. Select Prospects Do NOT choose top prospects if you are not comfortable soliciting them

65 1. Select Prospects ANALYTIC INTUITIVE INTROVERT INTROVERT Corporations Foundations Friends & family Should be seen s Other analytics Likely to say yes Friends of the organization NO friends or family Other intuitives!

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67 The Five Steps of Asking Select prospects Prepare to meet Set up meeting Ask for the gift Follow through

68 2. Prepare to Meet Prospect Research Your Materials The Case Practice An Amount

69 2. Prepare to Meet Detailed review Prospect research Clarify goals EXTROVERT Summary review Practice out loud Talk to others ANALYTIC INTUITIVE Detailed review Written script Practice sessions INTROVERT Refresh mission Visit program Prepare questions

70 2. Prepare to Meet ANALYTIC INTUITIVE INTROVERT INTROVERT! Review detailed information about each prospect Review less detailed information about each prospect

71 2. Prepare to Meet ANALYTIC INTUITIVE INTROVERT INTROVERT! Compile a full package of material including financials and reports Visit the program and have 2-3 stories prepared

72 2. Prepare to Meet ANALYTIC INTUITIVE INTROVERT INTROVERT! What s the plan? What makes our program so special is the way we work with local communities... What moves my heart? The thought of these defenseless dogs wandering the streets is horrifying...

73 2. Prepare to Meet Facts & Figures Outcomes Goal Stories Facts & Figures Methods Systems Stories ANALYTIC EXTROVERT INTROVERT INTUITIVE Big Picture Vision Participant Stories Passion Mission Personal Stories

74 The Five Steps of Asking Select prospects Prepare to meet Set up meeting Ask for the gift Follow through

75 3. Set Up the Meeting Who participates What is the goal Where do you meet When makes sense Why should the person or organization give How to set it up

76 3. Set Up the Meeting Who participates How to set it up

77 3. Set Up the Meeting Choose an asking partner

78 3. Set Up the Meeting Executive director & board member Two board members Executive director and staff member Two volunteers Two staff

79 3. Set Up the Meeting Mission Controllers

80 3. Set Up the Meeting Kindred Spirits

81 How to Set it Up

82 How to Set it Up X

83 3. Set Up the Meeting Write first.

84 3. Set Up the Meeting

85 How to Set it Up The Benefits of Writing You get to deliver your whole message without interruption You avoid all the things that can go wrong on the call When you follow up with a call the donor is fully informed (usually!) If you ve ed (or texted) you get a written response and a good idea of where you stand

86 How to Set it Up I d like to set up a time when I can meet with you to talk about Long Day School and to ask you to consider a gift to support our work here.

87 How to Set it Up My Guarantee...if you make clear that you would like to ask for a gift...and you get a meeting...you will get a gift at least 95% of the time

88 The Five Steps of Asking Select prospects Prepare to meet Set up meeting Ask for the gift Follow through

89 nfi re plo Ex Co rm Settle Prese nt 4. Ask for the Gift e r o l p Ex Confirm An Intentional Conversation

90 nfi re plo Ex Co rm Settle Prese nt 4. Ask for the Gift e r o l p Ex Confirm An Intentional Conversation

91 4. Ask for the Gift Rule of Thumb You (and your asking partner) should talk less than 50% of the time

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93 4. Ask for the Gift INTROVERT INTUITIVE Play to your strengths good listener compassionate stories come from the heart!

94 4. Ask for the Gift INTROVERT INTUITIVE What to watch out for it s not about you fearful of asking the question tough to close!

95 4. Ask for the Gift ANALYTIC INTROVERT Play to your strengths follow a script well observant good at closing

96 4. Ask for the Gift ANALYTIC INTROVERT What to watch out for be willing to cede control need to go with the flow

97 The Arc of the Ask % Donor Voice / % Asker Voice 25/75 Confirm 75/25 Explore Present 0/100 Explore 75/25 50/50 Settle Confirm 25/75 An Intentional Conversation

98 The Arc of the Ask

99 INTENTIONAL CONVERSATION WORKSHEET The chart below shows the six sections of any intentional conversation in which you are working to move the person you are speaking with toward a specific end. Confirm Explore Present Explore Settle: In the first few minutes, conduct light conversation until the participants have a chance to fully focus on the meeting. Settle available. Confirm Confirm: Take just a minute or two to confirm the goal of the meeting and the amount of time

100 !!! How to Deal with Objections Resistance is a common initial response to a request for money. If the request is significant and requires the prospect to consider seriously, resistance is both natural and appropriate. When you ask for a significant gift, you are triggering a debate in the prospect s mind. Make the gift or conserve resources? Make a gift of that amount to your organization or to another organization on their charitable giving list? And so on. Your task as a solicitor is to trigger that internal debate and then participate in a discussion that will help the prospect decide what feels right. Objections You May Hear That s a lot of money. This has been a hard year for us... for my business, etc. I need to talk with my spouse / partner / accountant / etc. We have two kids in college this year. We have so many other commitments. If we give xyz a big gift, we ll have to give the XYZ Organization the same. Note: In none of the examples above is the prospect saying absolutely no.!

101 The Five Steps of Asking Select prospects Prepare to meet Set up meeting Ask for the gift Follow through

102 5. Follow Through Immediate Thanks Alert Everyone Next Steps

103 Follow Through INTROVERT INTUITIVE warm note keep in touch send brief notes about meeting to staff!

104 Follow Through ANALYTIC INTROVERT send formal thank you letter write up detailed notes on meeting

105 The Five Steps of Asking Select prospects Prepare to meet Set up meeting Ask for the gift Follow through

106 Step-by-Step Asking Plan Worksheet STEP 1: SELECT PROSPECTS Begin by making a list of 5 people you will ask in person. All prospects should have the Ability to give a significant gift (as your organization defines it), a Belief in your mission, and Contact with someone in your organization. Only select prospects who get three checks. Name Qualification Check 1. A B C 2. A B C

107 When people function in the way that suits them best......they are more confident, more courageous and more successful.

108 Please complete the Charity How To Survey

109 Thank you, let's talk! Brian Saber