Asking for Major Gifts How To Never, Ever Get Turned Down. Gail Perry MBA CFRE

Transcription

1 Asking for Major Gifts How To Never, Ever Get Turned Down Gail Perry MBA 2016

2 Who Am I? Gail Perry MBA CFRE 30 years Blogger, coach, consultant University fundraising background Author Fired-Up Fundraising: Turn Board Passion into Action AFP Fundraiser of the Year (NC) America s Top 25 Fundraising Experts International speaker and workshop

3 Our Agenda 6 Steps to the Perfect Ask The Million Dollar fundraising mindset My personal secrets and techniques that have helped me raise hundreds of

4 Get Today s Powerpoints Plus a Free Workbook: Skyrocket Your Fundraising with a Major Gifts Program gailperry.com/resourcesafp-omaha/

5 True or False? If you do a great job cultivating your donor, then soliciting him is a breeze!

6 True or False? Most important step in asking is getting the face to face visit?

7 TRUE! When you get the visit, you are 85% of the way toward getting the gift. ~Jerry Panas

8 Major Gifts Take Time THANK THANK THANK AGAIN IDENTIFY PROSPECTS ASK FOR SUPPORT CULTIVATE AND INVOLVE

9 TIME AND ENERGY INVOLVED in each step of the cycle

10 6 Steps to The Perfect Ask Six STEPS to the Perfect Ask 1: Recon and warm up 2: Million Dollar fundraising mindset 3: Plan out a conversational visit 4: Offer an exciting opportunity 5: ASK 6: Follow-up

11 Step 1: Recon and Warmup Learn as much as possible about your donor!

12 1. What Do We Know? Who s been in touch with her recently? Has she made a recent gift? Attended anything lately? Interests? Kids? Honors?

13 2. What Can You Find Out Online?

14 3. Local Networking Be Out and About In the Community!

15 4. Hearsay: Local Word of Mouth Comments from friends and associates useful, relevant, timely!

16 7 Questions: Reconnaissance Before the Ask

17 #1 Recon Question: WHO ASKS? Who Comes on the Ask Visit? How many people? Who s important to the donor? Who are their best friends at the organization?

18 #2 Recon Question: WHO IS ASKED? Barry and Barbara together? Their kids? Their parents? 18

19 #3 Recon Question: WHEN? Timing? Illness? Prosperity? Vacations? Weddings? Inheritance? Estate Planning? Corporate buy out? Earnings up or down? Foundation pay out changes?

20 #4 Recon Question: WHERE? Best Place? the right place? Cramped office? Restaurant? Diner? Living Room? 20

21 #5 Recon Question: AMOUNT? Right Ask Amount? Mention a certain number over and over. Mention a project and how much it costs. They need to know you are fundraising!

22 #6 Recon Question: VALUES? Why will the donor want to give? What does the prospect believe in? What is their vision? What do they hold as important in their heart?

23 #7 Recon Question: PROEJCT? What is their favorite project? What do they want to do?

24 Gail s Golden Key To Your Donor s Heart What Are Your Impressions of...? Tell me more about your philanthropic vision. Why do you believe in us?

25 Ask for Advice Tell me what you think... Can we brainstorm this idea? What should I do? What do you think of our business plan? How could we pull this off?

26 Warm Up: Ask for Permission to Ask door... 26

27 Step 2: Million Dollar Fundraising Mindset Energy Mindset Script

28 Energy: Think Positive! The Glass is Half Full!

29 Enthusiastic Committed

30 Stand in the place of vision and possibility... That s where the power is. 30

31 Mindset: It s NOT about Money 31

32 If you are all about money, you are on the dark side.

33 It s about your donor and what he wants to accomplish! Tell me about your interest in...

34 Step 3: Plan Out A Conversational Visit

35 What are Your Prospect s Interests and Concerns?

36 How Are You Going to Make Your Case? Einstein: If you can t explain it simply, you don t understand it well enough.

37 Conversational Strategy 1. Social conversation. 2. Why we are here. Purpose of visit. Check in. 3. Make the case: Mission/vision, specific description of services, and why they are important to community. Check in. 4. How this individual can help. (Specific area where he/she can play role) Check in. 5. How will this action help achieve the mission. 6. The ask. (Write out exactly what you will say.)

38 Step 4: Present an Exciting Opportunity No one gives to maintain the status quo.

39 What can you BE and Do for the community?

40 Have a Conversation! Get your prospect to do 50% of the talking!

41 He who asks the questions controls the conversation!

42 Let Your Donor Lead The Way! Body language Donor s questions Thoughtfully respond to each concern and question 42

43 #1 Solicitation Rule: When in doubt, shut up!

44 Listen Your Way to the Gift! Conversational Donor s questions are SO important!

45 Do You Need Fancy Materials? Pssst: They are Really For the Volunteer!

46 Step 5: Step 5: The Ask The Ask We were hoping you would consider a gift of $xxxx to help accomplish yyyy and make zzzz impact

47 The MPI Fundraising Formula Money: how much do you want to raise? Purpose: what project/purpose is it for? Impact: what impact will it have?

48 Thundering Silence! Whoever speaks next loses. The donor is having a committee meeting in her head!

49 NO means... Not Now 49

50 Step 6: Follow Up! An ask is not an ask without followup!

51 Get Today s Powerpoints Plus a Free Workbook: Skyrocket Your Fundraising with a Major Gifts Program gailperry.com/resourcesafp-omaha/

52 Many More Resources at FiredupFundraising.com Top 10 Things to Understand About How Fundraising Really Works Today How to Ask: The MPI Fundraising Formula Advice Visits My Golden Key to the Donor s Heart Does Your Organization Really Support Fundraising? Take This Simple Quiz Show Me the Money: How To Move From Friendraising to Fundraising How Major Donors are Changing and What To Do About It 20 EASY Ways Board Members Can Cultivate Donors 10 Easy Ways Board Members Can Raise Money 12 Ways to Liven Up Your Board Meetings and Your Board Gail Perry MBA CFRE 52