Nonprofit 911: The Ask

Transcription

1 Nonprofit 911: The Ask with Jay Frost Audio for this event will be available beginning at 1 pm ET via your computer speakers or headphones If you are unable to listen to your computer audio, please close the Audio Broadcast panel and click the Request Button below the participant panel to get dial-in info.

2 About

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4 Today s Speaker Jay Frost

5 The Ask! The Ten Commandments of Gift Solicitation Success The Network for Good: Nonprofit 911 4/16/2013 Presented by Jay Frost, Partner Jerold Panas, Linzy & Partners

6 Only Ten?

7 25 little rules for excellence We are what we repeatedly do. Excellence, then, is not an act, but a habit. - Aristotle

8 The Top Ten: Common Themes Giving Identification Cultivation Stewardship Solicitation Copyright 2007 by Gail Perry Associates

9 #1: Be passionate

10 #2: Maintain a positive mental attitude

11 #3: Make this your top philanthropic priority In today s world, you need a board that takes an active lead in giving and raising money. I can t imagine a board member who cares greatly about his or her institution not making a significant gift. Peter Drucker

12 #4: Recruit leaders

13 #5: Identify donors 13

14 #6: Do your homework 14

15 #7: Ask

16 Setting up the visit Send Letter. Keep Small Talk Brief. Put Yourself in Prospect s Shoes For the moment, Be the Prospect. Be Upfront About Purpose. Talk About Amount of Time. Select the Time of Day and Place to Call. Prepare, Prepare, Prepare. Practice and Have a Calendar Handy. Call to Set Appointment Keep Focused. Not to make Case. Not to Solicit. Be Patient, Firm, Positive. Establish the Date. Stand Send Confirmation Letter.

17 The meeting Rapport & common ground You both care Dedicated to mission Probe/Ask open questions LISTEN THE GIFT!

18 Present the opportunity Give testimony I d like you to consider Don t fill in the silence Objections are your best friends

19 When it doesn t work You didn t call for the visit Inadequate preparation No strategy Too many assumptions Failure to probe Poor listening Failure to stress benefits You didn t ask!

20 #8: Go back to the well

21 #9: Acknowledge

22 # 10: Don t allow a mission deficit

23 Your take home fundraising checklist 1. Do I assist staff in IDENTIFYING and EVALUATING PROSPECTS individuals, corporations and foundations? S S S S S S S Do I share in CULTIVATING key prospects? Do I make INTRODUCTIONS for others to make a solicitation visit? Do I ACCOMPANY others during solicitation visits? Do I fully understand the PLANS and PROGRAMS for fundraising? Do I fully understand and endorse the CASE why someone should contribute? Do I myself CONTRIBUTE to the fullest measure within my means? Do I continually offer my additions to the PROSPECT LIST? Do I write follow-up acknowledgement LETTERS? 1. Do I write PERSONAL NOTES on annual appeal letters? S S Am I prepared to make a SOLICITATION myself? DO I DO WHAT I SAY I WILL DO?

24 Fight the ANTS We ve never done it that way before It can t be done It ll cost too much We ve been doing all right without it Let s put it off for now and discuss it later

25 Today Not Tomorrow

26 The Joy of Asking 27

27 Have a question? Ask! Jay Frost Partner Jerold Panas, Linzy & Partners jayfrost@panaslinzy.com

28 Please check Nonprofit911.org to register for Building a Strong Board for Fundraising Success w/ Dick Walker, April 30 th 1 p.m. ET Links Upcoming Trainings: Nonprofit911.org Fundraising Fundamentals Subscription Offer x1 or Sales@networkforgood.org Interactive online community: TheNetworkforGood.org Online Learning Center: Fundraising123.org

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