Embed Size (px)
Citation preview
Presented by: Gary L. Bukowski, CFRE Vice President for
Advancement Barber National
Institute
www.GertrudeBarber.org April 9, 2013
6:00 – 8:30 p.m. Penn State Behrend
Art of the Ask Course
Today’s ItineraryThe Art of the Ask – Why It’s So Important
Discuss Asking Styles© - Special Guest: Andrea Kihlstedt, Co-Founder of Asking Matters and author of her recently published book, Asking Styles: Harnessing Your Personal Fundraising Power
Preparing for the Ask
-- BREAK --
The Arc of the Ask©
Practicing Your Ask
The Ask!
Listening for the Gift
Responding to Obstacles/Concerns/Opportunities
Preparing Your Actual Prospect Scenario for Next Week
A Poem to Ponder The Joy of Asking
an excerpt from Asking by Jerold Panas
Jerry Panas
In the Words of Hank Rosso…“Donors make major gifts because of a sense of obligation
to the nonprofit, the greater community, or the world. Gifts of significance arise out of true interests, values, and
passions of the prospective benefactor.”
-Hank Rosso, author of Achieving Excellence in Fund Raising
The Art of the Ask – Why It’s So Important
Why Developing the Art of the Ask is So Important
to Your Personal Fundraising Efforts and
Your Organization’s Vibrancy.
Fundraising: What Does it Take?
• What characteristics do you need to have for this special calling?
• David Dunlop tells us to “SEND MIKE” Sensitivity – Effort – Nature – Devotion to the causeMaturity – Integrity – Knowledge - Enthusiasm
David Dunlop *Retired Senior Development Officer, Cornell University
Facts & Figures from Giving USA
81% Individuals &
Bequests ($242.2 Billion)
14% Foundations ($41.67 Billion)
5% Corporations ($14.55 Billion)2012 Giving USA
Foundationwww.GivingInstitute.org
Giving by individuals, bequest, and family foundations amounted to 88 percent of total giving in 2011, 1%more than in 2010!
Corporations$14.55
5%
Bequests $24.41
8%
2011 contributions: $298.42 billion by source of contributions(in billions of dollars – all figures rounded)
The Value of Money
What does money mean to you?
Laura Fredericks, The Ask
Your Asking Styles©:A Key to Finding the Courage to Ask!
BEFORE AFTER
© 2012 Asking Matters™. All rights reserved.
How You Interact With People
Discuss Your Asking Styles©
© 2012 Asking Matters™. All rights reserved.
19.3 % 23.6 %
38.5% 18.9 %
(Percentages are based on the 10,000 individuals who completed the Asking Styles© survey.)
For more information on Asking Styles…
Working with Your Asking Styles© Counterparts
“Working with Your Asking Styles© Counterparts”
with Alison Kear, Executive Director
& Carlette Mack, Assistant Executive
DirectorCovenant House Alaska
© 2012 Asking Matters™. All rights reserved.
The Fear Factor: Overcoming Your Natural Resistance
With over 30 years of fundraising experience, “Go-Getter” Andrea Kihlstedt offers her advice on overcoming your natural resistance to asking.
“Overcoming Your Natural Resistance”
with Andrea Kihlstedt
© 2012 Asking Matters™. All rights reserved.
Asking Anxiety
Andrea Kihlstedt offers some calming advice when it comes to asking anxiety.
“Asking Anxiety”with Andrea Kihlstedt
Preparing for the Ask
“The whole art of fundraising is in what you do before you go in." -Aryeh Nesher
Importance of Prospect Research & Getting Ready to Ask
Getting Started: The Importance of Moves Management
1. Select best prospects (1-25)
2. Create a file of each prospect and collect easy to access research
David Dunlop – Moves Management
“Ultimate Gifts”with
David Dunlop
Practicing Your Ask Asking scenarios in preparation for next week
The Progression of GivingThe Institute of Charitable Giving, ©1995
CULTIVATE CULTIVATE ASK ASK ASK CULTIVATE
The Institute of Charitable Giving, ©1995
How to Raise $1,000,000
Compliments of Blackbaud’s Gift Range Calculator
Making the Ask
© 2012 Asking Matters™. All rights reserved.
Anatomy of the AskI. Preliminaries
II. Opening or Introduction
III. Presentation
IV. Negotiation
V. Closing
Image copyright © 2011 M. Kent Stroman, Asking About Asking
Why Do You Ask
“Why I Ask”with
Sister Jeanette LuceyDevelopment Director
St. Francis de Sales School in Philadelphia, PA
© 2012 Asking Matters™. All rights reserved.
Asking for the Gift:
1. Begin by knowing everything possible about the institution and donor
2. After careful assessment, determine the specific amount you should ask for *Eighty-five percent of getting the gift is setting up the visit
3. Don’t let the size of the gift dominate the presentation. It’s all about mission – not money
4. When making the ask, use words such as: “I would like you to consider a gift of…”
5. Get a commitment to something before leaving, either the gift or the date for another visit
From Asking by Jerold Panas
You Don’t Have to Be Great to Start, but You Have to Start to Be Great
The Golden Rules of Fund Raising
Leave Your Assumptions at the Door
© 2012 Asking Matters™. All rights reserved.
“Don’t Presume to Know What Someone Can Give”with
Alexandra Peters Consultant and Board Member
Inspirational Asking Experiences David vs. Goliath – March 2001
The modest, soft-spoken librarian who carried a big philanthropic stick
Listening for the Gift:With Your Eyes, Heart, & Ears!
The importance of listening for the gift
“The Fundraiser’s Guide to Listening © The Institute for Charitable Giving
The Heart Speaks: A Cardiologist Reveals the Secret Language of Healing by Mimi Guarneri, M.D., of the Scripps Center for Integrative Medicine
Listen with your eyes – Michael Rosen
Responding to Obstacles/Concerns & Opportunities
“Obstacles don't have to stop you. If you run into a wall, don't turn around and give up. Figure out how to climb it, go through it, or work around it.”-Michael Jordan
“In the middle of difficulty lies opportunity.”- Albert Einstein
One fundraiser shares his experience…
“Developing Relationships & Jumping the Gun”
with Paul Jolly
Independent Fundraising ProfessionalWashington, DC
© 2012 Asking Matters™. All rights reserved.
Responding to Obstacles & Concerns The Three Potential Responses
1. Yes2. No
3. Maybe
The Four “No’s”1. No Forever.2. No to that amount, but not to another amount.3. No to that project, but not to another project.4. No at this time, but perhaps at another time that is more accommodating for me.
No = Not win-lose, it’s win-win
The donor is in the driver’s seat, not the solicitor
Objections are welcome
“Objections are your friend.” ~Paul Edwards
Remember…
“People will forget what you said,People will forget what you did, butPeople will never forget how you made
them feel.”
~Maya Angelou
Life Beyond the Gift
“What to Do Between Asks”with David Bennett
Fundraiser in Washington, D.C.
Laying the foundation for a strong donor relations
plan
Preparing Your Prospect Scenario For Next Week’s Ask
A Thought to Ponder
“It takes a noble person to plant a tree that will one day provide shade for those whom he may never meet.”
-Anonymous
Closing Thoughts
“The woods are lovely, dark and deep, But I have promises to keep,
And miles to go before I sleep, And miles to go before I sleep.”
An excerpt from “Stopping by Woods on a Snowy Evening” by Robert Frost.
Additional Videos
“Asking Adjectives”
with Tomijean Fernandez
“Why I Give”with
Mary Hedahl
“Asking Teams”with
Mary Hedahl
Asking Matters© Membership Discount
Exclusive Offer for Art of the Ask Students!
Use the discount code “GARY20” through April 30, 2013 for a 20% discount on your membership to
Asking Matters
www.AskingMatters.com
• AFP Code of Ethics/Donor Bill of Rights
• Helpful Fundraising Resources - Bukowski’s Reading List for You
• Asking Matters Website: www.AskingMatters.com
• “8 Valuable Insights from a Major Donor” – Michael Rosen (8/10/2012)
• “Understanding the Motivation of Major Donors” Part 1 & Part II - Kay Sprinkel Grace © 2006.
• “Authenticity in Fundraising: Being a Great Fundraiser While Still Being YOU” – Andrea Kihlstedt (3/16/2013)
• “Six Ways to Get Dumped by Your Donors” - By Joanne Fritz, About.com Guide/Nonprofit Charitable Orgs.
• “The Fundraiser’s Guide to Listening” © The Institute for Charitable Giving/ www.InstituteForGiving.org (Mr. Bukowski will distribute)
• “Listen With Your Eyes” © The Institute for Charitable Giving (Mr. Bukowski will distribute)
• “Listen With Your Eyes” – Michael Rosen (2/8/2013)
• Local AFP Chapter Website (NWPA) : http://afpnwpa.afpnet.org/ & National AFP Website: http://www.afpnet.org
• Jerry Panas’ Website: www.PanasLinzy.com
• Barber Honors 2011-2012, Report of Donors (Mr. Bukowski will distribute)
Questions?
