Download ppt - AFP Westchester NPD 2013 Asking Styles: A Breakthrough for the Field Brian Saber

© 2013 Asking Matters™. All rights reserved.Ask Your Way to Fundraising Success

Asking Styles: A Breakthrough in the Field

Brian Saber

President Asking Matters

© 2013 Asking Matters™. All rights reserved.

AGENDA

• Why Asking Matters• Power of Asking Styles• Making the Case for Support• Five Steps of Asking


Why Asking Matters


In Person 75%

By Phone 25%

By Mail 2%

Asking in person is the most effective fundraising you can do...


asks result in a gift3 out of4



Asking Styles


Many ways to be effective

MANY WAYS TO ASK

Asking Styles


How do you interact with people?

Extrovert

Introvert

Talk to think

Think to talk

Asking Styles


How Do You Take in Information?

Extrovert

Introvert

IntuitiveAnalytic

InductiveFact-oriented

DeductiveIdea-oriented

Asking Styles


Asking Styles


Fact basedGoal orientedStrategicCompetitiveDriving

Rainmaker


Big pictureHigh energyCreativeQuickEngaging

Go-Getter


Feelings orientedReservedAttentiveConflict averseCaring

Kindred Spirit


DetailedThoroughMethodicalResponsibleObservant

Mission Controller


Fact basedGoal oriented

StrategicCompetitive

Driving

Big pictureHigh energyCreativeQuickEngaging

Feelings orientedReservedAttentiveConflict averseCaring

DetailedThorough

MethodicalResponsible

Observant

Asking Styles


What moves the heart?

What’s the opportunity?

What might go wrong?

What’s the goal?

Asking Styles


Not more effective.

Not less effective.

Just different.

Asking Styles



Making the Case

for Support


What is a Case?


A compelling set of

ideas crafted into a

story that moves the

teller and the listener


A compelling set of





A compelling set of





A compelling set of





Need vs. Vision




Features vs. Benefits



Benefits=IMPACT

• Get people back on their feet

• Engage youth productively

• Save lives

• ?????????


Essential Ingredientsof a Case


• Paint a picture of the challenge and the vision.

• Make a promise you can keep.

• Tout your expertise.

• Ask for help.

Essential Ingredients


Facts & FiguresOutcomes

Big PictureVision

PassionMission

Facts & FiguresMethods

Using Your Asking Style


Facts & FiguresOutcomes

Big PictureVision

PassionMission

Facts & FiguresMethods

Using Your Asking Style

Goal Stories

Participant Stories

Systems Stories

Personal Stories



The Five

Steps of

Asking


Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift

What’s Your Asking Style?


The Five Steps of Asking

Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift


A AbilityB BeliefC Contact

The ABCs of Qualifying Prospects

1. Select Prospects


FriendsAcquaintancesNew Prospects

Likely to say “yes”Friends of the organization

FoundationsCorporations

Should be seen’s

Top DollarBusiness contacts

New Prospects

1. Select Prospects


FriendsAcquaintancesNew ProspectsOther Intuitives

Likely to say “yes”Friends of the organizationOther Intuitives

FoundationsCorporations

Should be seen’sOther Analytics

Top DollarBusiness contacts

New ProspectsOther Analytics

1. Select Prospects



Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift


Prospect ResearchYour MaterialsThe CasePracticeAn Amount

2. Prepare to Meet


Summary reviewPractice out loudTalk to others

Refresh missionVisit programPrepare questions

Detailed reviewWritten script

Practice sessions

Detailed reviewProspect research

Clarify goals

2. Prepare to Meet



Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift


Who participatesWhat is the goalWhere do you meetWhen makes senseWhy should the person or organization giveHow to set it up

3. Set Up the Meeting


Phone & e-mailAlternative dates

PhoneFollow up e-mail

Letter or e-letterEarly in day/week

More formalSpecific/detailed



Phone & e-mailAlternative datesSend material

PhoneFollow up e-mailBring material

Letter or e-letterEarly in day/weekBring material

More formalSpecific/detailedSend material




Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift


An Intentional Conversation

Settle

Confirm

Explore Pre

sent

Explor

e

Confirm

4. Ask for the Gift


An Intentional Conversation

Settle

Confirm

Explore Pre

sent

Explor

e

Confirm

4. Ask for the Gift



Big pictureEngaging

Mission/storiesListener

DetailedThorough

4. Ask for the Gift



Rush to close

Big pictureEngagingResist closing

Mission/storiesListenerAnxious about closing

DetailedThorough

Urge to Control

4. Ask for the Gift



Pairing Askers


Pairing Askers



Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift


Immediate ThanksAlert EveryoneNext Steps

5. Follow Through


Tie down detailsReport

progressFurther strategy

Big gesturePersonal thanksOngoing engagement

Make donors feel appreciatedHand-written notes

Detailed written confirmation

Precise follow up

Solid reporting

5. Follow Through



Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift
