Making an Artful Ask

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  • 2015 Artful Asker - Marcy Heim Consulting

    Logo cover Presentation by Marcy Heim, The Artful Asker, www.marcyheim.com, 888-324-0442

    Making an Artful Ask!

    The Power of Mindset!

  • 2015 Artful Asker - Marcy Heim Consulting

    THE ARTFUL ASKER

    Marcy Heim, CFRE, PLCC Founder & Principal

    Marcy Heim, CFRE, PLCC, is an author, international speaker, fundraising consultant and life coach for those transforming the world through generosity. Her direct and entertaining style reflects over twenty years of in-the-trenches, major gift fundraising and management success. She and her team raised millions by creating the very relationships Marcy teaches in her popular sessions. Shes an AFP Master Teacher and received both the CASE Crystal Apple and AFPs Outstanding Fundraiser awards. "Empowering Development Ambassadors is Marcys book on major gift relationship-building and the role both methods and mindset play in giving success.

  • 2015 Artful Asker - Marcy Heim Consulting

    We are about to have an incredible experience

    together! The Power of Mindset

  • 2015 Artful Asker - Marcy Heim Consulting

    Session Goals Making an Artful Ask

    Our Mindset

    Why people give/the Words we use

    The Cycle of Successful Relationships overview

    Making an Artful Ask

  • 2015 Artful Asker - Marcy Heim Consulting

    Whats

    the cause?

    Cant you

    just give?

    Must there

    always be

    a cause?

  • 2015 Artful Asker - Marcy Heim Consulting

    Universal Vision

    You want to compose a good

    world it is an honorable and

    noble profession. Maya Angelou

    Let your vocabulary reflect your attitude!

  • 2015 Artful Asker - Marcy Heim Consulting

    85% of your

    success is in your head!

    So whats in our head?

  • 2015 Artful Asker - Marcy Heim Consulting

    The Strangest Secret

  • 2015 Artful Asker - Marcy Heim Consulting

    We become what we think about!

    Earl Nightingale

    The Strangest Secret

  • 2015 Artful Asker - Marcy Heim Consulting

    Examine Your Beliefs "Our beliefs can move us forward in life, or they can

    hold us back. Oprah

    Ive heard this before

  • 2015 Artful Asker - Marcy Heim Consulting

    Declarations about Raising Major Gifts

    My cause is worthy of peoples investment

    We are a sound and accountable organization

    We make a difference and I am proud of what we do

    By giving to my organization, my donors experience the

    joy of philanthropy! It feels GREAT!

    I delight in hearing about gifts to other organizations

    I love to give to my organization myself

    People love to give me money!

  • How do I

    Feel

    About

    Money? Talking about money

  • 2015 Artful Asker - Marcy Heim Consulting

    Finish these sentences Money is the root of all __________

    Money doesnt grow on ___________

    Not everyone can be rich, theres not ______________.

    If I get rich Ill lose my _________.

    _________ rich

    Be ____________with what you have.

    You must work ______ to earn a ___________.

  • 2015 Artful Asker - Marcy Heim Consulting

    Why Do People Give?

    Mission

    They are asked Stable & ethical In honor someone/thing Extend their values Regard-staff/volunteer

    leadership Belong -Community

  • 2015 Artful Asker - Marcy Heim Consulting

    hit up put the arm on The bottom line loaded milk should give ought to give owes us Contacts per month get into pockets pick the low hanging fruit Loosen the purse strings

    The Words We Use Dream Make a difference Gift Consider Impact/Hope Meaningful Exciting/Passion Enduring Possibilities What to you think?

  • 2015 Artful Asker - Marcy Heim Consulting

    Prospect Suspect Follow up Strategy Move you Pitch Close Qualify

    Your language is your creativity

    Giver Prospective Giver Stay in touch, keep you informed Planned touches Inspire you Explore a partnership Invite you to invest Shared values and interests

  • 2015 Artful Asker - Marcy Heim Consulting

    BUTIts more than just the words you use you need to really mean them.

    Marcy Heim

  • 2015 Artful Asker - Marcy Heim Consulting

    People give from the HEART, not from economics.

    When a NEED is

    recognized, the heart moves the hand.

  • 2015 Artful Asker - Marcy Heim Consulting

    Philanthropy is the Mystical Mingling of a joyous giver,

    an artful asker, and a grateful recipient.

    Douglas M. Lawson (1936)

    WRITE THIS DOWN!

  • 2015 Artful Asker - Marcy Heim Consulting

    The Artful Asker Cycle of Successful Relationships

    Creating the Joyful Giver

    Engagement

    Making the Artful Ask

    NO

    yes

    acknowledge

    Invoking the Grateful Recipient

    Show Creativity

    Consider Shared

    Values & Interests

    Begin the Conversation

    Used with permission from

    Don Gray /Douglas Lawson

    Additional Interest

    2014 The Artful Asker, www.MarcyHeim.com

    info@marcyheim.com,888-324-0442

    A Donor Story

  • 2015 Artful Asker - Marcy Heim Consulting

    The Artful Asker Cycle of Successful Relationships

    Creating the Joyful Giver

    Engagement

    Making the Artful Ask

    NO

    yes

    acknowledge

    Invoking the Grateful Recipient

    Show Creativity

    Consider Shared

    Values & Interests

    Begin the Conversation

    Used with permission from

    Don Gray /Douglas Lawson

    Additional Interest

    2014 The Artful Asker, www.MarcyHeim.com

    info@marcyheim.com,888-324-0442

    They agree on the value of our organization/mission.

    They agree with the vision of our leadership.

    They see that private support is needed for this project to happen.

    We have a relationship built on trust and have talked through all the concerns they

    have about giving methods and the project.

    We have talked about different specific components and giving levels and found a

    project that accomplishes their dream.

  • 2015 Artful Asker - Marcy Heim Consulting

    Major Issues in Asking What are the important linkages? How much do you ask for? Who makes the ask? Where is the best location to make an ask? What do you send out ahead of the call? When is the timing right? How do you make an artful ask? Common pitfalls in making an ask?

    What do you say when.responding to objections. How do you follow up? What do you do if the answer is no? Or YES!

  • 2015 Artful Asker - Marcy Heim Consulting

    Review the Cycle to Date Make it Right

    Motivation and values,

    knowledge, decision-maker,

    concerns, preferences for

    involvement, giving and

    stewardship.

  • 2015 Artful Asker - Marcy Heim Consulting Artful Asker LLC 2009

    Research and Discovery When is the timing right?

    What is the right amount?

    Who makes the ask?

    Where is the ask made?

    Listen for signals: Listen, Listen, Listen

    Ask thoughtful questions

    Develop a touch for knowing

    Remember: this is an art, and a science

    Readyaimaimaimaim

  • 2015 Artful Asker - Marcy Heim Consulting

    How Much do you Ask For? Using your 6-9 meaningful contacts, assess the potential

    through your conversations personally and through involving others in the action plan for the donor. You know the number when you believe you have found a fit with the givers interest and capacity.

    Talk about dollars to accomplish a certain impact and listen, listen, listen

    In cultivation, review costs today.

    Ask for somewhat more than the persons estimated ability. Most people are flattered.

    Discuss the form of the gift, the payment period and possible combinations of outright and deferred.

  • 2015 Artful Asker - Marcy Heim Consulting

    Who makes the ask? The development

    professional generally speaks the ask.

    A high ranking administrator.

    A volunteer or board member.

    An expert on the project

    Who should be part

    of the team to visit

    with David about his

    gift?

  • 2015 Artful Asker - Marcy Heim Consulting

    Rehearse/Role-play

    WRITE OUT the ask

    Practice the ask

    Define roles of team members and role-play the call

    bestow honor/praise

    special Connection/pride

    with organization and to

    this ask

    be considerate; ask for

    consideration

    state specific amount

    state specific purpose

    Be quiet

  • 2015 Artful Asker - Marcy Heim Consulting

    Joe, we know you have a lot of money. Your career as CEO of the

    Jones Company is thanks to some help you received from one of the other members of the Board. Hes giving $50,000 and thinks you should give too. We need your money because of increasing costs and budget cuts. So how about some help? You get a whopping tax deduction, and we can all use that, cant we?

    Is this an Artful Ask? bestow honor/praise

    special connection/pride with organization and to this ask

    be considerate; ask for consideration

    state specific amount

    state specific purpose

    Be quiet

  • 2015 Artful Asker - Marcy Heim Consulting

    Is this an Artful Ask? bestow honor/praise