Making an Artful Ask

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<ul><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Logo cover Presentation by Marcy Heim, The Artful Asker, www.marcyheim.com, 888-324-0442 </p><p>Making an Artful Ask! </p><p> The Power of Mindset! </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>THE ARTFUL ASKER </p><p>Marcy Heim, CFRE, PLCC Founder &amp; Principal </p><p>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. </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>We are about to have an incredible experience </p><p>together! The Power of Mindset </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p> Session Goals Making an Artful Ask </p><p> Our Mindset </p><p> Why people give/the Words we use </p><p> The Cycle of Successful Relationships overview </p><p> Making an Artful Ask </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Whats </p><p>the cause? </p><p>Cant you </p><p>just give? </p><p>Must there </p><p>always be </p><p>a cause? </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Universal Vision </p><p>You want to compose a good </p><p>world it is an honorable and </p><p>noble profession. Maya Angelou </p><p>Let your vocabulary reflect your attitude! </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>85% of your </p><p>success is in your head! </p><p> So whats in our head? </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>The Strangest Secret </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>We become what we think about! </p><p>Earl Nightingale </p><p>The Strangest Secret </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Examine Your Beliefs "Our beliefs can move us forward in life, or they can </p><p>hold us back. Oprah </p><p>Ive heard this before </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Declarations about Raising Major Gifts </p><p>My cause is worthy of peoples investment </p><p>We are a sound and accountable organization </p><p>We make a difference and I am proud of what we do </p><p>By giving to my organization, my donors experience the </p><p>joy of philanthropy! It feels GREAT! </p><p>I delight in hearing about gifts to other organizations </p><p>I love to give to my organization myself </p><p>People love to give me money! </p></li><li><p>How do I </p><p>Feel </p><p>About </p><p>Money? Talking about money </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Finish these sentences Money is the root of all __________ </p><p> Money doesnt grow on ___________ </p><p> Not everyone can be rich, theres not ______________. </p><p> If I get rich Ill lose my _________. </p><p> _________ rich </p><p> Be ____________with what you have. </p><p> You must work ______ to earn a ___________. </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Why Do People Give? </p><p> Mission </p><p> They are asked Stable &amp; ethical In honor someone/thing Extend their values Regard-staff/volunteer </p><p>leadership Belong -Community </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>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 </p><p>The Words We Use Dream Make a difference Gift Consider Impact/Hope Meaningful Exciting/Passion Enduring Possibilities What to you think? </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Prospect Suspect Follow up Strategy Move you Pitch Close Qualify </p><p>Your language is your creativity </p><p>Giver Prospective Giver Stay in touch, keep you informed Planned touches Inspire you Explore a partnership Invite you to invest Shared values and interests </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>BUTIts more than just the words you use you need to really mean them. </p><p>Marcy Heim </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>People give from the HEART, not from economics. </p><p>When a NEED is </p><p>recognized, the heart moves the hand. </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Philanthropy is the Mystical Mingling of a joyous giver, </p><p>an artful asker, and a grateful recipient. </p><p> Douglas M. Lawson (1936) </p><p>WRITE THIS DOWN! </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>The Artful Asker Cycle of Successful Relationships </p><p>Creating the Joyful Giver </p><p>Engagement </p><p> Making the Artful Ask </p><p>NO </p><p>yes </p><p>acknowledge </p><p>Invoking the Grateful Recipient </p><p>Show Creativity </p><p>Consider Shared </p><p>Values &amp; Interests </p><p>Begin the Conversation </p><p>Used with permission from </p><p>Don Gray /Douglas Lawson </p><p>Additional Interest </p><p>2014 The Artful Asker, www.MarcyHeim.com </p><p>info@marcyheim.com,888-324-0442 </p><p>A Donor Story </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>The Artful Asker Cycle of Successful Relationships </p><p>Creating the Joyful Giver </p><p>Engagement </p><p> Making the Artful Ask </p><p>NO </p><p>yes </p><p>acknowledge </p><p>Invoking the Grateful Recipient </p><p>Show Creativity </p><p>Consider Shared </p><p>Values &amp; Interests </p><p>Begin the Conversation </p><p>Used with permission from </p><p>Don Gray /Douglas Lawson </p><p>Additional Interest </p><p>2014 The Artful Asker, www.MarcyHeim.com </p><p>info@marcyheim.com,888-324-0442 </p><p>They agree on the value of our organization/mission. </p><p>They agree with the vision of our leadership. </p><p>They see that private support is needed for this project to happen. </p><p>We have a relationship built on trust and have talked through all the concerns they </p><p>have about giving methods and the project. </p><p>We have talked about different specific components and giving levels and found a </p><p>project that accomplishes their dream. </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>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? </p><p> What do you say when.responding to objections. How do you follow up? What do you do if the answer is no? Or YES! </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Review the Cycle to Date Make it Right </p><p>Motivation and values, </p><p>knowledge, decision-maker, </p><p>concerns, preferences for </p><p>involvement, giving and </p><p>stewardship. </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting Artful Asker LLC 2009 </p><p>Research and Discovery When is the timing right? </p><p> What is the right amount? </p><p> Who makes the ask? </p><p> Where is the ask made? </p><p>Listen for signals: Listen, Listen, Listen </p><p>Ask thoughtful questions </p><p>Develop a touch for knowing </p><p>Remember: this is an art, and a science </p><p>Readyaimaimaimaim </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>How Much do you Ask For? Using your 6-9 meaningful contacts, assess the potential </p><p>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. </p><p> Talk about dollars to accomplish a certain impact and listen, listen, listen </p><p> In cultivation, review costs today. </p><p> Ask for somewhat more than the persons estimated ability. Most people are flattered. </p><p> Discuss the form of the gift, the payment period and possible combinations of outright and deferred. </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Who makes the ask? The development </p><p>professional generally speaks the ask. </p><p> A high ranking administrator. </p><p> A volunteer or board member. </p><p> An expert on the project </p><p>Who should be part </p><p>of the team to visit </p><p>with David about his </p><p>gift? </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Rehearse/Role-play </p><p> WRITE OUT the ask </p><p> Practice the ask </p><p> Define roles of team members and role-play the call </p><p> bestow honor/praise </p><p> special Connection/pride </p><p>with organization and to </p><p>this ask </p><p> be considerate; ask for </p><p>consideration </p><p> state specific amount </p><p> state specific purpose </p><p> Be quiet </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p> Joe, we know you have a lot of money. Your career as CEO of the </p><p>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? </p><p>Is this an Artful Ask? bestow honor/praise </p><p> special connection/pride with organization and to this ask </p><p> be considerate; ask for consideration </p><p> state specific amount </p><p> state specific purpose </p><p> Be quiet </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Is this an Artful Ask? bestow honor/praise </p><p> special connection/pride with organization and to this ask </p><p> be considerate; ask for consideration </p><p> state specific amount </p><p> state specific purpose </p><p> Be quiet </p><p> Joe, you have been instrumental to our success in creating and expanding our Garden project. You understand, in addition to the beauty, what an important teaching tool this is for us. Would you consider a gift of $50,000 to establish the Joe Smith Garden Outreach Program endowment? </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Who to Ask for Operations/Annual 4 GROUPS OF PROSPECTIVE DONORS </p><p>1. Current Annual Fund donors who are passionate about your cause but dont have the capacity for a major gift at this time (or ever) or need more touches for a major gift. </p><p>2. Current Volunteers (same as above) </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Who to Ask for Operations/Annual </p><p>3. Special situation donors. Those with a particular extremely good or bad experience. </p><p>4. Major Donors. Those who have already named options. Long time with relationships as part of leadership group and know/like/trust leadership. </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>HOW to Ask for Operations/Annual Special Situation Donors </p><p> You have seem the role adequate resources plays in the life of our library. You understand that having staff and resources to provide this important piece is vital to our service. Would you consider a gift of $1000 to help support our staff and activities? </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Endow An Annual Gift For the donor who has been supporting an annual need for a number of </p><p>years. Or a major donor that has been making a large annual gift. </p><p> Provide a break-through, a legacy option. Ask individuals to endow their annual gift. Example: 5% return. (high for now. But easy to figure.) Take the amount of the gift, let's say $1,000 a year and multiply it by 20. A $20,000 endowment would yield $1000/year. This is the number you discuss. "You have been such a very good friend and supporter of our organization. You understand the importance of X. Would you to consider a gift of $20,000 so that the gift you have been making each year will be there to provide support to those we serve for years and years to come? </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>HOW to Ask for Operations/Annual Major Donors </p><p> You have been part of our Org family for so long and know us so well. You understand our vision and how key having resources to embrace opportunities is for us. Would you consider a gift of $1,000,000 to create the Org Opportunities Endowment? </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>HOW to Ask for Operations/Annual Current Annual Fund/Volunteers </p><p> You have helped us do our good work. You understand that having this piece of equipment, this staff position, this educational training, these tools empowers us to do have this impact (your mission) Would you consider a gift of $1000 to help do __________? </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>An Artful Ask YOUR TURN! </p><p>Name __________ </p><p>You have (compliment, service, giving) </p><p>You understand (special connection to this request) </p><p>Would you consider a gift of $_______ for/to </p><p>______________________. THEN QUIET </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>What are the Common Pitfalls in Making the Ask? </p><p> We talk too much </p><p> Ask sounds cold or inconsiderate </p><p> We use words like should and ought </p><p> We ask apologetically and are embarrassed </p><p> Eye contact breaks down </p><p> The ask is rushed </p><p> We break the silence too soon after ask is made </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Respect and Gratitude Seldom will you close a </p><p>major gift on the asking call </p><p> Plan ahead for following up </p><p> Establish the next step </p><p> Be considerate, thank the person, be grateful </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>What Do You Do if the Answer is YES? Make sure all appropriate people </p><p>say thank you </p><p> Design a creative plan to continue saying thanks </p><p> Continue visiting the giver and listening for next opportunity </p><p> Keep working the Cycle!!!!! </p><p> BE GRATEFUL! </p><p>Yippee </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>The Artful Asker Cycle of Successful Relationships </p><p>Creating the Joyful Giver </p><p>Engagement </p><p> Making the Artful Ask </p><p>NO </p><p>yes </p><p>acknowledge </p><p>Invoking the Grateful Recipient </p><p>Show Creativity </p><p>Consider Shared </p><p>Values &amp; Interests </p><p>Begin the Conversation </p><p>Used with permission from </p><p>Don Gray /Douglas Lawson </p><p>Additional Interest </p><p>2014 The Artful Asker, www.MarcyHeim.com </p><p>info@marcyheim.com,888-324-0442 </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Adages about Asking (all true) You almost never get the gift you do not </p><p>ask for </p><p> You must earn the right to ask </p><p> You must balance the mindset and methods </p><p> You must focus on serving your donor </p><p> Nothing is more rewarding than the results and impact of an artful ask </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Questions to ask YOU!! Why does money come to our operations so easily? </p><p> Why am I so worthy of investments into my own professional development by myself and others? </p><p> Why is it so easy for me to talk about operations support with my prospective givers? </p><p> Why is abundance attracted to me and our mission? </p><p> Why do I take just the right steps to match </p><p>prospective givers with my mission? </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Why do I </p><p>have more </p><p>than </p><p>enough </p><p>time, </p><p>energy and </p><p>money? </p><p>Hope - the feeling that what is </p><p>wanted can be had or that </p><p>events will turn out for the </p><p>best. Its a mindset. </p></li><li><p>2015 Artful Asker - Marcy Heim Consulting </p><p>Toll free 888-324-0442 Cell 608-772-6777 marcy@marcyheim.com, www.marcyheim.com </p><p>Thank You For Being Part of this </p><p>Honorable and Noble Profession! </p><p>LIKE ME, TWEET ME, GET ME, LINK ME! Isnt this crazy? </p></li></ul>