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Ask Without Fear! Powerful Secrets To Help Fundraisers Handle Objections

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Are your board members beating down your door with new donors, eager to ask them for money? Join Marc Pitman and Jay Love for a discussion on asking for donations and dealing with objections. Marc will draw on his years of experience to present simple & effective fundraising ideas to help you raise lots of money, and Jay will offer best practices in donor retention to make sure you hold onto those supporters!

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Ask Without Fear! July 9, 2013 Marc Pitman | Jay Love
Ask Without Fear! Advanced Fundraising Basics in 20 minutes! Marc A. Pitman, The Fundraising Coach www.fundraisingcoach.com Twitter: @marcapitman
Fundraising…a privilege
Let's Get R.E.A.L.! 1. Research 2. Engage 3. Ask 4. Love/Like/Live
Research About your goals:  Case statement  Gift table  Naming Opps
www.GiftRangeCalculator.com
Research About your prospect  Tools – Google it – Blackbaud Analytics or Wealth Point  Be realistic  Avoid Paralysis By Analysis
Engage Fundraising is like dating  Get to know them – What got them involved in the nonprofit? What impressed them most? – What fascinates them – Office/pictures/trophies  Let them get to know about what makes your organization unique
Multiple Tools  Face-to-face – ALWAYS the best – This is what brings in the  Phone – be natural – money  E-mail – can work VERY effectively – see my e-course
Ask  #1 Reason people don't give?
Ask  Find a connection and put the plug into the outlet!  Make It Easy
Make It Easy  Phraseology – Make Your Own Gift First! – "I can appreciate that"  Props – Renderings – Gift Charts  Options: Arrows in your quiver – monthly giving options – Maybe: good, better, best
Tangibilitize your ask Heifer.org gives all sorts of gift ranges represented by different animals:  a $500 gift is symbolized as a gift of a heifer,  $120 a gift of a pig,  $60 a trio of rabbits,  $20 a gift of chickens. A $5000 gift is ―a gift of an ark‖! The prices in this catalog represent the complete livestock gift of a quality animal, technical assistance and training. Each purchase is symbolic and represents a contribution to the entire mission of Heifer International. Donations will be used where needed most to help struggling people.
Handling Objections  What are common ones?
Handling Objections  What are common ones? – One per post-it note – Group together!
Handling Objections  What are common ones?  Don't have the money – when might you? – when may I come back?
Handling Objections  What are common ones?  Don't have the money – when might you? – when may I come back?  Giving elsewhere – best objection – "how could we get in your top 10 giving priorities?―
Handling Objections  What are common ones?  Don't have the money – when might you? – when may I come back?  Giving elsewhere – best objection – "how could we get in your top 10 giving priorities?―  Not interested – Are they comatose? *grin*
Love/Like/Live  Love/Like the person anyway—they're more important than the gift –This business is ALL about relationships  Live with their response! –You don't always have to like the response but keep on loving the person
You Can Do It!  BEE YOURSELF  Make your gift first!  Don't feel guilty that you're afraid  Have courage (it's not courage without fear)  Keep it simple  Have fun!
Final Piece of the Puzzle Effective use of a donor database makes the “ASK” a natural progression of the relationship . . .
Final Piece of the Puzzle Effective use of a donor database is:
Final Piece of the Puzzle Effective use of a donor database is: “EVERYONE” knowing how and using it daily!
Final Piece of the Puzzle How do you assist in making total usage happen?
Final Piece of the Puzzle How do you assist in making total usage happen? The “NATURE” of the product is a HUGE factor: • Majority of NPO’s Use Less Than 20% of Their Database’s Functionality • Large Amounts of Features = Complexity • Database Complexity Keeps Fundraisers Out
Ask Without Fear! Powerful Secrets To Help Fundraisers Handle Objections
1. Game Changing Ideas 2. Ideas Whose Time has Come 3. Relentless Execution Revolutionary Change Comes From?
Game Changing Ideas:  CRM so Intuitive (No training needed)  Anyone can (and WILL) use  Bring BEST practices to life  Focus on core functions only
Net Result: All Fundraisers Use the Database! (Quite Revolutionary!)
“Engagement” is the linchpin The word "linchpin" is also used figuratively to mean "something [or someone] that holds the various elements of a complicated structure together."
“Engagement” Tracking If knowing the level and progression of “engagement” for any donor or prospect relationship is key to making the ask NATURAL… How do we do it?
CUE THE EXPERTS: Dr. Adrian Sargeant Bloomerang Chief Scientist Professor of Fundraising at the Center on Philanthropy at Indiana University holding what is presently the world’s only endowed chair in that discipline. Top 10 Most Influential People in Fundraising Renowned expert on Donor Retention and Donor Loyalty Mr. Tom Ahern Bloomerang Donor Communications Head Coach One of the world’s top authorities on donor communications Author of 4 books on Donor Communications Winner of 3 prestigious international IABC Gold Quill awards
Automatic Engagement Factors • Recency and pattern of giving • Cash donors vs. sustaining donors • # of years giving + • Upgrade / Downgrade + - • Lapsed - • Event attendance + • Opens email + • Click links in emails + • Unsubscribes from email - • Has stated communication preferences + • Has inbound interactions + • Has soft credits + • Volunteers + • Social Media (coming soon) • …and a whole lot more!
Ask Without Fear! Powerful Secrets To Help Fundraisers Handle Objections
Ask Without Fear! Powerful Secrets To Help Fundraisers Handle Objections
Ask Without Fear! Powerful Secrets To Help Fundraisers Handle Objections
What is the donor’s engagement over time! Highlight vital “retention” information ---
Ask Without Fear! Powerful Secrets To Help Fundraisers Handle Objections
Ask Without Fear! Powerful Secrets To Help Fundraisers Handle Objections
Ask Without Fear! Powerful Secrets To Help Fundraisers Handle Objections
Next-Gen Database/CRM Easy Enough for All to Use! (Even the CEO) Enables Fundraising Best-Practices!
Questions?
Webinar attendees get $5 off of a copy of Ask Without Fear! code: bloomerang marc@fundraisingcoach.com
 Tool shop including: the proven Ask Without Fear!® System in book or DVD formats  Sign up for free email newsletter and bonus free eBook  Free blog, articles, book reviews, and more!marc@fundraisingcoach.com

More Related Content

Ask Without Fear! Powerful Secrets To Help Fundraisers Handle Objections

  • 1. Ask Without Fear! July 9, 2013 Marc Pitman | Jay Love
  • 2. Ask Without Fear! Advanced Fundraising Basics in 20 minutes! Marc A. Pitman, The Fundraising Coach www.fundraisingcoach.com Twitter: @marcapitman
  • 4. Let's Get R.E.A.L.! 1. Research 2. Engage 3. Ask 4. Love/Like/Live
  • 5. Research About your goals:  Case statement  Gift table  Naming Opps
  • 7. Research About your prospect  Tools – Google it – Blackbaud Analytics or Wealth Point  Be realistic  Avoid Paralysis By Analysis
  • 8. Engage Fundraising is like dating  Get to know them – What got them involved in the nonprofit? What impressed them most? – What fascinates them – Office/pictures/trophies  Let them get to know about what makes your organization unique
  • 9. Multiple Tools  Face-to-face – ALWAYS the best – This is what brings in the  Phone – be natural – money  E-mail – can work VERY effectively – see my e-course
  • 10. Ask  #1 Reason people don't give?
  • 11. Ask  Find a connection and put the plug into the outlet!  Make It Easy
  • 12. Make It Easy  Phraseology – Make Your Own Gift First! – "I can appreciate that"  Props – Renderings – Gift Charts  Options: Arrows in your quiver – monthly giving options – Maybe: good, better, best
  • 13. Tangibilitize your ask Heifer.org gives all sorts of gift ranges represented by different animals:  a $500 gift is symbolized as a gift of a heifer,  $120 a gift of a pig,  $60 a trio of rabbits,  $20 a gift of chickens. A $5000 gift is ―a gift of an ark‖! The prices in this catalog represent the complete livestock gift of a quality animal, technical assistance and training. Each purchase is symbolic and represents a contribution to the entire mission of Heifer International. Donations will be used where needed most to help struggling people.
  • 14. Handling Objections  What are common ones?
  • 15. Handling Objections  What are common ones? – One per post-it note – Group together!
  • 16. Handling Objections  What are common ones?  Don't have the money – when might you? – when may I come back?
  • 17. Handling Objections  What are common ones?  Don't have the money – when might you? – when may I come back?  Giving elsewhere – best objection – "how could we get in your top 10 giving priorities?―
  • 18. Handling Objections  What are common ones?  Don't have the money – when might you? – when may I come back?  Giving elsewhere – best objection – "how could we get in your top 10 giving priorities?―  Not interested – Are they comatose? *grin*
  • 19. Love/Like/Live  Love/Like the person anyway—they're more important than the gift –This business is ALL about relationships  Live with their response! –You don't always have to like the response but keep on loving the person
  • 20. You Can Do It!  BEE YOURSELF  Make your gift first!  Don't feel guilty that you're afraid  Have courage (it's not courage without fear)  Keep it simple  Have fun!
  • 21. Final Piece of the Puzzle Effective use of a donor database makes the “ASK” a natural progression of the relationship . . .
  • 22. Final Piece of the Puzzle Effective use of a donor database is:
  • 23. Final Piece of the Puzzle Effective use of a donor database is: “EVERYONE” knowing how and using it daily!
  • 24. Final Piece of the Puzzle How do you assist in making total usage happen?
  • 25. Final Piece of the Puzzle How do you assist in making total usage happen? The “NATURE” of the product is a HUGE factor: • Majority of NPO’s Use Less Than 20% of Their Database’s Functionality • Large Amounts of Features = Complexity • Database Complexity Keeps Fundraisers Out
  • 27. 1. Game Changing Ideas 2. Ideas Whose Time has Come 3. Relentless Execution Revolutionary Change Comes From?
  • 28. Game Changing Ideas:  CRM so Intuitive (No training needed)  Anyone can (and WILL) use  Bring BEST practices to life  Focus on core functions only
  • 29. Net Result: All Fundraisers Use the Database! (Quite Revolutionary!)
  • 30. “Engagement” is the linchpin The word "linchpin" is also used figuratively to mean "something [or someone] that holds the various elements of a complicated structure together."
  • 31. “Engagement” Tracking If knowing the level and progression of “engagement” for any donor or prospect relationship is key to making the ask NATURAL… How do we do it?
  • 32. CUE THE EXPERTS: Dr. Adrian Sargeant Bloomerang Chief Scientist Professor of Fundraising at the Center on Philanthropy at Indiana University holding what is presently the world’s only endowed chair in that discipline. Top 10 Most Influential People in Fundraising Renowned expert on Donor Retention and Donor Loyalty Mr. Tom Ahern Bloomerang Donor Communications Head Coach One of the world’s top authorities on donor communications Author of 4 books on Donor Communications Winner of 3 prestigious international IABC Gold Quill awards
  • 33. Automatic Engagement Factors • Recency and pattern of giving • Cash donors vs. sustaining donors • # of years giving + • Upgrade / Downgrade + - • Lapsed - • Event attendance + • Opens email + • Click links in emails + • Unsubscribes from email - • Has stated communication preferences + • Has inbound interactions + • Has soft credits + • Volunteers + • Social Media (coming soon) • …and a whole lot more!
  • 37. What is the donor’s engagement over time! Highlight vital “retention” information ---
  • 41. Next-Gen Database/CRM Easy Enough for All to Use! (Even the CEO) Enables Fundraising Best-Practices!
  • 43. Webinar attendees get $5 off of a copy of Ask Without Fear! code: bloomerang marc@fundraisingcoach.com
  • 44.  Tool shop including: the proven Ask Without Fear!® System in book or DVD formats  Sign up for free email newsletter and bonus free eBook  Free blog, articles, book reviews, and more!marc@fundraisingcoach.com

Editor's Notes

  1. Revolutionary change is needed!
  2. Donor Engagement