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The Art of the Ask

The Art of the Ask. Philanthropy Who Gives?. Ordinary people give 81% of all gifts in the US--$234 billion!. Source: Giving USA 2011 Dollar figures in billions. Philanthropy Why People Give. What is the #1 reason why people give to charities?. They were asked!.

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The Art of the Ask

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  1. The Art of the Ask

  2. PhilanthropyWho Gives? Ordinary people give 81% of all gifts in the US--$234 billion! Source: Giving USA 2011 Dollar figures in billions.

  3. PhilanthropyWhy People Give What is the #1 reason why people give to charities? They were asked!

  4. PhilanthropyWhy People Give • They serve on a board or in a leadership role • They are involved with a fundraising effort. • They have a specific interest in the project or organization. • They respect the organization and its leadership. • They look at their peers and are encouraged by others. • They believe in the fiscal stability of the organization.

  5. AskaphobiaFear of asking for a philanthropic contribution Overcoming Askaphobia • There are only three things people can • do with their money: • Spend it • Save or invest it • Give it away

  6. The Art of the AskBasic Principles • People give to people. • Giving is contagious. • Giving feels good!

  7. The Art of the AskBefore you ASK Learn about United Way’s mission and work. Demonstrate your commitment by making your own first gift. Understand your company’s campaign (goals, objectives, tools, timeframe, etc). Use a team approach. Involve United Way staff or colleagues if desired. Use your campaign tools. Aim high!

  8. “If you’re going after Moby Dick, bring tartar sauce.”

  9. The Art of the AskMORE ASKS = MORE GIFTS • Personal visits result in larger gifts. • Use the Bullseyeapproach • Previous donors • Past Leadership Givers first

  10. The Art of the Ask Setting the Stage • Set the right tone for the campaign by being prepared. • Do your homework. • Use United Way for support. • Anticipate possible questions.

  11. The Art of the AskMaking the Case • Answer the questions: • What is the need? • Why United Way • Why now?

  12. The Art of the AskMaking the Ask—Sample Phrases “After what I’ve seen, I really believe in United Way’s work and I give generously myself. Will you will join me in increasing your gift this year.” “State funding cuts affect many agencies in Palm Beach County. I’ve seen this first-hand and it was powerful. We have the chance to help people in need by increasing our campaign Will you help me in doing this by increasing your gift this year?” “Your gift will send a strong message to people, both inside our company and out in the community, about how important it is to invest in the future.”

  13. 8 Ways to Start the Ask Thank you for your previous generous gifts. This year, please consider … Will you please give a gift of … Will you invest in our community by giving? I’m asking that you … Please join me and many other caring individuals in giving. Your generous support will go a long way. We are counting on you to … I invite you to join me in supporting United Way.

  14. The Art of the AskAsk Phrases to Avoid “I know there are a lot of demands on you, but…” “I don’t suppose you would consider…” “We have you down for…” “I hate to ask for so much, but…” “It’s that time of year again… You know why I’m here…”

  15. The Art of the AskListening • After the ask, pause and listen to your prospective donor. • It is important to hear their thoughts, ideas and concerns. • Listening shows respect. • Silence isn’t always bad. It allows your prospective donor time to reflect and digest the information you’ve provided.

  16. The Art of the AskHandling Responses • YES • Express gratitude! • Other options • Listen, understand and discuss concerns. • Offer more information and time. • Establish a second meeting to follow up.

  17. The Art of the AskCommon “Maybes” • The ask is too high— “I understand.” • Fear that assets are insufficient— “I understand.” • Need more time/to discuss with spouse, advisor—“I understand.” • Give to lots of organizations—“I understand.” • Thanks for being honest!

  18. The Art of the AskClose and Follow-Up • Thank them for taking the time to share this opportunity. • Thank them for listening to you. • Thank them for considering making a gift. • Restate the gift opportunity and its benefits. • Use a positive voice! Speak with the prospect as though they have or will make the gift soon. • Make the follow-up plan crystal clear • Give a date when you will get back to them in response to their questions or concerns.

  19. The Bottom Line Confidence, passion and patience lead to gifts.

  20. Thank you! We couldn’t do it without you!

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