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“You Want me to do What?” *Quote from 98.7% of board members when asked to

“You Want me to do What?” *Quote from 98.7% of board members when asked to help raise funds for their organizations. Mid Valley Development Professionals June 24, 2011 *Source of quote - Thin Air. Rules for today’s time together…. Why Pick on Board Members?.

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“You Want me to do What?” *Quote from 98.7% of board members when asked to

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  1. “You Want me to do What?” *Quote from 98.7% of board members when asked to help raise funds for their organizations. Mid Valley Development Professionals June 24, 2011 *Source of quote - Thin Air

  2. Rules for today’s time together…

  3. Why Pick on Board Members? Because they are critical for the success of their organization..

  4. Funding Sources for your Organization Foundations Corporations Bequests Individual Donors

  5. Where Does the Money Come From?

  6. 2009 US Total Dollars $303.75 Billon

  7. Notice any Similarities?

  8. Question - Where do you think a not-for-profit organization should go to obtain funds? Individuals How do you think not-for-profits are going to obtain funds from individuals?

  9. BY ASKING! • The Joy of Asking • You’re Never a Loser Until You Stop Trying • You’ll Never Get Milk From a Cow by Sending a Letter • 3 E’s of Effective Asking • Obtaining the Appointment Visit • The Magic of an Idea • Highlights of a Great Ask • The Most Important First Step for a Board Member • Finally - THE most important aspect of making the ASK

  10. The Joy of Asking (fundraising) Asking is NOT…… Asking is actually encouraging people to fulfill their desires to help others with their donations to worthy causes.

  11. Instead of “Asking for Money” Extracting Funds from nice people for worthy causes!

  12. You’re never a loser until you stop trying.

  13. Yes YES! Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes YES Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes YES! Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes YES Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes YES Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes YES YES Yes Yes Yes Yes Yes Yes Yes Yes YES! Yes YES! Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes YES! Yes Yes YES Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes YES Yes Yes Yes Yes YES Yes Yes Yes Yes Yes Yes Yes Yes Yes

  14. What is the biggest fear about ASKING someone to support a worthy cause?

  15. You’ll never get milk from a cow by sending a letter

  16. 3 E’s of Effective Fundraising What it takes to be an effective solicitor: Empathy – Truly listening to the donor Energy – Intense concentrated energy Enthusiasm – Greek origin: “theos” means God, and “en” means within you Integrity – a solicitors mightiest weapon

  17. Obtaining the Appointment Visit • This is the most difficult step in the ASKING process • Always send a letter in advance of calling for a visit. • Practice, practice, practice, practice, practice • Make sure you have your calendar handy • MAKE THE CALL • Stay focused • Immediately send a letter of confirmation and appreciation • Call your best prospects first

  18. The Magic of an Idea • Major donors give to bold, heroic, and audacious programs - not to needy organizations • Don’t sell your needs-- sell your answer, your response, your successful solutions! • Most important factors in motivating a person to make a major gift • Least important motivating factor

  19. Highlights of a Great ASK Put the donor at ease Know your reason for being in front of the donor The single overriding reason people indicate why they haven’t made a gift is ???? Know the amount you are seeking

  20. The Most Important First Step for a Board Member Make a donation!

  21. The most important aspect of making the ASK • After all the preparation, practice, patience, phoning, perspiration, prodding, persistence, planning, playing, and praying….. It’s time to make the ASK! • Here’s the way to correctly make the ASK.

  22. Make the ASK and then… SHUT UP!

  23. In Summary • Board Members are Critical • No need to be Afraid – No’s are 1 step closer to the next YES • Prepare properly • Obtain the Visit • Set the Donor at ease • Make the ASK and then Shut UP • Enjoy the Joy of ASKING and extracting funds from nice people for YOUR worthy cause!

  24. Time for Questions ?

  25. Win a copy of Jerold Panas’ Book ASKING

  26. A Trillion Dollars If one million seconds equals 11.5 Days And one billion seconds equals 1,648.4 Weeks Then one Trillion Seconds equals ??? Years? 31, 710 !!

  27. Have Fun!

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