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MAKING THE ASK

MAKING THE ASK. Fundraising. The National Democratic Institute. WELCOME. Introductions Ground rules Ice breaker exercise. OBJECTIVES. To provide tips for asking for money To understand who gives and why, and where to find donors for your campaign

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MAKING THE ASK

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  1. MAKING THE ASK Fundraising The National Democratic Institute

  2. WELCOME • Introductions • Ground rules • Ice breaker exercise

  3. OBJECTIVES • To provide tips for asking for money • To understand who gives and why, and where to find donors for your campaign • To understand the steps involved in asking for money

  4. MODULE TOPICS • How to find donors • Asking for money Photo: National Democratic Institute

  5. DONORS

  6. HOW TO FIND DONORS • Family and friends • Materials to Review • Holiday card list • Professional circles • Club memberships • Connections on social media

  7. HOW TO FIND DONORS • Ideological Circles • Materials to Review • “Sister” organizations of those you belong to • Board of Directors of groups aligned with your principles

  8. HOW TO FIND DONORS • Ax-to-Grind • Research • Power Circles • Key Businesses • Community Leaders

  9. ASKING FOR MONEY Remember: political fundraising is not charity, donors want to help you and will benefit from your campaign Photo: National Democratic Institute

  10. MAKING THE ASK

  11. ESTABLISH RAPPORT • Do not begin with “I am running for...” • Make the conversation about them • “You were so helpful in my last race” • “Sam Smith suggested I call you”

  12. TELL THEM HOW THEY BENEFIT • Circles of Benefit • Personal Love you • Ideological Share values • Ax-to-grind You not them • Power I’m going to win

  13. EXERCISE: ESTABLISHING RAPPORT • Establish rapport • Write a short pitch describing your background and why you’re running • For each ‘circle of benefit’, say why a donor from that circle will benefit from your victory

  14. PROVE YOU CAN WIN • Numbers matter • Factors that demonstrate viability • Amount of money raised • Endorsements • Press clips • Voting statistics for your district

  15. ASK AND BE SPECIFIC • Tell donor what their support will enable you to do • Ask for a specific amount of money • Give a specific deadline

  16. LISTEN • Once you’ve made the ask, wait for the donor to respond • If yes, make • arrangements to collect • If maybe, provide • more information • If no, ask why? Photo: PublicDomainPictures

  17. FOLLOW UP • Thank the donor • Ask again!!! Photo: National Democratic Institute

  18. EXERCISE: MAKING THE ASK • In pairs, practice this process as if you were a candidate calling a donor. • Use your prepared pitch and have your ‘donor’ reply in 3 different ways: yes, maybe and no.

  19. CONCLUSION • Donors want to help you and will benefitfrom your campaign • Don’t be afraid of asking for money • Be specificandfollow up • Questions? • Feedback?

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