Published on December 19, 2008
The Art of the Ask: Individual Gifts P.S.…its not about begging for money Presented by: Anisha Robinson Keeys Principal Officer Lance Lee Planning/ Best Practice Fundraising Counsel and Services in Fundraising and Special Events www.bestpracticefundraising.com 888.900.9726
Today's Objectives • Talk About Philanthropy • Fundraising fundamentals • Trends • Identifying the “Ask” • Techniques for asking • Some fundraising ideas
Fundraising through the ages
Why do people give away their money? • Make a difference • Become involved • Help others • Feel good • Recognition • Gratitude • Tax Break
#1 They are asked
Why People Give “The 3 C’s” Commitment Max. Gift Capability Contact
Fundraising The Basic Ingredients • PROCESS • There is a process through which good fundraising happens • PROSPECTS • Everyone should be involved in engaging potential supporters • PEOPLE • Fundraising is a people business; it’s all about relationships! • PLAN • Having a fundraising plan in place
Fundraising The Basic Ingredients (continued) • People Give to People • Authentic Passion is key • Face to Face solicitation • Ask for 100% of what you want
Giving Trends: Income • Household incomes under $25,000 per year • 34% donated $100‐$1,000 • 34% gave under $100 • Incomes above $75,000 • 41% gave $100‐$1,000 • 30% gave $1k‐$5k • 11% gave $5k‐$10k • 5% gave $10k+ • Source: Freelanthropy.com 2007 Charitable Giving
Giving Trends Age • 18‐24 yrs‐group most likely to give more than in the past • Over 65 yrs most likely to give less • Retirees the smallest group (15%) to give at the $5,000‐$10,000 range • 25% of ages 45‐54 donate $1,000 to $5,000 • 49% of ages 55‐64 donate at the $100 to $1,000 level • Source: Freelanthropy.com 2007 Charitable Giving Index
Your Fundraising Assets • Organization • Public Image • Prospects • Volunteers
Who Do You Ask..You Might Ask
How can you prioritize contacts? The Best Prospects Board Current Donors Sympathetic Sectors Volunteers & Staff Universe of Demographic Prospects & Psychographic
Also think of asking…. • Local organizations that benefit from your work • Clients • Family of clients • Businesses • Churches • Businesses with products your organization needs
Nonetheless….. • THE BEST, MOST EFFICIENT, COST‐EFFECTIVE WAY TO RAISE MONEY IS. . . . • The right person. . . . • Asks the right person. . . • For the right amount of money. . . • At the right time. . .
Goals of a visit •To inform •Build interest •To solicit feedback •Seek common goals •To ask for a gift •To secure the gift
Best Practice Tips The Meeting • Connection—not cold call is best • First meeting: Face to face • Save trees—don’t overwhelm with information • Listen for what they want • Fast follow-up
A Checklist: Steps for the face to face meeting Thank them for the meeting Bring them up to speed on your organizations history and latest initiatives Tell them your “case” Ask them about their charitable giving Less talking more listening Use materials to make your point Keep listening Refer to your own gift Suggest a specific gift prospect should consider MAINTAIN SILENCE. Let the person consider your request Respond appropriately to their reaction
Do This …….. • Close at the prospect’s pace • Seek areas of agreement to launch the close • Underscore emotions and your personal testimony, this is very important • Leave on an positive note
But please, don’t do this… • Don’t give up • Don’t argue with the prospect • Don’t be apologetic about your request • Don’t make promises you can’t keep • Don’t knock other organizations or campaigns
Keep this in mind There are 1.5 million non profits in the US Make friends first and ask for funds second We all know how to make friends
Its all about relationships We meet someone and see if we have anything in common If we find some commonalities we may continue to engage Relationships require ongoing contact
A Few Resources • Myers Briggs Test: find out more about your asking style and personality “type”. The test is FREE at- http://www.humanmetrics.com/cgi-win/JTypes2.asp • Seth Godwin: Giving your Fans a Chance to speak up- short, free e-book offers great steps your group can take to get your supporters to be ambassadors http://sethgodin.typepad.com/seths_blog/files/FlippingNOpro.pdf • Donors Forum (Chicago): offers latest insight, opinion and trends in donor giving: http://www.donorsforum.org/ • Lance-Lee Planning: website of my company http://www.bestpracticefundraising.com • * * When you sign up for our mailing list, you get a complimentary copy of our e-book: The Million Dollar Non Profit Resource Rolodex
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