Transcript Ask! People for Money Face-to-Face presented by: Russell

Fundraising Training
www.grassrootsinstitute.org
$260 Billion in 2005
Individuals
Foundations
Bequests
Corporations
$199
76%
$28.8
12%
$17
7%
$13
5%
$260 Billion in 2006
Entity
%
Religion
36%
Education
15%
Human Services
10%
Health
9%
Foundations (Gifts)
8%
Arts/Culture
5%
Public/Society Benefit
5%
Environment
3%
International Affairs
3%
Unallocated
6%
Who Gets?
Why People don’t Give?
• No one asks them.
• They aren’t acknowledged for previous giving.
• They have no sense of organizational milestones.
• Their ideals don’t match the organizational mission.
• The wrong person asks.
• It is not the right time.
• There is either incorrect or not enough information.
The Facts

7 out of 10 people give.

80% of all giving comes from household with annual
incomes of $50,000 or less.

The nation’s poor give the highest percent of their
income.

Giving averages over $1,000 per person who gives .

Most people give to pay groups to take care of the
problems they can’t take care of themselves.
Acceptance
To be successful at individual solicitation you have to accept
and remember the following principles:
•
It is your job ask. It is the donor’s job to decide.
• Success is defined by the number of people you ask.
• It is ok with you for the person to say “no.”
• Your belief in the organization must be greater than your
fear of asking.
Who are Prospects
• Ability
• Belief
• Contact
Major Donor Gifts
Four basic pools of prospects
1.
The public domain donor
2.
The donor in-hiding in your database
3.
The accidental donor
4.
New recruits
Preparing for an Ask
Four part process:
1. Introductory letter
2. Phone call to set up meeting
3. The meeting
4. Follow up
The Art of Asking
• Smile, say your name & the organization’s name a lot
• Describe your program & its recent victories
• Describe your budget & fundraising goal
• Be aware of non-verbal messages
Asking
– Ask for a a specific amount
– Explain why you need the money
– Ask for the amount again
– STOP TALKING. Smile. Wait for the person to say yes
– Remind the prospect that you’ve also given
– Make arrangements to get the donation
– Always send a thank you!
– Do a report back to the office immediately
Handling Objections
• Step 1 Acknowledge the objection as it arises.
• Step 2 Don’t debate with the prospect.
• Step 3 Correct erroneous information to diffuse the objection.
• Step 4 Get back to the subject at hand.
• Step 5 Maintain a common ground or negotiating posture.
• Step 6 Don’t get discouraged.
How Not to “Ask”
• Not asking
• Not asking our friends and family
• Not being direct
• Being dishonest
• Begging, asking for forgiveness, or demanding
• Not knowing the fundraising goal and budget
• A low budget
• Giving up after a rejection
• Taking “yes” as the answer