Are your board members beating down your door with new donors, eager to ask them for money? Join Marc Pitman and Jay Love for a discussion on asking for donations and dealing with objections. Marc will draw on his years of experience to present simple & effective fundraising ideas to help you raise lots of money, and Jay will offer best practices in donor retention to make sure you hold onto those supporters!

1. Ask Without Fear!
July 9, 2013
Marc Pitman | Jay Love

2. Ask Without Fear!
Advanced Fundraising Basics in 20 minutes!
Marc A. Pitman, The Fundraising Coach
www.fundraisingcoach.com
Twitter: @marcapitman

3. Fundraising…a privilege

4. Let's Get R.E.A.L.!
1. Research
2. Engage
3. Ask
4. Love/Like/Live

5. Research
About your goals:
 Case statement
 Gift table
 Naming Opps

6. www.GiftRangeCalculator.com

7. Research
About your prospect
 Tools
– Google it
– Blackbaud Analytics
or Wealth Point
 Be realistic
 Avoid Paralysis By
Analysis

8. Engage
Fundraising is like dating
 Get to know them
– What got them involved in
the nonprofit? What
impressed them most?
– What fascinates them
– Office/pictures/trophies
 Let them get to know
about what makes your
organization unique

9. Multiple Tools
 Face-to-face
– ALWAYS the best
– This is what brings in the
 Phone
– be natural
– money
 E-mail
– can work VERY effectively
– see my e-course

10. Ask
 #1 Reason people
don't give?

11. Ask
 Find a connection and
put the plug into the
outlet!
 Make It Easy

12. Make It Easy
 Phraseology
– Make Your Own Gift
First!
– "I can appreciate that"
 Props
– Renderings
– Gift Charts
 Options: Arrows in your
quiver
– monthly giving options
– Maybe: good, better, best

13. Tangibilitize your ask
Heifer.org gives all sorts of gift
ranges represented by different
animals:
 a $500 gift is symbolized as a
gift of a heifer,
 $120 a gift of a pig,
 $60 a trio of rabbits,
 $20 a gift of chickens.
A $5000 gift is ―a gift of an ark‖!
The prices in this catalog represent the
complete livestock gift of a quality
animal, technical assistance and
training. Each purchase is symbolic
and represents a contribution to the
entire mission of Heifer International.
Donations will be used where needed
most to help struggling people.

14. Handling Objections
 What are common ones?

15. Handling Objections
 What are common ones?
– One per post-it note
– Group together!

16. Handling Objections
 What are common ones?
 Don't have the money
– when might you?
– when may I come back?

17. Handling Objections
 What are common ones?
 Don't have the money
– when might you?
– when may I come back?
 Giving elsewhere
– best objection
– "how could we get in your
top 10 giving priorities?―

18. Handling Objections
 What are common ones?
 Don't have the money
– when might you?
– when may I come back?
 Giving elsewhere
– best objection
– "how could we get in your
top 10 giving priorities?―
 Not interested
– Are they comatose? *grin*

19. Love/Like/Live
 Love/Like the person
anyway—they're more
important than the gift
–This business is ALL
about relationships
 Live with their response!
–You don't always have to
like the response but
keep on loving the
person

20. You Can Do It!
 BEE YOURSELF
 Make your gift first!
 Don't feel guilty that
you're afraid
 Have courage (it's not
courage without fear)
 Keep it simple
 Have fun!

21. Final Piece of the Puzzle
Effective use of a donor database makes
the “ASK” a natural progression
of the relationship . . .

22. Final Piece of the Puzzle
Effective use of a donor database is:

23. Final Piece of the Puzzle
Effective use of a donor database is:
“EVERYONE” knowing how
and using it daily!

24. Final Piece of the Puzzle
How do you assist in making total usage happen?

25. Final Piece of the Puzzle
How do you assist in making total usage happen?
The “NATURE” of the product is a HUGE factor:
• Majority of NPO’s Use Less Than 20% of Their
Database’s Functionality
• Large Amounts of Features = Complexity
• Database Complexity Keeps Fundraisers Out

27. 1. Game Changing Ideas
2. Ideas Whose Time has Come
3. Relentless Execution
Revolutionary Change Comes From?

28. Game Changing Ideas:
 CRM so Intuitive (No training needed)
 Anyone can (and WILL) use
 Bring BEST practices to life
 Focus on core functions only

29. Net Result:
All Fundraisers Use the Database!
(Quite Revolutionary!)

30. “Engagement” is the linchpin
The word "linchpin" is
also used figuratively to
mean "something [or
someone] that holds
the various elements of
a complicated structure
together."

31. “Engagement” Tracking
If knowing the level and progression
of “engagement” for any donor or
prospect relationship is key to making
the ask NATURAL…
How do we do it?

32. CUE THE EXPERTS:
Dr. Adrian Sargeant
Bloomerang Chief Scientist
Professor of Fundraising at the Center on
Philanthropy at Indiana University holding what
is presently the world’s only endowed chair in
that discipline.
Top 10 Most Influential People in Fundraising
Renowned expert on Donor Retention and Donor
Loyalty
Mr. Tom Ahern
Bloomerang Donor
Communications Head Coach
One of the world’s top authorities on donor
communications
Author of 4 books on Donor Communications
Winner of 3 prestigious international IABC Gold Quill
awards

33. Automatic Engagement Factors
• Recency and pattern of
giving
• Cash donors vs.
sustaining donors
• # of years giving +
• Upgrade /
Downgrade + -
• Lapsed -
• Event attendance +
• Opens email +
• Click links in emails +
• Unsubscribes
from email -
• Has stated
communication
preferences +
• Has inbound
interactions +
• Has soft credits +
• Volunteers +
• Social Media
(coming soon)
• …and a whole lot more!

37. What is the donor’s
engagement over time!
Highlight vital “retention” information
---

41. Next-Gen Database/CRM
Easy Enough for All to Use!
(Even the CEO)
Enables Fundraising Best-Practices!

42. Questions?

43. Webinar attendees get
$5 off of a copy of
Ask Without Fear!
code: bloomerang
marc@fundraisingcoach.com

44.  Tool shop including:
the proven Ask Without
Fear!® System in book
or DVD formats
 Sign up for free email
newsletter and bonus
free eBook
 Free blog, articles,
book reviews, and
more!marc@fundraisingcoach.com