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Asking Styles: A Revolutionary Concept in the Field

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Brian Saber will help you discover your Asking Style, its specific strengths and challenges, and how to apply your Style to be a more comfortable and effective fundraiser.

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Asking Styles: A Revolutionary Concept in the Field

  1. 1. Asking Styles: A Revolutionary Concept in the Field 
 
 2/9/17 1pm Eastern The presentation will begin shortly.
  2. 2. 3 This presentation is being recorded! 
 The recording and slides will be emailed to you. Please chat in any questions for our guest. We will answer them in the formal Q&A session at the end of the presentation. Follow along on Twitter with #Bloomerang @BloomerangTech. For best audio quality, dial in by phone.
 (check your email for dial-in info from ReadyTalk) Before we get started »
  3. 3. 3 https://bloomerang.co/demo/video
  4. 4. 3 Our guest presenter » Brian Saber @BrianSaber • President, Asking Matters • 2-time Executive Director • Ran major and principal gifts throughout the Midwest for 
 Brandeis University • Has has led training programs for Prevent Child Abuse America, the Archdiocese of Los Angeles, Social Venture Partners International, National Public Radio, Volunteers of America, the U.S. Olympics Committee
  5. 5. Brian Saber | © Copyright 2017 Asking Styles A Revolutionary Concept in the Field Brian Saber | © Copyright 2017 1
  6. 6. Brian Saber | © Copyright 2017 president,
 asking matters BrianSaber presented by Asking Styles: A Revolutionary Concept in the Field 2
  7. 7. Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field 3
  8. 8. asking 
 styles Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field 4
  9. 9. Many ways to ask Many ways to be effective Brian Saber | © Copyright 2017 asking styles Asking Styles: A Revolutionary Concept in the Field 5
  10. 10. Brian Saber | © Copyright 2017 how do you interact with people? extrovert = derive energy
 from others introvert = talk to think derive energy
 from oneself think to talk Asking Styles: A Revolutionary Concept in the Field asking styles 6
  11. 11. Brian Saber | © Copyright 2017 how do you take in information? analytic = inductive
 fact-oriented intuitive = data to idea deductive
 idea-oriented idea to data Asking Styles: A Revolutionary Concept in the Field asking styles 7
  12. 12. Brian Saber | © Copyright 2017 fact based goal oriented strategic competitive driven Asking Styles: A Revolutionary Concept in the Field asking styles big picture high energy creative quick engaging feelings oriented attentive caring thoughtful selfless detailed thorough methodical responsible observant 8
  13. 13. what’s
 the goal? what’s the opportunity? what’s
 the plan? what’s moves
 my heart? Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field asking styles 9
  14. 14. Brian Saber | © Copyright 2017 available online at www.askingmatters.com …or on your smartphone asking styles Asking Styles: A Revolutionary Concept in the Field 10
  15. 15. Brian Saber | © Copyright 2017 not more effective not less effective just different Asking Styles: A Revolutionary Concept in the Field asking styles 11
  16. 16. five steps
 of the ask Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field 12
  17. 17. Brian Saber | © Copyright 2017 using your asking style Asking Styles: A Revolutionary Concept in the Field 13
  18. 18. Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field five steps of the ask 14
  19. 19. Brian Saber | © Copyright 2017 family foundations friends should-be-seen’s likely to say “yes” board members organization friends top dollar business contacts new prospects friends acquaintances new prospects five steps of the ask other analytics other intuitives other analytics other intuitives Asking Styles: A Revolutionary Concept in the Field 15
  20. 20. Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field five steps of the ask 16
  21. 21. making your case Brian Saber | © Copyright 2017 five steps of the ask Asking Styles: A Revolutionary Concept in the Field 17
  22. 22. Brian Saber | © Copyright 2017 a compelling set of ideas crafted into a story
 that moves the teller
 and the listener a compelling set of ideas crafted into a story
 that moves the teller
 and the listener a compelling set of ideas crafted into a story
 that moves the teller
 and the listener five steps of the ask a compelling set of ideas crafted into a story
 that moves the teller
 and the listener Asking Styles: A Revolutionary Concept in the Field 18
  23. 23. Brian Saber | © Copyright 2017 what’s the goal? what’s the opportunity? what’s the plan? what moves
 my heart? five steps of the ask Asking Styles: A Revolutionary Concept in the Field 19
  24. 24. Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field five steps of the ask facts & figures outcomes & goals strategies big picture vision possibilities methods systems plans mission participant stories your own stories goal stories opportunity stories plan stories heart stories 20
  25. 25. staff & volunteer program and fundraising staff two fundraising staff two volunteers partnering Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field five steps of the ask 21
  26. 26. Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field five steps of the ask 22
  27. 27. Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field five steps of the ask 23
  28. 28. Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field communication five steps of the ask 24
  29. 29. Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field very strategic phone or email follow-up email/note spur of the moment most likely phone follow-up email/note more formal/detailed letter or email follow-up call letter or email follow-up call to letter early in day or week five steps of the ask 25
  30. 30. Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field five steps of the ask 26
  31. 31. Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field SETTLE CONFIRM EXPLORE CONFIRM EXPLORE ASK ©AndreaKihlstedt five steps of the ask 27
  32. 32. Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field Would you consider a gift of $________ for our _______________ ? five steps of the ask 28
  33. 33. Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field five steps of the ask 29
  34. 34. Brian Saber | © Copyright 2017 challenging want to use all the convincing facts hardest tendency to go on won’t like the silence easiest glad to sit back
 and observe easier glad to have it over might go on due
 to anxiety five steps of the ask Asking Styles: A Revolutionary Concept in the Field 30
  35. 35. Brian Saber | © Copyright 2017 five steps of the ask Asking Styles: A Revolutionary Concept in the Field 31
  36. 36. Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field tie down details report progress further strategy big gesture personal thanks ongoing engagement detailed written confirmation precise follow up solid reporting make donors feel
 appreciated hand-written notes quick to move on to next “sale” rush through without enough thought can be too methodical focus too much on all donors five steps of the ask 32
  37. 37. Brian Saber | © Copyright 2017 questions? Asking Styles: A Revolutionary Concept in the Field Brian Saber | © Copyright 2017 33
  38. 38. Brian Saber | © Copyright 2017 Asking Styles: A Revolutionary Concept in the Field 34
  39. 39. Brian Saber | © Copyright 2017 How to Determine Your Unique Asking Style 35
  40. 40. Questions?
  41. 41. https://bloomerang.co/resources •Nonprofit Wrap-Up •Bloomerang TV •Bloomies •eBooks •Daily blog post •Weekly webinars •Templates •Guides
  42. 42. Our next free webinar » Women and Giving Thursday, Feb. 23, 2017 – 1:00pm Eastern Judith Smith, CFRE https://bloomerang.co/resources/webinars

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