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Making an Artful Ask

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Marcy Heim makes an ask.

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Making an Artful Ask

  1. 1. ©2015 Artful Asker - Marcy Heim Consulting Logo cover Presentation by Marcy Heim, The Artful Asker, www.marcyheim.com, 888-324-0442 Making an Artful Ask! The Power of Mindset!
  2. 2. ©2015 Artful Asker - Marcy Heim Consulting THE ARTFUL ASKER Marcy Heim, CFRE, PLCC Founder & Principal Marcy Heim, CFRE, PLCC, is an author, international speaker, fundraising consultant and life coach for those transforming the world through generosity. Her direct and entertaining style reflects over twenty years of in-the-trenches, major gift fundraising and management success. She and her team raised millions by creating the very relationships Marcy teaches in her popular sessions. She’s an AFP Master Teacher and received both the CASE Crystal Apple and AFP’s Outstanding Fundraiser awards. "Empowering Development Ambassadors” is Marcy’s book on major gift relationship-building and the role both methods and mindset play in giving success.
  3. 3. ©2015 Artful Asker - Marcy Heim Consulting We are about to have an incredible experience together! The Power of Mindset
  4. 4. ©2015 Artful Asker - Marcy Heim Consulting Session Goals Making an Artful Ask  Our Mindset  Why people give/the Words we use  The Cycle of Successful Relationships – overview  Making an Artful Ask
  5. 5. ©2015 Artful Asker - Marcy Heim Consulting “What’s the cause? Can’t you just give? Must there always be a cause?”
  6. 6. ©2015 Artful Asker - Marcy Heim Consulting Universal Vision “You want to compose a good world – it is an honorable and noble profession.” – Maya Angelou Let your vocabulary reflect your attitude!
  7. 7. ©2015 Artful Asker - Marcy Heim Consulting 85% of your success is in your head! So what’s in our head?
  8. 8. ©2015 Artful Asker - Marcy Heim Consulting The Strangest Secret
  9. 9. ©2015 Artful Asker - Marcy Heim Consulting “We become what we think about!” Earl Nightingale The Strangest Secret
  10. 10. ©2015 Artful Asker - Marcy Heim Consulting Examine Your Beliefs "Our beliefs can move us forward in life, or they can hold us back.“ Oprah “I’ve heard this before”
  11. 11. ©2015 Artful Asker - Marcy Heim Consulting Declarations about Raising Major Gifts •My cause is worthy of people’s investment •We are a sound and accountable organization •We make a difference and I am proud of what we do •By giving to my organization, my donors experience the joy of philanthropy! It feels GREAT! •I delight in hearing about gifts to other organizations •I love to give to my organization myself •People love to give me money!
  12. 12. How do I Feel About Money? Talking about money
  13. 13. ©2015 Artful Asker - Marcy Heim Consulting Finish these sentences • Money is the root of all __________ • Money doesn’t grow on ___________ • Not everyone can be rich, there’s not ______________. • If I get rich I’ll lose my _________. • _________ rich • Be ____________with what you have. • You must work ______ to earn a ___________.
  14. 14. ©2015 Artful Asker - Marcy Heim Consulting Why Do People Give? • Mission • They are asked • Stable & ethical • In honor someone/thing • Extend their values • Regard-staff/volunteer leadership • Belong -Community
  15. 15. ©2015 Artful Asker - Marcy Heim Consulting hit up put the arm on … The bottom line loaded milk … should give … ought to give … owes us Contacts per month get into pockets pick the low hanging fruit Loosen the purse strings The Words We Use Dream Make a difference Gift Consider Impact/Hope Meaningful Exciting/Passion Enduring Possibilities What to you think?
  16. 16. ©2015 Artful Asker - Marcy Heim Consulting •Prospect •Suspect •Follow up •Strategy •Move you •Pitch •Close •Qualify Your language is your creativity •Giver •Prospective Giver •Stay in touch, keep you informed •Planned “touches” •Inspire you •Explore a partnership •Invite you to invest •Shared values and interests
  17. 17. ©2015 Artful Asker - Marcy Heim Consulting BUT…It’s more than just the words you use… you need to really mean them. Marcy Heim
  18. 18. ©2015 Artful Asker - Marcy Heim Consulting People give from the HEART, not from economics. When a NEED is recognized, the heart moves the hand.
  19. 19. ©2015 Artful Asker - Marcy Heim Consulting Philanthropy is the Mystical Mingling of a joyous giver, an artful asker, and a grateful recipient. Douglas M. Lawson (1936) WRITE THIS DOWN!
  20. 20. ©2015 Artful Asker - Marcy Heim Consulting The Artful Asker Cycle of Successful Relationships© Creating the Joyful Giver Engagement Making the Artful Ask NO yes acknowledge Invoking the Grateful Recipient Show Creativity Consider Shared Values & Interests Begin the Conversation Used with permission from Don Gray /Douglas Lawson Additional Interest ©2014 The Artful Asker, www.MarcyHeim.com info@marcyheim.com,888-324-0442 A Donor Story
  21. 21. ©2015 Artful Asker - Marcy Heim Consulting The Artful Asker Cycle of Successful Relationships© Creating the Joyful Giver Engagement Making the Artful Ask NO yes acknowledge Invoking the Grateful Recipient Show Creativity Consider Shared Values & Interests Begin the Conversation Used with permission from Don Gray /Douglas Lawson Additional Interest ©2014 The Artful Asker, www.MarcyHeim.com info@marcyheim.com,888-324-0442 They agree on the value of our organization/mission. They agree with the vision of our leadership. They see that private support is needed for this project to happen. We have a relationship built on trust and have talked through all the concerns they have about giving methods and the project. We have talked about different specific components and giving levels and found a project that accomplishes their dream.
  22. 22. ©2015 Artful Asker - Marcy Heim Consulting Major Issues in Asking • What are the important linkages? • How much do you ask for? • Who makes the ask? • Where is the best location to make an ask? • What do you send out ahead of the call? • When is the timing right? • How do you make an artful ask? • Common pitfalls in making an ask? • What do you say when….responding to objections. • How do you follow up? • What do you do if the answer is “no”? Or YES!
  23. 23. ©2015 Artful Asker - Marcy Heim Consulting Review the Cycle to Date Make it ‘Right” Motivation and values, knowledge, decision-maker, concerns, preferences for involvement, giving and stewardship.
  24. 24. ©2015 Artful Asker - Marcy Heim Consulting©Artful Asker LLC 2009 Research and Discovery • When is the timing right? • What is the right amount? • Who makes the ask? • Where is the ask made? Listen for signals: Listen, Listen, Listen Ask thoughtful questions Develop a “touch” for knowing Remember: this is an art, and a science Ready…aim…aim…aim…aim
  25. 25. ©2015 Artful Asker - Marcy Heim Consulting How Much do you Ask For? • Using your 6-9 meaningful contacts, assess the potential through your conversations personally and through involving others in the action plan for the donor. You know the number when you believe you have found a fit with the giver’s interest and capacity. • Talk about dollars to accomplish a certain impact and listen, listen, listen • In cultivation, review costs today. • Ask for somewhat more than the person’s estimated ability. Most people are flattered. • Discuss the form of the gift, the payment period and possible combinations of outright and deferred.
  26. 26. ©2015 Artful Asker - Marcy Heim Consulting Who makes the ask?• The development professional generally “speaks the ask.” • A high ranking administrator. • A volunteer or board member. • An “expert” on the project Who should be part of the team to visit with David about his gift?
  27. 27. ©2015 Artful Asker - Marcy Heim Consulting Rehearse/Role-play • WRITE OUT the ask • Practice the ask • Define roles of team members and role- play the call  bestow honor/praise  special Connection/pride with organization and to this ask  be considerate; ask for consideration  state specific amount  state specific purpose  Be quiet
  28. 28. ©2015 Artful Asker - Marcy Heim Consulting • Joe, we know you have a lot of money. Your career as CEO of the Jones Company is thanks to some help you received from one of the other members of the Board. He’s giving $50,000 and thinks you should give too. We need your money because of increasing costs and budget cuts. So how about some help? You get a whopping tax deduction, and we can all use that, can’t we? Is this an Artful Ask? • bestow honor/praise • special connection/pride with organization and to this ask • be considerate; ask for consideration • state specific amount • state specific purpose • Be quiet
  29. 29. ©2015 Artful Asker - Marcy Heim Consulting Is this an Artful Ask? • bestow honor/praise • special connection/pride with organization and to this ask • be considerate; ask for consideration • state specific amount • state specific purpose • Be quiet • Joe, you have been instrumental to our success in creating and expanding our Garden project. You understand, in addition to the beauty, what an important teaching tool this is for us. Would you consider a gift of $50,000 to establish the Joe Smith Garden Outreach Program endowment?
  30. 30. ©2015 Artful Asker - Marcy Heim Consulting Who to Ask for Operations/Annual • 4 GROUPS OF PROSPECTIVE DONORS 1. Current Annual Fund donors who are passionate about your cause but don’t have the capacity for a major gift at this time (or ever) or need more touches for a major gift. 2. Current Volunteers (same as above)
  31. 31. ©2015 Artful Asker - Marcy Heim Consulting Who to Ask for Operations/Annual 3. Special situation donors. Those with a particular extremely good or bad experience. 4. Major Donors. Those who have already named options. Long time with relationships as part of leadership group and know/like/trust leadership.
  32. 32. ©2015 Artful Asker - Marcy Heim Consulting HOW to Ask for Operations/Annual • Special Situation Donors • You have seem the role adequate resources plays in the life of our library. You understand that having staff and resources to provide this important piece is vital to our service. Would you consider a gift of $1000 to help support our staff and activities?
  33. 33. ©2015 Artful Asker - Marcy Heim Consulting Endow An Annual Gift • For the donor who has been supporting an annual need for a number of years. Or a major donor that has been making a large annual gift…. • Provide a break-through, a legacy option. Ask individuals to endow their annual gift. Example: 5% return. (high for now. But easy to figure.) Take the amount of the gift, let's say $1,000 a year and multiply it by 20. A $20,000 endowment would yield $1000/year. This is the number you discuss. "You have been such a very good friend and supporter of our organization. You understand the importance of X. Would you to consider a gift of $20,000 so that the gift you have been making each year will be there to provide support to those we serve for years and years to come?
  34. 34. ©2015 Artful Asker - Marcy Heim Consulting HOW to Ask for Operations/Annual • Major Donors • You have been part of our Org family for so long and know us so well. You understand our vision and how key having resources to embrace opportunities is for us. Would you consider a gift of $1,000,000 to create the Org Opportunities Endowment?
  35. 35. ©2015 Artful Asker - Marcy Heim Consulting HOW to Ask for Operations/Annual • Current Annual Fund/Volunteers • You have helped us do our good work. You understand that having this piece of equipment, this staff position, this educational training, these tools empowers us to do have this impact (your mission) Would you consider a gift of $1000 to help do __________?
  36. 36. ©2015 Artful Asker - Marcy Heim Consulting An Artful Ask – YOUR TURN! Name __________ You have (compliment, service, giving) You understand (special connection to this request) Would you consider a gift of $_______ for/to ______________________. THEN QUIET
  37. 37. ©2015 Artful Asker - Marcy Heim Consulting What are the Common Pitfalls in Making the Ask? • We talk too much • Ask sounds cold or inconsiderate • We use words like “should” and “ought” • We ask apologetically and are embarrassed • Eye contact breaks down • The ask is rushed • We break the silence too soon after ask is made
  38. 38. ©2015 Artful Asker - Marcy Heim Consulting Respect and Gratitude • Seldom will you close a major gift on the asking call • Plan ahead for following up • Establish the next step • Be considerate, thank the person, be grateful
  39. 39. ©2015 Artful Asker - Marcy Heim Consulting What Do You Do if the Answer is “YES”? • Make sure all appropriate people say “thank you” • Design a creative plan to continue saying “thanks” • Continue visiting the giver and listening for next opportunity • Keep working the Cycle!!!!! • BE GRATEFUL! Yippee
  40. 40. ©2015 Artful Asker - Marcy Heim Consulting The Artful Asker Cycle of Successful Relationships© Creating the Joyful Giver Engagement Making the Artful Ask NO yes acknowledge Invoking the Grateful Recipient Show Creativity Consider Shared Values & Interests Begin the Conversation Used with permission from Don Gray /Douglas Lawson Additional Interest ©2014 The Artful Asker, www.MarcyHeim.com info@marcyheim.com,888-324-0442
  41. 41. ©2015 Artful Asker - Marcy Heim Consulting Adages about Asking (all true) • You almost never get the gift you do not ask for • You must earn the right to ask • You must balance the mindset and methods • You must focus on serving your donor • Nothing is more rewarding than the results and impact of an “artful ask”
  42. 42. ©2015 Artful Asker - Marcy Heim Consulting Questions to ask YOU!! • Why does money come to our operations so easily? • Why am I so worthy of investments into my own professional development by myself and others? • Why is it so easy for me to talk about operations support with my prospective givers? • Why is abundance attracted to me and our mission? • Why do I take just the right steps to match prospective givers with my mission?
  43. 43. ©2015 Artful Asker - Marcy Heim Consulting Why do I have more than enough time, energy and money? Hope - the feeling that what is wanted can be had or that events will turn out for the best. It’s a mindset.
  44. 44. ©2015 Artful Asker - Marcy Heim Consulting Toll free 888-324-0442 Cell 608-772-6777 marcy@marcyheim.com, www.marcyheim.com Thank You For Being Part of this Honorable and Noble Profession! LIKE ME, TWEET ME, GET ME, LINK ME! Isn’t this crazy?

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