© 2013 Asking Matters™. All rights reserved.Ask Your Way to Fundraising Success

Asking Styles: A Breakthrough in the Field

Brian Saber

President Asking Matters

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AGENDA

• Why Asking Matters• Power of Asking Styles• Making the Case for Support• Five Steps of Asking

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Why Asking Matters

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In Person 75%

By Phone 25%

By Mail 2%

Asking in person is the most effective fundraising you can do...

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asks result in a gift3 out of4

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© 2013 Asking Matters™. All rights reserved.

Asking Styles

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Many ways to be effective

MANY WAYS TO ASK

Asking Styles

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How do you interact with people?

Extrovert

Introvert

Talk to think

Think to talk

Asking Styles

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How Do You Take in Information?

Extrovert

Introvert

IntuitiveAnalytic

InductiveFact-oriented

DeductiveIdea-oriented

Asking Styles

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Asking Styles

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Fact basedGoal orientedStrategicCompetitiveDriving

Rainmaker

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Big pictureHigh energyCreativeQuickEngaging

Go-Getter

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Feelings orientedReservedAttentiveConflict averseCaring

Kindred Spirit

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DetailedThoroughMethodicalResponsibleObservant

Mission Controller

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Fact basedGoal oriented

StrategicCompetitive

Driving

Big pictureHigh energyCreativeQuickEngaging

Feelings orientedReservedAttentiveConflict averseCaring

DetailedThorough

MethodicalResponsible

Observant

Asking Styles

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What moves the heart?

What’s the opportunity?

What might go wrong?

What’s the goal?

Asking Styles

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Not more effective.

Not less effective.

Just different.

Asking Styles

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© 2013 Asking Matters™. All rights reserved.

Making the Case

for Support

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What is a Case?

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A compelling set of

ideas crafted into a

story that moves the

teller and the listener

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A compelling set of

ideas crafted into a

story that moves the

teller and the listener

© 2013 Asking Matters™. All rights reserved.

A compelling set of

ideas crafted into a

story that moves the

teller and the listener

© 2013 Asking Matters™. All rights reserved.

A compelling set of

ideas crafted into a

story that moves the

teller and the listener

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Need vs. Vision

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Features vs. Benefits

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Benefits=IMPACT

• Get people back on their feet

• Engage youth productively

• Save lives

• ?????????

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Essential Ingredientsof a Case

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• Paint a picture of the challenge and the vision.

• Make a promise you can keep.

• Tout your expertise.

• Ask for help.

Essential Ingredients

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Facts & FiguresOutcomes

Big PictureVision

PassionMission

Facts & FiguresMethods

Using Your Asking Style

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Facts & FiguresOutcomes

Big PictureVision

PassionMission

Facts & FiguresMethods

Using Your Asking Style

Goal Stories

Participant Stories

Systems Stories

Personal Stories

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© 2013 Asking Matters™. All rights reserved.

The Five

Steps of

Asking

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Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift

What’s Your Asking Style?

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The Five Steps of Asking

Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift

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A AbilityB BeliefC Contact

The ABCs of Qualifying Prospects

1. Select Prospects

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FriendsAcquaintancesNew Prospects

Likely to say “yes”Friends of the organization

FoundationsCorporations

Should be seen’s

Top DollarBusiness contacts

New Prospects

1. Select Prospects

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FriendsAcquaintancesNew ProspectsOther Intuitives

Likely to say “yes”Friends of the organizationOther Intuitives

FoundationsCorporations

Should be seen’sOther Analytics

Top DollarBusiness contacts

New ProspectsOther Analytics

1. Select Prospects

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The Five Steps of Asking

Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift

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Prospect ResearchYour MaterialsThe CasePracticeAn Amount

2. Prepare to Meet

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Summary reviewPractice out loudTalk to others

Refresh missionVisit programPrepare questions

Detailed reviewWritten script

Practice sessions

Detailed reviewProspect research

Clarify goals

2. Prepare to Meet

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The Five Steps of Asking

Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift

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Who participatesWhat is the goalWhere do you meetWhen makes senseWhy should the person or organization giveHow to set it up

3. Set Up the Meeting

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Phone & e-mailAlternative dates

PhoneFollow up e-mail

Letter or e-letterEarly in day/week

More formalSpecific/detailed

3. Set Up the Meeting

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Phone & e-mailAlternative datesSend material

PhoneFollow up e-mailBring material

Letter or e-letterEarly in day/weekBring material

More formalSpecific/detailedSend material

3. Set Up the Meeting

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The Five Steps of Asking

Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift

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An Intentional Conversation

Settle

Confirm

Explore Pre

sent

Explor

e

Confirm

4. Ask for the Gift

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An Intentional Conversation

Settle

Confirm

Explore Pre

sent

Explor

e

Confirm

4. Ask for the Gift

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Fact basedGoal oriented

Big pictureEngaging

Mission/storiesListener

DetailedThorough

4. Ask for the Gift

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Fact basedGoal oriented

Rush to close

Big pictureEngagingResist closing

Mission/storiesListenerAnxious about closing

DetailedThorough

Urge to Control

4. Ask for the Gift

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© 2013 Asking Matters™. All rights reserved.

Pairing Askers

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Pairing Askers

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The Five Steps of Asking

Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift

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Immediate ThanksAlert EveryoneNext Steps

5. Follow Through

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Tie down detailsReport

progressFurther strategy

Big gesturePersonal thanksOngoing engagement

Make donors feel appreciatedHand-written notes

Detailed written confirmation

Precise follow up

Solid reporting

5. Follow Through

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The Five Steps of Asking

Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift

© 2013 Asking Matters™. All rights reserved.