WINNING WORDSFOR RAISING MONEY©LAURA FREDRICKS,FOUNDER & CEO, THE ASK©AFP SOUTHEASTERN WISCONSIN/MADISON CHAPTERSAUGUST 13, 2015

Laura Fredricks, CEO, THE ASK laura@EXPERTonTHEASK.com

expertontheask

The quality of your lifeis determined by the

quality of questions youASK yourself…

and others!

Twitter: expertontheask #justask

Friday, January 30, 2015

Why is the Topic Important?

Helps you to get the initial appointment

Keeps the engagement between you and your donor alive

Makes Asking for money easierMakes Closing the gift easierShortens the time you can go back and Ask for an increased gift

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Why is the Topic Important?Selecting the right words and delivering them at the right time escalates the amount and size of each gift

By focusing, organizing, listening, mirroring, planning, and selecting each word, prospective givers will be in their comfort zone with a heightened engagement level which =

More Gifts

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The Five Step Process for Dynamic Conversations that lead to Gifts

and Money1. Know Exactly what you want;

2. Prepare the Conversation;

3. Deliver with Confidence;

4. Clarify the Results; and

5. Plan your Next Move

Friday January 30, 2015 Twitter: expertontheask

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Know Exactly What You Want

Each person is their own “mini campaign”

What is your individual strategy for each person?

Do not fall into the trap that this is a $1,500; $5,000; or $25,000 donor and treat everyone the same at that gift level

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Know Exactly What You Want

Example: Goal is to ASK for money: Continue the ConversationAsk for a Specific amount and why you want this person to make this size gift NOW!

Call the question (same as inviting them to something) “How do you feel?” “Share with us…”

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Prepare the Conversation

Write down the winning phrases you want to use that you feel will resonate the most with the person

Write down every possible reaction you may receive Practice standing up and in front of a mirror

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Deliver with Confidence

This is a conversation not a confrontation

Be strong in your voice when you come to your carefully selected words:“I’ve heard you say your experience…”

“Your partnership, investment, enthusiasm, vision”

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Clarify the ResultsWhat did you “think” you heard?What was the tone?What needs to be resolved?Key is to weave in past words and phrases

It shows you are in their moment, you have established the BEST engagement

That is how you shorten the time to get and close new and larger gifts

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Plan Your Best Move Do not leave the room/conversation unless you have a prospective date and time to speak/meet again

The emphasis is on Timing and Mode of Communication

Follow THEIR Patterns - If you emailed the person every three weeks then the person is accustomed to hearing from you every three weeks. They do not in general change their timing of how you can reach them

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Tips for YOUR SUCCESS

1) Donors leave clues~ and we miss most of them!

2) Practice Active Listening ~ it is flattering and inviting

3) Small steps lead to Huge Results4) Keep it Simple and Consistent5) Donors have patterns~ fit into THEIR

Pattern6) “No” now does NOT mean “No forever”

stay with them and watch the results!

Twitter: expertontheask #justask

Laura’s Winning Words Revisit

Continue the Conversation

If You Could Envision

We Value your Feedback

To the Extent You Feel Comfortable

Thursday, April 20, 2023Twitter: expertontheask

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“Money Wellness”MONEY affects every aspect of your life!

It affects your mind, body, soul, spirituality, sleep, exercise, career, diet, self-worth, parenting, home, travel, weddings, beauty, financial security, and retirement

Go to: www.ExpertontheASK.com

Sign Up for Your Money Wellness Program!

It will change your life and your Beliefs and Behaviors about MONEY

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Resources

“THE ASK: How to ASK for Your Nonprofit Cause, Creative Project or Business Venture,” Laura Fredricks, (Wiley)

“Winning Words for Raising Money,”(e-book)Laura Fredricks, (Wiley)

Both Books are available at:www.expertontheask.com

Thursday, April 20, 2023Twitter: expertontheask

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