AFP Westchester NPD 2013 Asking Styles: A Breakthrough for the Field Brian Saber

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

Asking Styles: A Breakthrough in the Field

Brian Saber

President Asking Matters

AGENDA

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


Why Asking Matters


In Person 75%

By Phone 25%

By Mail 2%

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


asks result in a gift3 out of4


Asking Styles


Many ways to be effective

MANY WAYS TO ASK

Asking Styles


How do you interact with people?

Extrovert

Introvert

Talk to think

Think to talk

Asking Styles


How Do You Take in Information?

Extrovert

Introvert

IntuitiveAnalytic

InductiveFact-oriented

DeductiveIdea-oriented

Asking Styles


Asking Styles


Fact basedGoal orientedStrategicCompetitiveDriving

Rainmaker


Big pictureHigh energyCreativeQuickEngaging

Go-Getter


Feelings orientedReservedAttentiveConflict averseCaring

Kindred Spirit


DetailedThoroughMethodicalResponsibleObservant

Mission Controller


Fact basedGoal oriented

StrategicCompetitive

Driving

Big pictureHigh energyCreativeQuickEngaging

Feelings orientedReservedAttentiveConflict averseCaring

DetailedThorough

MethodicalResponsible

Observant

Asking Styles


What moves the heart?

What’s the opportunity?

What might go wrong?

What’s the goal?

Asking Styles


Not more effective.

Not less effective.

Just different.

Asking Styles


Making the Case

for Support


What is a Case?


A compelling set of

ideas crafted into a

story that moves the

teller and the listener


Need vs. Vision


Features vs. Benefits


Benefits=IMPACT

• Get people back on their feet

• Engage youth productively

• Save lives

• ?????????


Essential Ingredientsof a Case


• Paint a picture of the challenge and the vision.

• Make a promise you can keep.

• Tout your expertise.

• Ask for help.

Essential Ingredients


Facts & FiguresOutcomes

Big PictureVision

PassionMission

Facts & FiguresMethods

Using Your Asking Style


Facts & FiguresOutcomes

Big PictureVision

PassionMission

Facts & FiguresMethods

Using Your Asking Style

Goal Stories

Participant Stories

Systems Stories

Personal Stories


The Five

Steps of

Asking


Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift

What’s Your Asking Style?


The Five Steps of Asking

Selectprospects

Prepareto meet

Set upmeeting

Followthrough

1 2 3 4 5

Ask for the gift


A AbilityB BeliefC Contact

The ABCs of Qualifying Prospects

1. Select Prospects


FriendsAcquaintancesNew Prospects

Likely to say “yes”Friends of the organization

FoundationsCorporations

Should be seen’s

Top DollarBusiness contacts

New Prospects

1. Select Prospects


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