HOW TO MAKE THE ASK HOW TO MAKE THE ASK Building Donor Relationships 1FCFH 2010 Covenant Partners...

HOW TO MAKE THE ASKHOW TO MAKE THE ASK

Building Donor Relationships

1FCFH 2010 Covenant Partners Conference

WHAT UNLOCKS THE HEART AND MOTIVATES PEOPLE TO GIVE?

2

They want to change lives

The need to be a part of a larger cause

Strong desire to give back to the community

Past/personal experience with donor organization

FCFH 2010 Covenant Partners Conference

FCFH 2010 Covenant Partners Conference 3

WHO ARE YOUR POTENTIAL DONORS?

Churches

Individuals

Corporations

Small Businesses

Foundations

Community Organizations

Clubs ( i.e. Rotary, Lions, Junior League)

Board Members

YOU


HOW DO YOU APPROACH THESE GROUPS

?


WAYS TO ENGAGE NEW DONORS

Set appointments and make personal visits

Share testimonies and show examples of your work in the community

Prospect ways to be a guest speaker

Invite supporters of the mission to join your board

Invite them to tour build sites ( example: 2010 Millard Fuller Legacy Build)

Invite them to participate in a build

Send them email links on projects and your website

Use the resources on the Fuller Center website

Stay active with Fuller Center projects in your community


BEFORE THE ASK

Know who you are speaking to, and do research on new donors

Be familiar with their giving habits and who they support

Prepare your presentation based on need

Know the scope of your project and be prepared to explain it in detail

Have a compelling testimony of the program’s success

Determine if an individual or team approach is the best way to reach the donor

Is this someone you visit with alone, or with their colleagues/ team members

Be current on what The Fuller for Housing is doing globally(events, projects, etc.)

Have a specific amount in mind for the ask

Above all else don’t forget to pray for guidance


EASE INTO THE CONVERSATION

Guide the conversation

Listen , listen, listen, listen

Take notes

Anticipate questions and do not respond until they are finished asking

Answer questions knowledgeably and honestly

Be prepared for objections or concerns about supporting the mission

Stay focused on why you are there

Do not take the tone of a used car salesman or be over anxious


Extraction Entry…The Opening

Share the story of the Fuller Center for Housing

Share why you are a part of this ministry

Share what we have accomplished the last 5 years

Share what you have done locally to impact lives of those in need

Watch your tone, and their body language

Breathe calmly

Open with personal conversation


THE BIG MOMENT- MAKE THE ASK (NEW DONOR)

Use their name and ask if they would consider making a donation

Remember to give them the amount you are requesting

If it is for an event/ and or special project, give a timeline

Re-state the purpose of how the funds will be used

Emphasize stewardship

Remind them of why the need for affordable housing is so critical

Explain how they will be acknowledged

In-kind donations state what, where, when , how , and how many


THE ASK- (LOYAL FULLER CENTER SUPROTER)

Have an idea of their current/ past giving

Share how their donations were used

Remind them of how important they are to our mission

Update them on projects

Thank them for what they have contributed

Ask for a donation larger than the last. They will be flattered !!!


WAYS TO HANDLE OBJECTIONS

Always stay calm and be respectful. Continue to listen and ask probingquestions or make positioning statements such as:

What can I clarify for you? Be transparent here about our work.

Have you had a bad experience supporting non-profits in the past?

What you need from us to change that experience?

Allow me to share a testimony. MORE THAN HOUSES !!!!!

Share stories of other donors and how their giving has impacted their lives.

Remain engaged and offer positive information on the issue/concern.

What additional information can I offer you to address your concerns?

If you are not sure how to address the issue, just say “let me get back with you.”


BRING TO A CLOSE

• Give the potential donor an idea of when you will follow up

• Use this opportunity to restate your request

• Restate the importance of their donation

• Remind them of our mission to eliminate poverty housing

• Remind of how partnering with us can assist them in their goal/mission

• Thank them for their time and for allowing you to share our mission

• If they have given in the past, thank them for their continued support


TIPS ON THE FOLLOW UP

Be your word and follow up when you said you would

Forward any additional information requested ASAP

Use your internal resources for additional support

Share your visit with your team

Be persistent and remain positive

Don’t get discouraged if there is a delayed response

Make sure you send a hand-written thank you note

Make additional contact phone, appointment, email

Remind them of any pressing deadlines


Nailing Down The Method

Identify potential donors

Get to know them

Share our Mission

Ask for support

Thank, thank, and thank again


The number one goal for all of

us should be engaging our current

and future donors in our projects.


“Money Follows Involvement”…

Millard Fuller

HOW TO MAKE THE ASK HOW TO MAKE THE ASK Building Donor Relationships 1FCFH 2010 Covenant Partners...

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