Keeping Extension Funded: We can do it with a simple ask L

Keeping Extension Funded: We can do it

with a simple ask

L

Did any of you participate in the ESP webinars in May and June related to development?

L

Meet our presenters

Lisa WallaceHenry County Program Co-Director

University of Missouri Extension

L

Catherine (Cat) Comley AdamsDirector of Advancement

University of Missouri Extension

What are your goals for today’s session?

L

Overall Agenda

• Learning practical lessons with the “f” word from rural Missouri

• What is the giving pyramid?

• How to ask

• Dealing with a “no”

• Sharing resources

L

Successful Development Strategies at the County Level

• No money for our 4-H position.

• Our Extension council believes a strong 4-H program is a strong Extension program.

• Set out to raise $140,000 in three years; raised $155,000. All dollars went into an endowed fund.

• Only interest is spent; Corpus remains intact through eternity.

• Chose to use the campus endowment fund and a local endowed foundation.

L

1. Believe in your cause and start slowly.

2.Find local, successful fundraisers.

Get advice.

3. Study the giving pyramid.

L

Lessons learned in Henry County

The “giving pyramid” helps you determine strategies for potential donors and amounts.

L

4. Nurture your volunteers.

5.Send letters if you must, but never send a letter that will not be followed with a personal contact.

L

Lessons learned in Henry County

6. Target donors.

As potential donors are identified, consider “who is the appropriate contact to make the appointment and/or ask?”

L

Lessons learned in Henry County

7. Plan the personal ask. Read two books about asking-

Asking by Jerold Panas

Ask without Fear by Marc A. Pitman

Be confident, positive, stay strong and

be fearless.

L

Lessons learned in Henry County

“What a man does for himself dies with him. What he does for his community lives long after he is gone.”

Theodore Roosevelt

L

Not all asks involve initiating a conversation

• Visual cues –

posters, literature,

flyers, envelopes

Cat

Printed/Electronic One Liners

• Remember a loved one with a gift in his or her memory to MU

• Great answers don’t grow on trees. Pick MU Extension to support with a gift.

• You can invest in a more positive future for Pulaski County by supporting MU Extension.

• Don’t forget to include MU Extension in your estate plan.

Cat

How to Ask

• Goal – build relationship (you may have thought it was to ask for money)

• Plan the request– Who

• Already engaged with Extension• Capacity to give

– How much?• A meaningful amount to the donor

– Plan on a yes, but know some will say no

Cat

• Learn about the donor’s goals

• Match organization opportunities with donor goals

• Focus on opportunities, answers, solutions (not neediness)

Cat

• Show the donors how they can make a concrete difference or reach a concrete goal.

• Will the gift have immediate impact? Will it be transformational?

Cat

Anatomy of an AskCat’s Method

• Begin with pleasantries appropriate for your audience – be careful not to talk too much or too little

• Verbalize the purpose of the meeting

• Ask if they have been provided with all the information they need

Cat

Anatomy of an AskCat’s Method

• Demonstrate the alignment between what they’ve told you are their interests and your proposal – in writing!

• Invite them to support the project with $X (make an ask with an educated estimate)

• Wait. Let them think. Say nothing.

Cat

It’s just a little word. Smaller than most.

Cat

Why do we make it bigger than other words?

Cat

Deal with it• Don’t take a “no” personally. Although

someone has said no to your request, that person is not rejecting you or Extension.

• It isn’t about you and your self esteem.

Cat

Why people say no• No relationship• Cause is not on their highest priority list• Don’t see the organization as relevant, reliable and responsive to

them or others around them• Impact is unclear or questionable• The ask wasn’t effective for them

– Felt pressured– Ask was unenthusiastic or uninformed– Person asking hadn’t given– Follow-up did not occur as promised

• Don’t have the capacity to give

Cat

What if they say no?

1. Thank them

2. Can we talk about this again?

3. Ask yourself, “What’s the small good?”

4. Shake it off and move on. You are one step closer to a yes.

Cat

Remember the #1 reason people don’t give…

They weren’t asked. At least you gave them an opportunity.

Cat

We invite you to learn morehttp://extension.missouri.edu/extcouncil/

gifts-endowments.aspx

Cat

Optional On-line resources(no endorsements intended)

1. thefundraisingauthority.com

2. Askingmatters.com

3. nonprofitmarketingguide.com

These resources have webinars, newsletters, blogs, etc. Some are free, other resources

have a charge.

L

Questions…to

“tie up loose ends?”

L

What will you do as a result of today’s session?

L

Lisa Wallace100 West Franklin Street

Courthouse, Room 16Clinton,

MO 64735660-885-5556

wallacel@Missouri.edu

L

Catherine (Cat) Comley AdamsDirector for Advancement

MU ExtensionWhitten Hall Rm 109Columbia, MO 65211

573-882-2003comleyc@missouri.edu

We believe in Extension. We want it to continue. If we can help you, let us know…