The Asking Conversation A workshop with Andrea Kihlstedt

The Asking Conversation

A workshop withAndrea Kihlstedt

© 2012 Asking Matters™. All rights reserved.

Selectprospects

Prepareto meet

Meet Schedulemeeting

Followthrough

1 2 3 4 5

The Asking Process

© 2012 Asking Matters™. All rights reserved.

© 2012 Asking Matters™. All rights reserved.

© 2012 Asking Matters™. All rights reserved.

GET CURIOUS!

© 2012 Asking Matters™. All rights reserved.

Become a Sounding Board

IntentionalConversation

s

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Asking as an Intentional Conversation

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Asking as an Intentional Conversation

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Asking as an Intentional Conversation

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SETTLESmall talk until

everyone’s attention is fully in the room.

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Shall we get to work?

SETTLESmall talk until

everyone’s attention is fully in the room.

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CONFIRM1. Purpose of visit2. Amount of time

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May I ask you some questions?

CONFIRM1. Purpose of visit2. Amount of time

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EXPLORE intersecting interests between the donor and the organization

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This might interest you.

EXPLORE intersecting interests between the donor and the organization

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ASKGrows out of donor’s

interests

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Would you consider a gift of $______?

ASKGrows out of donor’s

interests

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EXPLOREDiscuss the possibility and terms of a

gift.

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Let’s summarize and review next steps

EXPLOREDiscuss the possibility and terms of a

gift.

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CONFIRMRestate agreement and clarify next

steps.

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50/50

90/10

25/75

50/50

90/10

100/0

ROLESSolicitor/Prospective Donor

3-5

min

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2-3

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15-20

minutes

5-1

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min

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15-20 m

inutes

2-3 minute

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TIMING(Very) Approximate

Long day at the office.

Long day at the office.

Want to go out to dinner?

Try an INTENTIONAL conversation.

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Asking as an Intentional Conversation

Asking Styles

Many ways to be EFFECTIVE

Many ways toASK

© 2012 Asking Matters™. All rights reserved.

How Do You Interact with People?

Extrovert

Introvert

Talk to think

Think to talk

© 2012 Asking Matters™. All rights reserved.

Extrovert

Introvert

IntuitiveAnalytic

InductiveFact oriented

DeductiveIdea oriented

How Do You Take In Information?

© 2012 Asking Matters™. All rights reserved.

Asking Styles

Fact basedGoal orientedStrategicCompetitiveDriving

RainMaker

Big pictureHigh energyCreativeQuickEngaging

Go-Getter

Feelings orientedReservedAttentiveConflict averseCaring

Kindred Spirit

DetailedThoroughMethodicalResponsibleObservant

Mission Controller

© 2012 Asking Matters™. All rights reserved.

RainmakerFact basedFriendlyGoal orientedStrategicCompetitiveDriving

Kindred SpiritIdea orientedReservedAttentiveObservantConflict averseCaring

Go-GetterBig pictureIdea orientedHigh energyCreativeQuickEngaging

Mission ControllerDetailedMeasuredThoroughMethodicalResponsibleObservant

What’s Your Asking Style?

Asking Styles

What’s the goal?

What moves my heart?

What’s the opportunity?

What might go wrong?

Select Prospects

Prepare

Ask

1

2

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The Asking Process

Select Prospects Top dollar Friends

Prepare Detailed review Prospect research

Ask Goal oriented Good closer

RAINMAKER

The Asking Process

Select Prospects Friends Few at a time

Prepare Bullet points Practice out loud

Ask Personal stories Help with close

GO-GETTER

The Asking Process

Select Prospects Not friends Likely donors

Prepare Material in advance Gather Stories

Ask Personal stories Help with close

KINDRED SPIRIT

The Asking Process

The Asking Process

Select Prospects Corporate donors Foundation donor

Prepare Detailed review Written plan

Ask Facts and figures Outcomes

MISSION CONTROLLER

Pairing Askers

Pairing Askers

© 2012 Asking Matters™. All rights reserved.

RainmakerFact basedFriendlyGoal orientedStrategicCompetitiveDriving

Kindred SpiritIdea orientedReservedAttentiveObservantConflict averseCaring

Go-GetterBig pictureIdea orientedHigh energyCreativeQuickEngaging

Mission ControllerDetailedMeasuredThoroughMethodicalResponsibleObservant

What’s Your Asking Style?

TABLE DISCUSSION1. Describe your ASKING STYLES 2. Pick a solicitation partner3. Plan an ask that makes best use of each of your strengths.

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Asking as an Intentional Conversation

AndreaKihlstedt@gmail.com

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