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©2015 Artful Asker - Marcy Heim Consulting Logo cover Presentation by Marcy Heim, The Artful Asker, www.marcyheim.com, 888-324-0442 Making an Artful Ask! The Power of Mindset!

Making an Artful Ask

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  • 2015 Artful Asker - Marcy Heim Consulting

    Logo cover Presentation by Marcy Heim, The Artful Asker, www.marcyheim.com, 888-324-0442

    Making an Artful Ask!

    The Power of Mindset!

  • 2015 Artful Asker - Marcy Heim Consulting

    THE ARTFUL ASKER

    Marcy Heim, CFRE, PLCC Founder & Principal

    Marcy Heim, CFRE, PLCC, is an author, international speaker, fundraising consultant and life coach for those transforming the world through generosity. Her direct and entertaining style reflects over twenty years of in-the-trenches, major gift fundraising and management success. She and her team raised millions by creating the very relationships Marcy teaches in her popular sessions. Shes an AFP Master Teacher and received both the CASE Crystal Apple and AFPs Outstanding Fundraiser awards. "Empowering Development Ambassadors is Marcys book on major gift relationship-building and the role both methods and mindset play in giving success.

  • 2015 Artful Asker - Marcy Heim Consulting

    We are about to have an incredible experience

    together! The Power of Mindset

  • 2015 Artful Asker - Marcy Heim Consulting

    Session Goals Making an Artful Ask

    Our Mindset

    Why people give/the Words we use

    The Cycle of Successful Relationships overview

    Making an Artful Ask

  • 2015 Artful Asker - Marcy Heim Consulting

    Whats

    the cause?

    Cant you

    just give?

    Must there

    always be

    a cause?

  • 2015 Artful Asker - Marcy Heim Consulting

    Universal Vision

    You want to compose a good

    world it is an honorable and

    noble profession. Maya Angelou

    Let your vocabulary reflect your attitude!

  • 2015 Artful Asker - Marcy Heim Consulting

    85% of your

    success is in your head!

    So whats in our head?

  • 2015 Artful Asker - Marcy Heim Consulting

    The Strangest Secret

  • 2015 Artful Asker - Marcy Heim Consulting

    We become what we think about!

    Earl Nightingale

    The Strangest Secret

  • 2015 Artful Asker - Marcy Heim Consulting

    Examine Your Beliefs "Our beliefs can move us forward in life, or they can

    hold us back. Oprah

    Ive heard this before

  • 2015 Artful Asker - Marcy Heim Consulting

    Declarations about Raising Major Gifts

    My cause is worthy of peoples investment

    We are a sound and accountable organization

    We make a difference and I am proud of what we do

    By giving to my organization, my donors experience the

    joy of philanthropy! It feels GREAT!

    I delight in hearing about gifts to other organizations

    I love to give to my organization myself

    People love to give me money!

  • How do I

    Feel

    About

    Money? Talking about money

  • 2015 Artful Asker - Marcy Heim Consulting

    Finish these sentences Money is the root of all __________

    Money doesnt grow on ___________

    Not everyone can be rich, theres not ______________.

    If I get rich Ill lose my _________.

    _________ rich

    Be ____________with what you have.

    You must work ______ to earn a ___________.

  • 2015 Artful Asker - Marcy Heim Consulting

    Why Do People Give?

    Mission

    They are asked Stable & ethical In honor someone/thing Extend their values Regard-staff/volunteer

    leadership Belong -Community

  • 2015 Artful Asker - Marcy Heim Consulting

    hit up put the arm on The bottom line loaded milk should give ought to give owes us Contacts per month get into pockets pick the low hanging fruit Loosen the purse strings

    The Words We Use Dream Make a difference Gift Consider Impact/Hope Meaningful Exciting/Passion Enduring Possibilities What to you think?

  • 2015 Artful Asker - Marcy Heim Consulting

    Prospect Suspect Follow up Strategy Move you Pitch Close Qualify

    Your language is your creativity

    Giver Prospective Giver Stay in touch, keep you informed Planned touches Inspire you Explore a partnership Invite you to invest Shared values and interests

  • 2015 Artful Asker - Marcy Heim Consulting

    BUTIts more than just the words you use you need to really mean them.

    Marcy Heim

  • 2015 Artful Asker - Marcy Heim Consulting

    People give from the HEART, not from economics.

    When a NEED is

    recognized, the heart moves the hand.

  • 2015 Artful Asker - Marcy Heim Consulting

    Philanthropy is the Mystical Mingling of a joyous giver,

    an artful asker, and a grateful recipient.

    Douglas M. Lawson (1936)

    WRITE THIS DOWN!

  • 2015 Artful Asker - Marcy Heim Consulting

    The Artful Asker Cycle of Successful Relationships

    Creating the Joyful Giver

    Engagement

    Making the Artful Ask

    NO

    yes

    acknowledge

    Invoking the Grateful Recipient

    Show Creativity

    Consider Shared

    Values & Interests

    Begin the Conversation

    Used with permission from

    Don Gray /Douglas Lawson

    Additional Interest

    2014 The Artful Asker, www.MarcyHeim.com

    [email protected],888-324-0442

    A Donor Story

  • 2015 Artful Asker - Marcy Heim Consulting

    The Artful Asker Cycle of Successful Relationships

    Creating the Joyful Giver

    Engagement

    Making the Artful Ask

    NO

    yes

    acknowledge

    Invoking the Grateful Recipient

    Show Creativity

    Consider Shared

    Values & Interests

    Begin the Conversation

    Used with permission from

    Don Gray /Douglas Lawson

    Additional Interest

    2014 The Artful Asker, www.MarcyHeim.com

    [email protected],888-324-0442

    They agree on the value of our organization/mission.

    They agree with the vision of our leadership.

    They see that private support is needed for this project to happen.

    We have a relationship built on trust and have talked through all the concerns they

    have about giving methods and the project.

    We have talked about different specific components and giving levels and found a

    project that accomplishes their dream.

  • 2015 Artful Asker - Marcy Heim Consulting

    Major Issues in Asking What are the important linkages? How much do you ask for? Who makes the ask? Where is the best location to make an ask? What do you send out ahead of the call? When is the timing right? How do you make an artful ask? Common pitfalls in making an ask?

    What do you say when.responding to objections. How do you follow up? What do you do if the answer is no? Or YES!

  • 2015 Artful Asker - Marcy Heim Consulting

    Review the Cycle to Date Make it Right

    Motivation and values,

    knowledge, decision-maker,

    concerns, preferences for

    involvement, giving and

    stewardship.

  • 2015 Artful Asker - Marcy Heim Consulting Artful Asker LLC 2009

    Research and Discovery When is the timing right?

    What is the right amount?

    Who makes the ask?

    Where is the ask made?

    Listen for signals: Listen, Listen, Listen

    Ask thoughtful questions

    Develop a touch for knowing

    Remember: this is an art, and a science

    Readyaimaimaimaim

  • 2015 Artful Asker - Marcy Heim Consulting

    How Much do you Ask For? Using your 6-9 meaningful contacts, assess the potential

    through your conversations personally and through involving others in the action plan for the donor. You know the number when you believe you have found a fit with the givers interest and capacity.

    Talk about dollars to accomplish a certain impact and listen, listen, listen

    In cultivation, review costs today.

    Ask for somewhat more than the persons estimated ability. Most people are flattered.

    Discuss the form of the gift, the payment period and possible combinations of outright and deferred.

  • 2015 Artful Asker - Marcy Heim Consulting

    Who makes the ask? The development

    professional generally speaks the ask.

    A high ranking administrator.

    A volunteer or board member.

    An expert on the project

    Who should be part

    of the team to visit

    with David about his

    gift?

  • 2015 Artful Asker - Marcy Heim Consulting

    Rehearse/Role-play

    WRITE OUT the ask

    Practice the ask

    Define roles of team members and role-play the call

    bestow honor/praise

    special Connection/pride

    with organization and to

    this ask

    be considerate; ask for

    consideration

    state specific amount

    state specific purpose

    Be quiet

  • 2015 Artful Asker - Marcy Heim Consulting

    Joe, we know you have a lot of money. Your career as CEO of the

    Jones Company is thanks to some help you received from one of the other members of the Board. Hes giving $50,000 and thinks you should give too. We need your money because of increasing costs and budget cuts. So how about some help? You get a whopping tax deduction, and we can all use that, cant we?

    Is this an Artful Ask? bestow honor/praise

    special connection/pride with organization and to this ask

    be considerate; ask for consideration

    state specific amount

    state specific purpose

    Be quiet

  • 2015 Artful Asker - Marcy Heim Consulting

    Is this an Artful Ask? bestow honor/praise

    special connection/pride with organization and to this ask

    be considerate; ask for consideration

    state specific amount

    state specific purpose

    Be quiet

    Joe, you have been instrumental to our success in creating and expanding our Garden project. You understand, in addition to the beauty, what an important teaching tool this is for us. Would you consider a gift of $50,000 to establish the Joe Smith Garden Outreach Program endowment?

  • 2015 Artful Asker - Marcy Heim Consulting

    Who to Ask for Operations/Annual 4 GROUPS OF PROSPECTIVE DONORS

    1. Current Annual Fund donors who are passionate about your cause but dont have the capacity for a major gift at this time (or ever) or need more touches for a major gift.

    2. Current Volunteers (same as above)

  • 2015 Artful Asker - Marcy Heim Consulting

    Who to Ask for Operations/Annual

    3. Special situation donors. Those with a particular extremely good or bad experience.

    4. Major Donors. Those who have already named options. Long time with relationships as part of leadership group and know/like/trust leadership.

  • 2015 Artful Asker - Marcy Heim Consulting

    HOW to Ask for Operations/Annual Special Situation Donors

    You have seem the role adequate resources plays in the life of our library. You understand that having staff and resources to provide this important piece is vital to our service. Would you consider a gift of $1000 to help support our staff and activities?

  • 2015 Artful Asker - Marcy Heim Consulting

    Endow An Annual Gift For the donor who has been supporting an annual need for a number of

    years. Or a major donor that has been making a large annual gift.

    Provide a break-through, a legacy option. Ask individuals to endow their annual gift. Example: 5% return. (high for now. But easy to figure.) Take the amount of the gift, let's say $1,000 a year and multiply it by 20. A $20,000 endowment would yield $1000/year. This is the number you discuss. "You have been such a very good friend and supporter of our organization. You understand the importance of X. Would you to consider a gift of $20,000 so that the gift you have been making each year will be there to provide support to those we serve for years and years to come?

  • 2015 Artful Asker - Marcy Heim Consulting

    HOW to Ask for Operations/Annual Major Donors

    You have been part of our Org family for so long and know us so well. You understand our vision and how key having resources to embrace opportunities is for us. Would you consider a gift of $1,000,000 to create the Org Opportunities Endowment?

  • 2015 Artful Asker - Marcy Heim Consulting

    HOW to Ask for Operations/Annual Current Annual Fund/Volunteers

    You have helped us do our good work. You understand that having this piece of equipment, this staff position, this educational training, these tools empowers us to do have this impact (your mission) Would you consider a gift of $1000 to help do __________?

  • 2015 Artful Asker - Marcy Heim Consulting

    An Artful Ask YOUR TURN!

    Name __________

    You have (compliment, service, giving)

    You understand (special connection to this request)

    Would you consider a gift of $_______ for/to

    ______________________. THEN QUIET

  • 2015 Artful Asker - Marcy Heim Consulting

    What are the Common Pitfalls in Making the Ask?

    We talk too much

    Ask sounds cold or inconsiderate

    We use words like should and ought

    We ask apologetically and are embarrassed

    Eye contact breaks down

    The ask is rushed

    We break the silence too soon after ask is made

  • 2015 Artful Asker - Marcy Heim Consulting

    Respect and Gratitude Seldom will you close a

    major gift on the asking call

    Plan ahead for following up

    Establish the next step

    Be considerate, thank the person, be grateful

  • 2015 Artful Asker - Marcy Heim Consulting

    What Do You Do if the Answer is YES? Make sure all appropriate people

    say thank you

    Design a creative plan to continue saying thanks

    Continue visiting the giver and listening for next opportunity

    Keep working the Cycle!!!!!

    BE GRATEFUL!

    Yippee

  • 2015 Artful Asker - Marcy Heim Consulting

    The Artful Asker Cycle of Successful Relationships

    Creating the Joyful Giver

    Engagement

    Making the Artful Ask

    NO

    yes

    acknowledge

    Invoking the Grateful Recipient

    Show Creativity

    Consider Shared

    Values & Interests

    Begin the Conversation

    Used with permission from

    Don Gray /Douglas Lawson

    Additional Interest

    2014 The Artful Asker, www.MarcyHeim.com

    [email protected],888-324-0442

  • 2015 Artful Asker - Marcy Heim Consulting

    Adages about Asking (all true) You almost never get the gift you do not

    ask for

    You must earn the right to ask

    You must balance the mindset and methods

    You must focus on serving your donor

    Nothing is more rewarding than the results and impact of an artful ask

  • 2015 Artful Asker - Marcy Heim Consulting

    Questions to ask YOU!! Why does money come to our operations so easily?

    Why am I so worthy of investments into my own professional development by myself and others?

    Why is it so easy for me to talk about operations support with my prospective givers?

    Why is abundance attracted to me and our mission?

    Why do I take just the right steps to match

    prospective givers with my mission?

  • 2015 Artful Asker - Marcy Heim Consulting

    Why do I

    have more

    than

    enough

    time,

    energy and

    money?

    Hope - the feeling that what is

    wanted can be had or that

    events will turn out for the

    best. Its a mindset.

  • 2015 Artful Asker - Marcy Heim Consulting

    Toll free 888-324-0442 Cell 608-772-6777 [email protected], www.marcyheim.com

    Thank You For Being Part of this

    Honorable and Noble Profession!

    LIKE ME, TWEET ME, GET ME, LINK ME! Isnt this crazy?