Presentation on theme: "+ Powerful Relationship Building Passionate Philanthropic Partners"— Presentation transcript:
1+ Powerful Relationship Building Passionate Philanthropic Partners Purposeful+ Powerful Relationship BuildingPassionate Philanthropic PartnersMinnesota Planned Giving CouncilPrepared by Michelle Janssen, CFRE November 2, 2010
2Some Questions As We Start Will I learn anything that can be really helpful?Can I rely on what is taught?Why change, as I am already successful?
3Some Questions As We Start Will I learn anything that can be really helpful?Relational skills over technicalHands-on over conceptual
4Some Questions As We Start Can I rely on what is taught?Wilson LearningResearch-basedProven by experience
5Some Questions As We Start Why change, as I am already successful?Conscious competenceTeam approach
6The Context Today in Fund Raising More ProfessionalsLess reliant on volunteersGreater degree of science based approachWealth screeningBusiness intelligence and analyticsDonors increasingly sophisticated and savvy about philanthropy
7The Context Today in Fund Raising What has remained constantIndividuals give the bulk of the charitable dollars given away in this country and…“Every cause needs people more than money. For when the people are with you and are giving your case their attention, interest, confidence, advocacy and service, financial support should just about take care of itself.”Harold J. Seymour-Designs for Fund Raising
8used with permission from Wilson Learning Corporation Relating 101Two Useful Techniques Called “Purpose-Process-Payoff” and “Ben Duffy”used with permission from Wilson Learning Corporation
9Relating 101Why don’t fundraisers successfully get appointments and close more gifts?No trustNo needNo helpNo satisfaction
10Establishing Trust Key ingredients in connecting with new prospects “Secret Sauce” in establishing all kinds of new business relationships
11Relating 101 Ingredients for establishing trust Propriety Competence CommonalityIntent
12Purpose-Process-Payoff Purpose: Why are we meeting?Process: How will we meet?Payoff: What is the benefit for me and you?
14Purpose-Process-Payoff Introduce myself as a representative of Valparaiso UniversityGet to know youProvide an update on the strategic planning process at ValpoThank you for your past supportDiscuss your involvement in furthering Valpo’s mission
15Purpose-Process-Payoff Our meeting will take approximately 45 minutes today.
16Purpose-Process-Payoff You will be more fully informed; know that your current support is appreciated; and learn how you can help further the goals and direction of the university.I will get to know you; I will more fully understand your interests related to the work of the university and thus will be more equipped to respond.
17Useful Technique Called “ben Duffy” used with permission from Wilson Learning Corporation
18Ben Duffy PurposeGoal is to place yourself in the position of the person you are visiting and discover their point of view.
19Ben Duffy ProcessThink about the other person’s concerns, issues and question.List them in question form.Develop written responses.
20Sample Ben Duffy Questions Who are you?Will I like you and will you like me?Can I trust you?Are you competent to help me?What do you want from me and will I like it?Will you listen to me and understand me?
22Ben Duffy Personal Questions Who are you?Will I like you and will you like me?Can I trust you?Are you competent to help me?Will you listen to me and understand me?What is in it for you?
23Ben Duffy Process Questions What do you want from me and will I like it?Can I do what you ask or will I have to say no?Why now? Why so much?Are there other expectations of me? How long will this take?How will we spend the time together?Will I like it or will it hurt?What is in it for me?
24Ben Duffy Institutional Questions What is your mission and do I care?Why support you and not another institution?Will I like and trust the leadership?What is your vision? What is your plan?Will my gift and time be wisely and beneficially used?