1. So, You’re Going to Ask for a Big Gift… April 2013

2. DEVELOPMENT “…is a lifelong process of building support based upon a long-term, positive, mutually beneficial relationship between a donor and the School.”

3. THE FIVE I’s Identify Inform Interest Involve Invest.

4. THE GIFT PYRAMID Ultimate Gifts Major Gifts Special Gifts Annual Gifts All Constituents

5. Let’s Begin with Motivation

6. Why do people give? To affect other people’s lives.

7. The basic motivation translates into many reasons… Have $ Believe in cause Trust solicitor Make good things happen Greatest reason of all… Stop bad things Tradition of giving Legacy Guilt / fear Tax deduction

8. By the right person for the right amount at the right time. #1 REASON Because they are asked!

9. The strategy of the “ask” is very important. Therefore:

10. Now, let’s get ready.

11. 3 “KNOWS” and you’re ready KNOW your case KNOW your prospect KNOW yourself.

12. And before you ask… Make your gift in writing Effective solicitors are givers first.

13. Now for the hardest part… Getting an appointment.

14. ‘Do we have to meet in person?’ “Yes -- this is so important and exciting to me that I believe it deserves a face- to-face meeting.”

15. Other Appointment Considerations Who? When? Where?

16. Now for the Easy Part… Sharing the good news about the School and its service to its students.

17. Preparing for the Meeting Read the Case Statement -- your best guide to the “product” Read the Strategy Memo -- get to know your prospect ( Confidential: don’t show to prospect) Don’t forget Named Gift Opportunities.

18. Whom to take… How many to go? It depends!  Know yourself  Know your prospect.

19. What to Take  Proposal letter  Case statement  Named Gift Opportunities  Letter of Commitment.

20. What to do first ? R elax! Be yourself Be sincere Be enthused. ( committed )

21. Be Interested In Them  Look ’em in the eye  LISTEN  Ask questions  LISTEN some more.

22. Develop Rapport Words = 7% Tone of voice = 45% Body language = 48%.

23. Be ready for objections.

24. “I’m shocked by how much you’re asking me to give.” “I was surprised by the amount that was requested from me, too. But this campaign is extremely important and deserves a high level of support.” (You might also say how much you have pledged.)

25. “I’m just too over- committed right now.” That’s why God created five-year pledge periods.

26. “…I’ll have to talk it over with my partners [or spouse, financial advisor, bookie,etc.].” “I can’t make a decision now…

27. … “I can’t make a decision now… “ Of course. This is an important decision. Could I see you this time next week to receive your commitment?”

28. When to Close Rapport established You have told the story You have listened.

29. When to ask it depends!  On you  On your prospect  On the situation  Up front  After making your case and listening.

30. Why is it necessary to ask for specific amount? It is a suggestion, not a demand Avoids misunderstanding of your purpose Sets expectations and starting point for further discussion Tells donor how she/he can make a difference, how she/he fits into the campaign.

31. “I do not like to have anyone tell me what it is my duty to give (there is just one man who is going to decide that question and that is myself)… “ I like for the solicitor to suggest how much it is hoped I will give.” – John D. Rockefeller

32. 3 MAGIC WORDS “Now that you have heard the story of the campaign and our plans for the School’s future, Would you consider?…”

33. After you ask... SILENCE

34. Schedule Follow-Up YOU control Don’t leave open- ended “May I see you on _______”.

35. Letter of Intent Keep control of the solicitation process until the letter of commitment is turned into the Campaign Office. Prospects don’t usually close their own gifts

36. Keep in Touch  With prospect  With chair  With staff  Attend committee report meetings  Be persistent  Your job is not complete until the gift/pledge is in.

37. SAVOR SUCCESS HAVE FUN!!!

38. You’re Ready Informed Knowledgeable Committed.

39. Great Askers Are: Enthusiastic Informed Sincere Committed personally Optimistic Tactful Patient And...

40. PERSISTENT!

41. Q&A

42. Thank You Linda Wise McNay, Ph.D.