HOW TO MAKE THE ASK HOW TO MAKE THE ASK Building Donor Relationships 1FCFH 2010 Covenant Partners Conference

WHAT UNLOCKS THE HEART AND MOTIVATES PEOPLE TO GIVE? 2  They want to change lives  The need to be a part of a larger cause  Strong desire to give back to the community  Past/personal experience with donor organization FCFH 2010 Covenant Partners Conference

3 WHO ARE YOUR POTENTIAL DONORS?  Churches  Individuals  Corporations  Small Businesses  Foundations  Community Organizations  Clubs ( i.e. Rotary, Lions, Junior League)  Board Members  YOU

FCFH 2010 Covenant Partners Conference4 HOW DO YOU APPROACH THESE GROUPS ?

FCFH 2010 Covenant Partners Conference5 WAYS TO ENGAGE NEW DONORS  Set appointments and make personal visits  Share testimonies and show examples of your work in the community  Prospect ways to be a guest speaker  Invite supporters of the mission to join your board  Invite them to tour build sites ( example: 2010 Millard Fuller Legacy Build)  Invite them to participate in a build  Send them links on projects and your website  Use the resources on the Fuller Center website  Stay active with Fuller Center projects in your community

FCFH 2010 Covenant Partners Conference 6 BEFORE THE ASK  Know who you are speaking to, and do research on new donors  Be familiar with their giving habits and who they support  Prepare your presentation based on need  Know the scope of your project and be prepared to explain it in detail  Have a compelling testimony of the program’s success  Determine if an individual or team approach is the best way to reach the donor  Is this someone you visit with alone, or with their colleagues/ team members  Be current on what The Fuller for Housing is doing globally(events, projects, etc.)  Have a specific amount in mind for the ask  Above all else don’t forget to pray for guidance

FCFH 2010 Covenant Partners Conference7 EASE INTO THE CONVERSATION  Guide the conversation  Listen, listen, listen, listen  Take notes  Anticipate questions and do not respond until they are finished asking  Answer questions knowledgeably and honestly  Be prepared for objections or concerns about supporting the mission  Stay focused on why you are there  Do not take the tone of a used car salesman or be over anxious

FCFH 2010 Covenant Partners Conference8 Extraction Entry…The Opening  Share the story of the Fuller Center for Housing  Share why you are a part of this ministry  Share what we have accomplished the last 5 years  Share what you have done locally to impact lives of those in need  Watch your tone, and their body language  Breathe calmly  Open with personal conversation

FCFH 2010 Covenant Partners Conference9 THE BIG MOMENT- MAKE THE ASK (NEW DONOR)  Use their name and ask if they would consider making a donation  Remember to give them the amount you are requesting  If it is for an event/ and or special project, give a timeline  Re-state the purpose of how the funds will be used  Emphasize stewardship  Remind them of why the need for affordable housing is so critical  Explain how they will be acknowledged  In-kind donations state what, where, when, how, and how many

FCFH 2010 Covenant Partners Conference10 THE ASK- (LOYAL FULLER CENTER SUPROTER)  Have an idea of their current/ past giving  Share how their donations were used  Remind them of how important they are to our mission  Update them on projects  Thank them for what they have contributed  Ask for a donation larger than the last. They will be flattered !!!

FCFH 2010 Covenant Partners Conference11 WAYS TO HANDLE OBJECTIONS Always stay calm and be respectful. Continue to listen and ask probing questions or make positioning statements such as:  What can I clarify for you? Be transparent here about our work.  Have you had a bad experience supporting non-profits in the past?  What you need from us to change that experience?  Allow me to share a testimony. MORE THAN HOUSES !!!!!  Share stories of other donors and how their giving has impacted their lives.  Remain engaged and offer positive information on the issue/concern.  What additional information can I offer you to address your concerns?  If you are not sure how to address the issue, just say “let me get back with you.”

FCFH 2010 Covenant Partners Conference12 BRING TO A CLOSE Give the potential donor an idea of when you will follow up Use this opportunity to restate your request Restate the importance of their donation Remind them of our mission to eliminate poverty housing Remind of how partnering with us can assist them in their goal/mission Thank them for their time and for allowing you to share our mission If they have given in the past, thank them for their continued support

FCFH 2010 Covenant Partners Conference13 TIPS ON THE FOLLOW UP  Be your word and follow up when you said you would  Forward any additional information requested ASAP  Use your internal resources for additional support  Share your visit with your team  Be persistent and remain positive  Don’t get discouraged if there is a delayed response  Make sure you send a hand-written thank you note  Make additional contact phone, appointment,  Remind them of any pressing deadlines

FCFH 2010 Covenant Partners Conference14 Nailing Down The Method Identify potential donors Get to know them Share our Mission Ask for support Thank, thank, and thank again

FCFH 2010 Covenant Partners Conference15 The number one goal for all of us should be engaging our current and future donors in our projects.

FCFH 2010 Covenant Partners Conference16 “Money Follows Involvement”… Millard Fuller