1. Prosper Fundraising Strategies
Specializing in Major Gift Fundraising, Board and Staff Development, and Development Planning
Katie Gardella, President,
PO Box 274, Peterborough, NH 03458,

2. Presented by: Katie Gardella President, Prosper Fundraising Strategies
Specializing in Major Gift Fundraising, Board and Staff Development, and Development Planning
The Art of the Ask
Presented by:
Katie Gardella
President, Prosper Fundraising Strategies
Katie Gardella, President,

3. Why Do People Give? Prosper Fundraising Strategies
Specializing in Major Gift Fundraising, Board and Staff Development, and Development Planning
Why Do People Give?
Community responsibility and pride
Regard for staff leadership
Fiscal stability of the institution
Respect for institution locally
BELIEF IN THE MISSION OF THE INSTITUTION!
Source: Jerald Panas, MegaGifts
Katie Gardella, President,

4. Why Do People Give? Prosper Fundraising Strategies Intellect
Specializing in Major Gift Fundraising, Board and Staff Development, and Development Planning
Why Do People Give?
Intellect
Is this a sound investment?
Gut
Does this organization just feel right?
Heart
What are the organization’s success stories that touch me personally?
Katie Gardella, President,

5. Why Do People Give? Prosper Fundraising Strategies
Specializing in Major Gift Fundraising, Board and Staff Development, and Development Planning
Why Do People Give?
Mission/vision/values based giving
Donors don’t give because of need. They give because they deeply believe in the mission and vision of the organization
Katie Gardella, President,

6. Giving in the U.S. Prosper Fundraising Strategies
Specializing in Major Gift Fundraising, Board and Staff Development, and Development Planning
Giving in the U.S.
Individual giving surpassed $300 billion in 2008.
Individual support=82%,
Foundation support=13%
Corporate support=4.5%
Source: GivingUSA 2008
Katie Gardella, President,

7. Face-to-Face Solicitation
Prosper Fundraising Strategies
Specializing in Major Gift Fundraising, Board and Staff Development, and Development Planning
Face-to-Face Solicitation
By far the most effective way to secure a major gift. 75% to 80% success rate.
Katie Gardella, President,

8. The Cycle of Giving Prosper Fundraising Strategies Identification
Specializing in Major Gift Fundraising, Board and Staff Development, and Development Planning
The Cycle of Giving
Identification
Information
Inform
Involve
Investment
Stewardship
Deepening Relationship
Katie Gardella, President,

9. Best Practices Prosper Fundraising Strategies
Specializing in Major Gift Fundraising, Board and Staff Development, and Development Planning
Best Practices
Know the donor (NO COLD CALLS)
Giving history
History with organization
Prospect research report
Plan the visit
What is the goal of the visit?
Talking points
Who will say what? Who will make the ask?
Katie Gardella, President,

10. Best Practices Prosper Fundraising Strategies
Specializing in Major Gift Fundraising, Board and Staff Development, and Development Planning
Best Practices
LISTEN: To be a good solicitor you need to be attentive, sensitive, thorough, thoughtful, responsive and respectful of the donors needs
Listen with a purpose, do not interrupt, provide feedback
Katie Gardella, President,

11. Anatomy of an Ask Prosper Fundraising Strategies
Specializing in Major Gift Fundraising, Board and Staff Development, and Development Planning
Anatomy of an Ask
Introduction/Thanks
Small Talk
Why we are here
Case building
How individual can help
How this gift will help achieve mission
11 minute rule
THE ASK
Dealing with objections
Thank you and Follow Up
Katie Gardella, President,

12. Dealing with Objections
Prosper Fundraising Strategies
Specializing in Major Gift Fundraising, Board and Staff Development, and Development Planning
Dealing with Objections
“This is a really bad time…”
“Just put me down for $100”
“I had a bad experience the last time I visited your facility/talked to a staff person etc.”
“That’s a lot of money!”
Katie Gardella, President,

13. A Few Things to Consider
Prosper Fundraising Strategies
Specializing in Major Gift Fundraising, Board and Staff Development, and Development Planning
A Few Things to Consider
You are doing this because you believe in the mission and vision of the organization
You are NOT begging. You are giving donors the opportunity to join you in investing in a community asset.
This is not a cold call. The cause is most likely as important to the donor as it is to you.
Katie Gardella, President,

14. Prosper Fundraising Strategies
Specializing in Major Gift Fundraising, Board and Staff Development, and Development Planning
Words of Wisdom
Fundraising is how we give people opportunities to act on their values. People don’t want to give away money. They want to invest in great causes, in bold and exciting dreams
Katie Gardella, President,