1. Katie Gardella, President, www.prosperfundraising.comwww.prosperfundraising.com katie@prosperfundraising.comkatie@prosperfundraising.com, PO Box 274, Peterborough, NH 03458, 1.866.229.2422 Prosper Fundraising Strategies Specializing in Major Gift Fundraising, Board and Staff Development, and Development Planning

2. Katie Gardella, President, www.prosperfundraising.comwww.prosperfundraising.com katie@prosperfundraising.comkatie@prosperfundraising.com, 1.866.229.2422 The Art of the Ask Presented by: Katie Gardella President, Prosper Fundraising Strategies

3. Katie Gardella, President, www.prosperfundraising.comwww.prosperfundraising.com katie@prosperfundraising.comkatie@prosperfundraising.com, 1.866.229.2422 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

4. Katie Gardella, President, www.prosperfundraising.comwww.prosperfundraising.com katie@prosperfundraising.comkatie@prosperfundraising.com, 1.866.229.2422 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?

5. Katie Gardella, President, www.prosperfundraising.comwww.prosperfundraising.com katie@prosperfundraising.comkatie@prosperfundraising.com, 1.866.229.2422 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

6. Katie Gardella, President, www.prosperfundraising.comwww.prosperfundraising.com katie@prosperfundraising.comkatie@prosperfundraising.com, 1.866.229.2422 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

7. Katie Gardella, President, www.prosperfundraising.comwww.prosperfundraising.com katie@prosperfundraising.comkatie@prosperfundraising.com, 1.866.229.2422 Face-to-Face Solicitation By far the most effective way to secure a major gift. 75% to 80% success rate.

8. Katie Gardella, President, www.prosperfundraising.comwww.prosperfundraising.com katie@prosperfundraising.comkatie@prosperfundraising.com, 1.866.229.2422 The Cycle of Giving Identification Information Inform Involve Investment Stewardship Deepening Relationship

9. Katie Gardella, President, www.prosperfundraising.comwww.prosperfundraising.com katie@prosperfundraising.comkatie@prosperfundraising.com, 1.866.229.2422 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?

10. Katie Gardella, President, www.prosperfundraising.comwww.prosperfundraising.com katie@prosperfundraising.comkatie@prosperfundraising.com, 1.866.229.2422 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

11. Katie Gardella, President, www.prosperfundraising.comwww.prosperfundraising.com katie@prosperfundraising.comkatie@prosperfundraising.com, 1.866.229.2422 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

12. Katie Gardella, President, www.prosperfundraising.comwww.prosperfundraising.com katie@prosperfundraising.comkatie@prosperfundraising.com, 1.866.229.2422 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!”

13. Katie Gardella, President, www.prosperfundraising.comwww.prosperfundraising.com katie@prosperfundraising.comkatie@prosperfundraising.com, 1.866.229.2422 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.

14. Katie Gardella, President, www.prosperfundraising.comwww.prosperfundraising.com katie@prosperfundraising.comkatie@prosperfundraising.com, 1.866.229.2422 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