1. ASKING FOR MAJOR GIFTS: How to Never, Ever Get Turned Down Gail Perry www.gailperry.com www.gailperry.com 0

2. Meet Our Stars Frannie Fundraiser Barry and Barb Bucks 1

3. AGENDA: Steps to the Perfect Ask Frannie’s Hard Work BEFORE THE ASK What Will Motivate Them to Give? How She Cultivated, Involved and Engaged How She Warmed Them Up and Prepped THE ASK THE FOLLOWUP 2

4. Asking Is… A Process THANK THANK AGAIN CULTIVATE AND INVOLVE ASK FOR SUPPORT IDENTIFY PROSPECTS 3

5. Overview of a Perfect Ask 4

6. Types of Asks Sponsorship for Event Annual Fund “Special Gift” for a project or program Capital Campaign Planned Gift 5

7. Is There a Difference? Individuals Foundations Corporations Clubs/organizations Government 6

8. Why Do People Give? To Change or Save LIVES Be part of something bigger Give back Support the community Personal experience with the mission 7

9. Why Do People Give? Involvement Breeds Investment 8

10. How About Barry? He wants to Change or Save LIVES He wants to make a difference in the world He wants to help sick children like his granddaughter 9

11. What are Frannie’s Own Attitudes – Money and Asking? 10

12. Basic Pointers for ALL ASKS EMOTION They are Flattered when you ask Personal VisionPOSSIBILITIES satisfaction JOY 11

13. Analyzing Your Prospects Where Does Barry Fit? 12 High $$ Low Likelihood High $$ High Likelihood Low $$ Low Likelihood Low $$ High Likelihood DOLLARS LIKELIHOOD

14. What Exactly Does Cultivation Look Like? Involvement Engagement Education = TIME AND ATTENTION 13

15. High End Cultivation Moves for Barry One on one personal visits Ask to serve on your board Meet with your CEO Honor the prospect Private tours Ask to speak on behalf of your organization Ask to host major donor events 14

16. The whole point of cultivation is to get your prospect as passionate about your project as you are. 15

17. Reconnaissance = Is He Ready to be Asked? Learn as much as possible about Barry 16

18. Learn As Much as Possible About Barry Hobbies, interests, religion, honors, recognitions, business, giving history, hot buttons, involvement history, family contact history: 17

19. Reconnaissance Before the Ask WHO ASKS? Use a team WHO IS ASKED? Barry and Barbara together? Their kids? Their parents? 18

20. Reconnaissance Before the Ask WHEN? WHERE? AMOUNT? VALUES? PROJECT? 19

21. There’s Got to Be An Emotional Attachment 20

22. The Role of the Volunteer 21

23. FACE TO FACE is the Only Way 22

24. Ask Warm Up: Preparing the Donor “You’ve been so involved in our cause, are you ready to talk about your campaign gift?” “We’d like to come talk to you about an important project at our organization.” “If you were to make a major gift, where would you want to focus? “Of all the things we do, what appeals to you most” 23

25. The Script Who speaks; who asks; who follows up Lay out the times for Frannie and her boss to speak and their role Gift: purpose, amount, benefits and outcomes, who else has given, recognition, why Barry? 24

26. THE ASK: How You Are “Being” 25

27. Steps in the ASK Warm Up – social conversation Presentation and compelling CASE ASK – always specific amount – specific purpose Donor’s response - discussion Closing, set followup steps 26

28. It’s Really a Time for Celebrating Your Organization! What have you achieved? What can you achieve? All with the help and support of friends and supporters 27

29. Volunteer can Say: 28 “Join with me to make this happen. I support this group and it’s worthy and deserving of your support as well. I’ve made a five year pledge to this group because I want to invest in its future. Please join me and other top supporters and consider making a gift now. Our combined support will be no less than transformational.” Laura Fredricks, “The Ask – how to Ask Anyone for Any Amount for Any Purpose”

30. Listen Your Way to the Gift Use your radar and focus on the donor’s body language Be open and conversational Note where the donor’s questions are coming from Anticipate the donor’s reaction and plan for it Never ever be aggressive or too salesy! Thoughtfully respond to each concern and question 29

31. The Ask Would you consider a gift of xxx for yyyyy? Specific amount for specific purpose What will the gift be used for? How will it be recognized? How many other gifts are at this level? And who gave them? Why the gift is needed now? Why are we asking this person for this amount? What is the urgency? 30

32. When to Shut Up 31

33. Wrapping Up The Ask Discussion Set your time for following up – exactly when Repeat the gift amount, purpose and benefits of the gift Be positive and upbeat Thank the donor for listening and considering – and for their past support Remind the donor how important it is and the difference it will make in people’s lives Discuss donor recognition 32

34. “NO” means... “Not Now” 33

35. Handling Objections “Yes and” Not “Yes but” Don’t shy off 34

36. The Ask Followup Get back in touch cheerfully and often. Followup letter – keep the momentum and sense of urgency. 35

37. Thank Thank Thank Thank Thank Thank Thank 36

38. “Friendmaking for Board Members Retreat” Take your board from fear of fundraising to excitement and enthusiasm in a half day with Gail Subscribe to my bi-weekly newsletter For quick tips on firing up your fundraising and your board And it’s never a dull moment on My BLOG!My BLOG Find me on Twitter Facebook, LinkedIn 37