Chorus America Conference Earning the Right to Ask for a Gift June - - PowerPoint PPT Presentation

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Chorus America Conference Earning the Right to Ask for a Gift June - - PowerPoint PPT Presentation

Dec 12, 2022 288 likes •1.36k views

Chorus America Conference Earning the Right to Ask for a Gift June 28, 2019 Richard Quinn Quinn Consulting Associates Whats the #1 reason individuals make gifts to non-profit organizations? The answer Because they were asked.

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Chorus America Conference

Earning the Right to Ask for a Gift June 28, 2019 Richard Quinn Quinn Consulting Associates

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What’s the #1 reason individuals make gifts to non-profit organizations?

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The answer…

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Because… they were asked.

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However…

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…that’s not the whole story.

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“People give to people more than they give to great missions.”

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Let’s modify this…

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People give through people they trust to organizations they trust.

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But even then…

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We must… earn the right to ask for a gift.

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How precisely do we earn the right?

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“Ask someone for advice, and you get money. Ask someone for money, and you get…”

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ADVICE!

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The right order is critical.

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Let’s disrupt, shall we?

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The solicitation cycle

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A newer approach

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Solicitation Cycle Commitment Curve Identify Awareness Cultivate Interest Solicit Engagement Steward Commitment

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The Solicitation Cycle reflects what the organization wants. The Commitment Curve reflects what the donor wants.

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The most effective form

  • f engagement focuses
  • n the donor.
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Step 1: Build your donor’s awareness

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Send regular updates

Impact stories Press pieces Testimonials

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Step 2: Discover your donor’s unique interests

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Ask them…

What interests you most about what we do?

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Step 3: Deepen your donor’s engagement

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Ask them…

Why is that particular part of our mission so important to you?

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Step 4: Cultivate your donor’s commitment

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Invite them…

…to see their particular interest in action …to see you meet the needs they care about

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Exercise Five Names

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The Advice Meeting

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Advice about what?

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Reputation

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Impact

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Leadership

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Donor Engagement

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Success of your events

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Vision for the future

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An advice meeting is…

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A “purposeful” conversation

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What’s the first step?

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Send letter or email.

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Pick up the phone.

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If you see a donor

  • ut and about...
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What is the message?

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Simply this…

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Your engagement as a donor is a priority.

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We are committed to doing great work in

  • ur community.
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As a donor, your

  • pinions and advice

matter to us.

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And I would like to share

  • ur story with you…
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…and hear your thoughts about it.

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If your donor says…

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Are you asking me to make a donation?

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You say, No.

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At this point, all I would like is to get your feedback on our plans for the future.

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So what do you say? Have time for coffee?

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The Arc

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Phase 1: Settle

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Any vacation plans? How are the kids? How about those Phillies?

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Phase 2: Confirm

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You said you had about 30 minutes for our conversation today. Is that still the case?

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Phase 3: Explore

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“Thanks for agreeing to meet. Tell me…what do you think should be our #1 priority right now?”

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“I appreciate your taking the time to speak with me about our event. The floor is yours. I would love to hear your thoughts.”

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“Thank you so much for attending

  • ur most recent performance.

It was a bit of a departure for us. What did you think?

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Phase 4: Present

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“Would you be willing to have an additional conversation with our Executive Director?” “Would you be interested in serving

  • n a committee?”

“Would you be interested in hosting an event for us?”

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Then… …be absolutely quiet. Shhh…

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Phase 5: Explore

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Listen. Discuss the request in more detail. Answer questions. Overcome objections.

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Phase 6: Confirm

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“How about I circle back with you in a week or two?”

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Let’s pause for a moment.

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The Advice Meeting

Settle Confirm Explore Present Explore Confirm

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Overcoming Objections

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….when getting the meeting

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“Why did you come to me for this?”

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“I’m crazy busy. Just email me something.”

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…at the meeting

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“I really don’t have any extra time in my calendar for this.”

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“I have to think it over.”

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“Leave your materials with me.”

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“I need to think about it.”

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“I have to discuss this with my partner.”

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“No. I’m not interested.”

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May I ask you…

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Is it the project?

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Is it the timing?

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Is it the leadership?

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Is it the organization?

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Let’s reflect…

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Advice meetings are critical to donor engagement.

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You’ve respected their journey, not imposed yours.

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When you have engaged the donor

  • n their terms….
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…they are far more likely to find joy in their philanthropy.

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You have created an opportunity for your donor to say…

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Wow! You do such amazing work…

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What can I do to help?

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Here’s a secret…

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The Ask Meeting

Settle Confirm Explore Present Explore Confirm

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Thank you!

Richard Quinn Principal Quinn Consulting Associates 610/334-1893 Richard@QuinnCA.com