Ten Items to Consider when Planning to “Ask” for a Donation
1. Research prospect’s past giving, interests, education, corporate issues, interests
2. Practice delivering the “case for support”
3. Explain the program’s mission as a story include the organizations needs
4. Create a two or three way conversation that is meaningful. Use the time to understand the prospect better and create a bond of respect and trust.
5. It is not about you it is about the prospect. Talk about past service and philanthropy to the community
6. Present “the ask” from the prospect’s emotional and logical viewpoint. To ask is to cultivate a relationship. (You may need to ask more than once. Keep the door open)
7. Be direct: How much money for what purpose. Would you consider a contribution of one thousand dollars to feed 100 homeless veterans in our feeding program? Describe outcomes: Will the donation advance your mission, address current needs, and suit the prospect’s interests?
8. Listen: Identify overt and hidden objections to you request
9. Respond. Address objections directly.
10. Determine your agreement: Yes, follow-up. No, follow up with updates and another time to contact. Follow-up letter will include the agreement amount or other actions.
The Devil is in the Details:
Here are 20 key areas easily overlooked but crucial to “the Ask”
1. Send a correspondence asking for an appointment. For email, make it formal, use capitols and spell check.
2. Follow up with a date and time.
3. Set up a place that will please the prospect.
4. Get to know the prospect.
5. Be flexible and listen to the prospect.
6. Be aware of body language. If it seems like the wrong time to ask, say you’ll come back.
7. Don’t hurry “the ask.”
8. Talk program and ideas, not costs.
9. Base your request on logic, with an emotional charged case for support.
10. Be positive and upbeat.
11. Promote your cause.
12. Tell a story to illustrate what you do.
13. Know and stress the benefits of the project.
14. Have a target amount in mind.
15. Prepare a written proposal.
16. Think big and ask for the highest amount as you can.
17. Ask specifically, “Would you consider a gift for $___.”
18. Remind prospects how their support will influence others to respond.
19. Leave with a signed pledge/confirmation.
20. Understand why you received a “yes” Or a “no.”