Asking Matters

module 1: get to know yourself (7 lessons)

We start with getting to know yourself. Asking for gifts face-to-face is based on building relationships, and that means being your authentic self and feeling confident that your core character strengths will win the day. The Asking Styles are integral to that. Everyone has their own Style and can be successful. Part of knowing yourself is understanding what your role is – and isn’t – and having the right mindset. And last, but certainly not least, is developing your case for support. What would you say in 2-3 minutes that conveys your passion about the cause?

module 2: get ready to ask (6 lessons)

Much of your work happens before you reach out to prospects. First, you’ve got to reach out to the right ones so you don’t spin your wheels. And of course you need to learn what you can about them, including taking a guess at their Asking Style. Once you’ve learned what you can, you can determine the ask amount (you must have one!) and who you might partner with to make a stronger ask.

module 3: make the best ask (7 lessons)

We start with Setting Up the Meeting as that’s the ask in many ways. Then we dive into everything to have set before the meeting. Next comes the meeting itself, and we’ll spend a few weeks here talking about how the meeting unfolds, how to deal with various responses, and then how to follow up and close those “maybe” gifts.

module 4: build your donor relationships (4 lessons)

How do you keep the relationships going? Now you’ve got some donors who’ve made investments and will make ongoing investments if you treat them well. What does that mean and what do you do with those who prove to be challenging? How about the ones who lapse or just don’t seem engaged?

module 5: get ready to ask (4 lessons)

Now it’s time to get more specific. Most asks are unrestricted – they’re for the gifts we raise for our general fund that keep the lights running. Asking for them can be more challenging than asking for something more specific. We’ll also talk about year-end gifts, as so much asking comes at our donors’ year end (and not our fiscal year end!). Then we’ll talk about planned and capital gifts – two areas where the largest gifts often come. And we’ll close with some thoughts on special events and how to make sure they stay focused on fundraising.

module 6: get everyone to help (6 lessons)

It does take a village! The board, the executive director, program staff, and others need to help. That means creating a culture of asking and building a team of fundraisers who are trained and prepared just as you are. That will involve understanding the hierarchy at your organization and how to work with your direct reports, your boss, and your peers.