Post on 16-Apr-2017
transcript
Asking as an Intentional Conversation:
A Better Way to Get What You Want
10/6/16 1pm Eastern
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Before we get started »
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Our guest presenter »Andrea Kihlstedt @AndreaKihlstedt
• speaker, trainer, coach and author • 30+ years experience • pioneered the concept of Asking Styles • published 4 books on fundraising • founder and president of
Capital Campaign Masters
Nonprofit Storytelling Conference presenter http://andreakihlstedt.com http://capitalcampaignmasters.com/
Asking as an Intentional ConversationWhat to Say When You Ask (and when to say it)
by Andrea Kihlstedt
Lizard Brain
Lion Heart
A Delicate Balance
The Asking Process
Select prospects
Prepare to meet
Schedule meeting
Meet Follow through
Setting Up the Visit
• Letter or email• Then call to schedule
• Handle objections
• Persist!
• Confirm time and location
Handling Objections
• No time
• Too busy
• No need to meet
• I’ll send a check
• Other expenses
• Not interested
Gentle Persuasion
The 3 F’s: Feel, Felt, Found
FEEL: I understand how you feel
FELT: I’ve felt that too
FOUND: But I’ve found that…
The Meeting
Asking is an Intentional Conversation.
HERE THERE
Wall of Words
A 6-Part Pattern for Intentional Conversations
You are both conductor and participant.
SettleSmall talk until everyone’s attention is fully in the room.
SettleSmall talk until everyone’s attention is fully in the room.
Shall we get to work?
Confirm1. Purpose of visit 2. Amount of time
ConfirmMay I ask you some questions?
1. Purpose of visit 2. Amount of time
ExploreIntersecting interests between the donor and the organization
ExploreIntersecting interests between the donor and the organization
This might interest you.
AskGrows out of donor’s interest
AskGrows out of donor’s interest
Would you consider a gift of $_______?
ExploreDiscuss the possibility and terms of a gift.
ExploreDiscuss the possibility and terms of a gift.
Let’s summarize and review next steps
ConfirmRestate agreement and clarify next steps.
RolesSolicitor / Prospective Donor
Timing(Very) Approximate
Want to go out to dinner?Try an intentional conversation
Asking as in Intentional Conversation
Get curious!
Become a Sounding Board
Shift the Balance
capitalcampaignmasters.com
AndreaKihlstedt.com
AndreaKihlstedt@gmail.com
Questions?
https://bloomerang.co/resources
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Our next free webinar »
Advanced Storytelling: Why Talking About Money Helps You Raise More
Thursday, Oct. 13th – 1:00pm Eastern
Lori Jacobwith
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