The "Ask"SM Blog - Making the Ask

June 1, 2016
by Diane Remin
Only negotiate if you hear a flat-out: "there is no way in the world I/we can do that” or “I/we can’t possibly afford that much.”  You are listening for an absolute “no” that will be expressed through words, voice tone and body language.
June 1, 2016
by Diane Remin
When you are visiting with donors, the conversation is the point.  Put away that Case for Support and pull out a donor engagement tool. What is a donor engagement tool?  It’s a large (minimum recommended size is 11x17) sheet of paper divided into 3 sections:
April 30, 2015
by Diane Remin
You've just presented a donor with a big opportunity—whatever that means for your organization. "Let me think about it" is a perfectly natural response. Without knowing more, do not jump into negotiations (you will be negotiating against yourself) or rush to end the visit.
December 21, 2010
by Diane Remin
When the donor offers you refreshments, say "yes."  The first few minutes of a major gift cultivation or solicitation visit set the psychological stage. With the offer of refreshments, the prospect is taking a step toward you.  Accept. Your acceptance is building the social bond. You are also modeling “yes” mode.
December 7, 2010
by Diane Remin
The prospect’s environment often reflects areas of deep passion. Build rapport quickly by paying an authentic compliment.
May 4, 2010
by Diane Remin
You are dedicated to the cause. Your nonprofit is wonderful. You hate asking for money.  Why is that?  Why do so many passionate and otherwise engaged board members and, secret be told, staff members, too, run in the opposite direction when it comes to major gift "asks"?
April 27, 2010
by Diane Remin
You can talk your way right out of a major gift. Let's set the stage: So, here you are, with your colleague, seated in the prospect’s living room, sipping the coffee you were offered.  You’ve spent the first 30 to 45 minutes of the meeting re-connecting, telling your story based on the prospect's interests, listening and responding. 
April 13, 2010
by Diane Remin
 Major gifts are all about building personal relationships with prospective major donors. So...  If your inclination is to write a letter -> Pick up the phone.  If your inclination is to print a brochure -> Pick up the phone.  If your inclination is to send an email -> Pick up the phone.  If your inclination is to produce a newsletter -> Pick up the phone.  If your inclination is to slice your donor database every which way -> Pick up the phone.
April 6, 2010
by Diane Remin
Science, lots of science, tells us that giving is good for your health. The good feeling you get when you volunteer or write a check to a cause you care about is very real and physiologically based. Altruistic behavior has been scientifically shown to stimulate the brain’s reward/pleasure center and strengthen the immune system, to cite two examples. The result is better health, including less stress, anxiety and depression.
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