Building Board Enthusiam for Fundraising Philanthropy Journal Webinar
Mastering The Soft Skills: What They Don’t Teach You In Fundraising 101 best general Fired-Up Shaded
Gail Perry
twitter: @gailperrync
Facebook: Fired Up Fundraising
[email protected]
Who Am I? • 30 years!! Aaarugh!
• Speaker coach, consultant
• Duke University and UNC-Chapel Hill fundraising • Author, “Fired-Up Fundraising: Turn Board Passion into Action” (Wiley)
• AFP Fundraiser of the Year (NC) • International speaker and workshop leader • email: [email protected]
• facebook: firedupfundraising
• twitter: @gailperrync
Our “Not Politically Correct” Agenda: Manners Social Skills
politics
Unspoken ground rules
Reading the Donor
How to be Likeable
Relationships
Power!
BUILDING TRUST Shaky situations
“Not Politically Correct”
Vocabulary!
social awareness
Likeablility Small Talk!
“Social dismissal”
social skills
Get This Powerpoint and my Free Workbook:
Skyrocket Your Fundraising with A Systematic Major Gifts Program Workbook and Discussion Guide (62 pages)
Gailperry.com/resources-ottawa
5 Major Gift Fundamentals
1. Major Gifts Are Not About Selling
6
5 Major Gift Fundamentals
2. Your Relationship is More Important Than the Ask
High inten Low pressure
Your overall goal with a major donor is ALWAYS a happy long term relationship.
8
5 Major Gift Fundamentals
3. You are focusing on the WEALTHY FEW
9
5 Major Gift Fundamentals
4.4.Lots Lotsand andlots Lotsof of Personal personal attention Attention
10
Major Gift Fundamentals
5. Lots and Lots of Time!
The Wealthy . . . Far, far away . . . high up on the hill?
The Wealthy How do YOU get over the intimidation factor?
Your
Energy
Is Contagious!
14
Be Cheerfully Aggressive!
Stand in the place of vision and possibility. . . That’s where the power is.
16
Gail’s Favorite Major Gift Vision Question
Wouldn’t It Be Wonderful If . . .
The Power of Abundance! Not Scarcity
18
Don’t Be Scared of Rejection It’s NOT About YOU!
19
Which Attitude Can Change the World?
21
How Do You Develop the Relationship? • The delicate dance.
• Watch for cues. • They will tell you.
How Do You Build Trust? • Do what you say you’ll do. • When you say you will. • Be punctual.
Do You Kiss On The First Date? How fast can you go with donors without turning them off?
To know when to go away and when to come closer is the KEY to any lasting relationship. Domenico Cieri Estrada
Social Awareness Where’s Your Focus? On You? Or the Other Guy?
The Fundraiser’s Kiss of Death • Being boring!
• Talking too much!
Listen Your Way to the Gift Gail’s Major Gift Fundraising Motto:
When in doubt, shut up!
28
The Bigger the VIP, The More They Expect To Do the Talking
`
I love being listened to!
29
You’ve Got To You’ve Got To Master Master Small Talk and The Art ofSmall Conversation Talk
and The Art of Conversation
Who’s the Best Conversationalist?
The person who talks the LEAST!
Use Your Radar Their body language will tell you more than any words.
Conversation Skills What Are Your Impressions of . . . ?
• You are probing • Finding out where the prospect stands
• Tell me more about .
33
Power Questions: 1. Asking for Advice • Tell me what you think about. . . • Please give me your guidance on . . . • Can we brainstorm this idea? • What should we do? • How could we pull this off? • Who should be involved?
Power Questions:
2. Probing Their Interest • I’d love to hear about your philanthropy. . . • What drives your philanthropy? • What causes are you most passionate about? • I’d love to know why you are interested in our cause? • What are your top 3 philanthropic priorities? • What would it take for our organization to become one of your priorities?
Power Questions:
3. About Our Organization and Project • What is your opinion of our organization? • What do you think about our project? • Do you think it’s a good idea? • Tell me what you think about our strategy . . . • How do you think we can accomplish this goal?
• Do you think we can raise the money? • Who might be interested in supporting this?
When It Comes to
Manners What the Dali Lama Said:
“Know what the rules are so you can break them properly.”
What’s the Definition of “Etiquette?” • Kind and considerate • Keep your cool (decorum) • Put others at ease
Graciousness and Manners Billy, You are so wonderful. Your dedication and support are absolutely remarkable. Thank you, Elizabeth
First Impressions Count! • Posture? • Handshakes?
• The hello kiss? • How to greet people.
For a Fundraiser, First Impressions Count More Than You Know! • Your voice? • Cell phones?
• Eye contact? • Can’t remember their name?
Learn How to Meet People Properly • When to stand up? • Genuine smile?
• Exuding cheerfulness • Mrs. Jones or Betty?
Introductions • Who gets introduced to whom? • How to start two people in a conversation. • Keeping people apart!
Important Arts For a Gentleman • Paying a compliment • Holding the door
• Walking on the outside • Elevator etiquette
Appearance – Ladies Wealthy donors tend to be older and more conservative. • Makeup? • Edgy fashion? • What to do if you are young and cute?
46
Yikes! Avoid “social dismissal.”
Table Manners Motto: “When in doubt, copy others.”
“When in Rome” Strategy
Bad Table Manners = “Social Dismissal??” • When do you pick up your fork? • Hunching over your plate? • When to take the napkin? • Talking and eating at the same time? • Which fork? • Role of the elbow?
Sticky Situations
It’s All Politics
How to Show Up As an Interesting Person? Benefit #1: Access
How to Show Up As a “Likeable” Person? Your goal is for them to think you are worth spending time with.
BE OUT AND ABOUT IN YOUR COMMUNITY! You’ll hear the local community buzz. Prospect research galore!
Your donors will identify you as someone of stature in your community.
You’ll see who is talking to whom. Who might be a door opener?
Where’s the power and the influence?
Get This Powerpoint and my Free Workbook:
Skyrocket Your Fundraising with A Systematic Major Gifts Program Workbook and Discussion Guide (62 pages)
Gailperry.com/resources-ottawa
Many More Resources at FiredupFundraising.com Top 10 Things to Understand About How Fundraising Really Works Today 3 Important Goals for Every Major Donor Visit The Fundraisers’s Kiss of Death: Talking too Much! Top 10 Trends: How Major Donors are Changing and What to Do About It 5 Insanely Successful Ideas for Getting the Appointment With Your Major Gift Prospect My #1 Secret to Raising Major Gifts Mastering the Soft Skills of Fundraising: 5 Important Tips The Advice Visit: Easy Way to Open The Door To Your Major Gift Prospect Show Me the Money: How To Move From Friendraising to Fundraising How Major Donors are Changing and What To Do About It Board Members’ #1 Job: How to Be a Personal Advocate for the Cause
© Gail Perry 2016 [email protected]
Gail Perry
twitter: @gailperrync
Facebook: Fired Up Fundraising
[email protected]
Who Am I? • 30 years!! Aaarugh!
• Speaker coach, consultant
• Duke University and UNC-Chapel Hill fundraising • Author, “Fired-Up Fundraising: Turn Board Passion into Action” (Wiley)
• AFP Fundraiser of the Year (NC) • International speaker and workshop leader • email: [email protected]
• facebook: firedupfundraising
• twitter: @gailperrync
Our “Not Politically Correct” Agenda: Manners Social Skills
politics
Unspoken ground rules
Reading the Donor
How to be Likeable
Relationships
Power!
BUILDING TRUST Shaky situations
“Not Politically Correct”
Vocabulary!
social awareness
Likeablility Small Talk!
“Social dismissal”
social skills
Get This Powerpoint and my Free Workbook:
Skyrocket Your Fundraising with A Systematic Major Gifts Program Workbook and Discussion Guide (62 pages)
Gailperry.com/resources-ottawa
5 Major Gift Fundamentals
1. Major Gifts Are Not About Selling
6
5 Major Gift Fundamentals
2. Your Relationship is More Important Than the Ask
High inten Low pressure
Your overall goal with a major donor is ALWAYS a happy long term relationship.
8
5 Major Gift Fundamentals
3. You are focusing on the WEALTHY FEW
9
5 Major Gift Fundamentals
4.4.Lots Lotsand andlots Lotsof of Personal personal attention Attention
10
Major Gift Fundamentals
5. Lots and Lots of Time!
The Wealthy . . . Far, far away . . . high up on the hill?
The Wealthy How do YOU get over the intimidation factor?
Your
Energy
Is Contagious!
14
Be Cheerfully Aggressive!
Stand in the place of vision and possibility. . . That’s where the power is.
16
Gail’s Favorite Major Gift Vision Question
Wouldn’t It Be Wonderful If . . .
The Power of Abundance! Not Scarcity
18
Don’t Be Scared of Rejection It’s NOT About YOU!
19
Which Attitude Can Change the World?
21
How Do You Develop the Relationship? • The delicate dance.
• Watch for cues. • They will tell you.
How Do You Build Trust? • Do what you say you’ll do. • When you say you will. • Be punctual.
Do You Kiss On The First Date? How fast can you go with donors without turning them off?
To know when to go away and when to come closer is the KEY to any lasting relationship. Domenico Cieri Estrada
Social Awareness Where’s Your Focus? On You? Or the Other Guy?
The Fundraiser’s Kiss of Death • Being boring!
• Talking too much!
Listen Your Way to the Gift Gail’s Major Gift Fundraising Motto:
When in doubt, shut up!
28
The Bigger the VIP, The More They Expect To Do the Talking
`
I love being listened to!
29
You’ve Got To You’ve Got To Master Master Small Talk and The Art ofSmall Conversation Talk
and The Art of Conversation
Who’s the Best Conversationalist?
The person who talks the LEAST!
Use Your Radar Their body language will tell you more than any words.
Conversation Skills What Are Your Impressions of . . . ?
• You are probing • Finding out where the prospect stands
• Tell me more about .
33
Power Questions: 1. Asking for Advice • Tell me what you think about. . . • Please give me your guidance on . . . • Can we brainstorm this idea? • What should we do? • How could we pull this off? • Who should be involved?
Power Questions:
2. Probing Their Interest • I’d love to hear about your philanthropy. . . • What drives your philanthropy? • What causes are you most passionate about? • I’d love to know why you are interested in our cause? • What are your top 3 philanthropic priorities? • What would it take for our organization to become one of your priorities?
Power Questions:
3. About Our Organization and Project • What is your opinion of our organization? • What do you think about our project? • Do you think it’s a good idea? • Tell me what you think about our strategy . . . • How do you think we can accomplish this goal?
• Do you think we can raise the money? • Who might be interested in supporting this?
When It Comes to
Manners What the Dali Lama Said:
“Know what the rules are so you can break them properly.”
What’s the Definition of “Etiquette?” • Kind and considerate • Keep your cool (decorum) • Put others at ease
Graciousness and Manners Billy, You are so wonderful. Your dedication and support are absolutely remarkable. Thank you, Elizabeth
First Impressions Count! • Posture? • Handshakes?
• The hello kiss? • How to greet people.
For a Fundraiser, First Impressions Count More Than You Know! • Your voice? • Cell phones?
• Eye contact? • Can’t remember their name?
Learn How to Meet People Properly • When to stand up? • Genuine smile?
• Exuding cheerfulness • Mrs. Jones or Betty?
Introductions • Who gets introduced to whom? • How to start two people in a conversation. • Keeping people apart!
Important Arts For a Gentleman • Paying a compliment • Holding the door
• Walking on the outside • Elevator etiquette
Appearance – Ladies Wealthy donors tend to be older and more conservative. • Makeup? • Edgy fashion? • What to do if you are young and cute?
46
Yikes! Avoid “social dismissal.”
Table Manners Motto: “When in doubt, copy others.”
“When in Rome” Strategy
Bad Table Manners = “Social Dismissal??” • When do you pick up your fork? • Hunching over your plate? • When to take the napkin? • Talking and eating at the same time? • Which fork? • Role of the elbow?
Sticky Situations
It’s All Politics
How to Show Up As an Interesting Person? Benefit #1: Access
How to Show Up As a “Likeable” Person? Your goal is for them to think you are worth spending time with.
BE OUT AND ABOUT IN YOUR COMMUNITY! You’ll hear the local community buzz. Prospect research galore!
Your donors will identify you as someone of stature in your community.
You’ll see who is talking to whom. Who might be a door opener?
Where’s the power and the influence?
Get This Powerpoint and my Free Workbook:
Skyrocket Your Fundraising with A Systematic Major Gifts Program Workbook and Discussion Guide (62 pages)
Gailperry.com/resources-ottawa
Many More Resources at FiredupFundraising.com Top 10 Things to Understand About How Fundraising Really Works Today 3 Important Goals for Every Major Donor Visit The Fundraisers’s Kiss of Death: Talking too Much! Top 10 Trends: How Major Donors are Changing and What to Do About It 5 Insanely Successful Ideas for Getting the Appointment With Your Major Gift Prospect My #1 Secret to Raising Major Gifts Mastering the Soft Skills of Fundraising: 5 Important Tips The Advice Visit: Easy Way to Open The Door To Your Major Gift Prospect Show Me the Money: How To Move From Friendraising to Fundraising How Major Donors are Changing and What To Do About It Board Members’ #1 Job: How to Be a Personal Advocate for the Cause
© Gail Perry 2016 [email protected]
