I normally speak to large groups at conferences or to entire development teams, but I’ve been privileged to do a lot of one-on-one major gift fundraising training this year. One of the most common questions I am getting from nonprofit employees and board members alike is, “Ok, the ‘Get R.E.A.L.’ formula is nice, but when it comes tom making the ask, what do I say?”

It’s a great question.

Fundraising isn’t a business transaction. Donors aren’t picking an item off the shelf and going to the cash register. If it were that simple, asking wouldn’t even be necessary. Here are the two phrases that are helping people the most:

1. “Would you consider a gift of $X?”

   Asking is challenging enough. A question like “would you consider a gift of ____?” accomplishes two things. First, it takes the pressure off the asker. People visibly relax when they hear that this is a good fundraising phrase. This feels like something they can naturally say.

   Second, this phrase encourages askers to use a specific dollar amount. “Will you support our cause?” is a vapid cop-out for truly asking for money. One person’s idea of “support” may be $250 when you’d rated her as a $25,000 prospect. Do the donor prospect the courtesy of plainly telling them what number you’re thinking about.

   A non-confrontational question like “Would you consider a gift of $25,000?” accomplishes just that.

2. “Honestly, I have NO idea how much to ask you for, but is a gift of $______ something you’d be able to consider?”

   Honesty is quite disarming. And despite our best research, peer reviews, and calculated guessing, there are times we really don’t know how much to ask someone for. So let them know! This is especially powerful for volunteers who’ve been coached by excellent counsel to ask at a higher level then they feel comfortable asking at.

   Most people respond well to requests for help. This is basically a request for help: Could you help me know how much I might ask you for? If you’re in the ballpark they’ll tell you. And if you’re too high, they’ll tell you too!

What to say if they ask you how you came up with the specific gift amount

From time to time, prospects will ask how you determined that number for them. Saying, “Well, we were looking at your stock holdings and the sale of your last business so $200,000 seemed reasonable” is an awful explanation. Instead, try using a printout from GiftRangeCalculator.com. “You see, Bob, the entire project is $4 million. To reach that, we need three leaders at the $200,000 level. You seemed like a great fit.”

What do you say?

Those are my favorite phrases for asking for money. What phrases and questions do you like? Tell us in the comments at the bottom of this post!

As the one-person development office at a rural hospital, my CEO kept asking me: “Why are we going back to the same people? When are yougoing to find new people?”

He wasn’t impressed by all the statistical and logical answers about donor retention and most of the money coming from those who already love us. He glazed over like I was trying to trick him with smoke and mirrors. Honestly, it even sounded to me like I was making excuses.

I wish I’d had 100 Donors in 90 Days back then!

100 Donors in 90 Days

Last fall, I started brainstorming with the folks at 501 Videos and with Pamela Grow. We wanted to put together an extremely practical tool that would help one-person development shops. Something that would help you expand your database. 100 Donors in 90 Daysis the result!

30 minutes a day

We interviewed a dozen of the top fundraising experts from around the world, asking them for one or two incredibly practical ways you could add a dozen new donors each week. We recorded these conversations. And we asked each expert to create an action guide to help you put their ideas into practice during the week. Some of them are so step-by-step you hardly have to think about what to do!

In addition to conversations with Pamela Grow and myself, we interviewed:

• Tom Ahern
• Ken Burnett
• Amy Eisentstein
• Gail Perry
• John Haydon
• David Mersky
• Mazarine Treyz
• Andrea Kihlstedt
• Shanon Doolittle
• and Kerri Tilby

One fundraising expert each week

Each week after you buy 100 Donors in 90 Days, you’ll hear our conversation with one of the experts. They’ll share a couple really easy things you can do to find new donors. These recordings become yours. You can keep going back to listen to them over and over again.

But if you’re like me, conversations alone aren’t much help. Actingon the conversations is when the magic happens.

One action guide each week!

So we’ve worked with each expert to provide you an action guide each week, for 12 weeks!

These action guides will fill out the steps talked about in the conversation, provide links, and help you find at least 100 new donors in the next 90 days!

$50 off this week only!

This program is a steal at $149. But as a special offer to FundraisingCoach.com readers, 501 Videos is offering it for $50 off this week only!

Getting 100 new donors is powerful for any nonprofit. Even if your shop is bigger than one person, think of what 100 new donors in the next 90 days could mean for you!

As part of this special first week, 501 Videos is even throwing in 10 Movie Mondaysepisodes on stewarding donors! Not only will you attract new donors, you’ll be able to keep them!

No more awkward conversations with your boss or board

12 weeks of practical, easy to follow tips and techniques will give you a solid answer when your boss or board asks, “Who are our new donors?”

To get your discounted copy of 100 Donors in 90 Days and the bonus videos, go to www.100Donorsin90Days.com right now!

A few weeks ago I sent a version of this to my Fundraising Kick subscribers. But I’m seeing someting that will seriously impair your fundraising so I wanted to share it with you too.

Fundraisers: Stop the political vitriol!

If we live in a democracy, we need to be active. We need to participate in the politics of our communities and countries. But as fundraisers, we need to be very, very tactful. And careful. Unless your cause is political, your politics can seriously hinder your fundraising. Here’s an example from the USA that will surely irritate some of you. Apologies in advance. (Links to the source data will be at the end of this post.)

You may be “right” but your most generous donors probably won’t agree

Let’s say you’re a Democrat. You think all Republicans are non-thinking, homophobic, reactionary idiots who want to throw us back to the Dark Ages. (Honestly, I’ve seen those words used by fundraising professionals and consultants in the last week!) Being civically engaged, you tweet your views.

Even during work hours.

Chances are your colleagues agree with you. Chances are you are more or less talking into an echo chamber during the work day. (Just as much as the other people that get all their news from Fox News are more or less living in an echo chamber.)

Watch out.

Your slamming conservatives saying they want to send us back into the “Dark Ages” may leak into your conversations with your board or donors. But chances are if you have 9 people in a room: 3 of them are Republican, 3 are Democrat, and 3 are independent. A study just a few weeks ago showed there are 36% of Americans calling themselves Republican and only 32% calling themselves Democrat.

More importantly for your fundraising, in the USA, studies have been done showing that Republicans are more generous donors than Democrats. Or rather, Republicans are more generous with their own money; Democrats more generous with government money. Which source would your nonprofit prefer to get gifts from?

Don’t slam your best donors

You are free to say whatever you want. But do so realizing how your best donors might take it. If your work is largely government funded, learn to tell your story in a way that resonates with fiscal conservatives. Whether you agree with them or not. 42% of Americans consider themselves “fiscal conservatives” about government spending.

Shut up and listen

One of the best ways to learn to tell your nonprofit’s story in a way that will resonate with people with a different world view is to be quiet and listen to them. Ask them why they support your charity. Find out what got them interested in the first place. When you meet with them listen to the words they use to describe what you do -— especially the words and phrases you don’t normally use yourself.

Stay passionate. Be wise.

This isn’t just Democrat vs. Republican. It goes for any divide: conservatives and liberals, PETA people and carnivores, Microsoft fan boys and Apple devotees. Your passions are good. They are what set you apart. But democracy is made up of lots of people with different beliefs finding a middle way. So I wanted to remind you this common sense message: Be passionate, celebrate diversity, and fundraise wisely.

Source Data (Proof that I’m not making this stuff up!)

- One such study was in the Chronicle of Philanthropy a few years back: http://bit.ly/GRu4kL looks like you need a subscription to read it.

- 36% Republican; 32% Democrat http://bit.ly/GQo28n

- 42% fiscal conservatives http://bit.ly/GPaMiL

Every week or so, I get a question like I did last night. It was basically, “How do you convince your boss to let me use social media?” So being a social media geek, I immediately posted the question on LinkedIn’s “Answers” tool. You can see the question and the answers here: http://www.linkedin.com/answers/non-profit/non-profit-management/NNP_MGM/975753-8616660

Three basic approaches

The answers are boiling down to three basic categories:

1. If they need to be convinced, they’re too stupid/old/out-of-touch,
2. Ask for forgiveness rather than permission, or
3. Show them results

I was honestly shocked to see people answering in the tone of #1. Weird. Insulting your boss or your nonprofit board isn’t very productive. And let’s face it, social media can be an incredible time suck. It takes time to learn anythingworth learning. My answer was inline with the #2 group. Just start doing it. Begin personally so you get to know the platforms without dragging your nonprofit’s brand into it. But just get out there and do it. But I loved the #3 group. My favorite so far is from Todd Buker:

From the viewpoint as an ED in my own organization, social media sold me on two points: 1) Amplification/reach and 2) SM’s impact on SEO. Granted, we were late getting into it (less than one year ago). However, we have had two big events since we began seriously implementing consistent SM (Facebook, Twitter, Vimeo/YouTube and Wordpress), and both events have seen noticeably higher attendance and dollars raised. Not to mention our web traffic has improved dramatically, most of it coming from Facebook. There are no lingering doubts!

Show them results

So jump and and create results. Or show them studies like Blackbaud’s annual survey. Here’s an idea of how you might get buy in:

1. Start yourself: Social media is social. It is virtually impossible to be “successful” on social media without having a personality. Practice being a person before you get your organization on there.
2. Look for interesting people to follow: Follow people interesting to you, not necessarily people you feel you should be interested. Definitely follow people in your cause space to see how they are using the tools. But if you have an interest in bocci ball, follow them too. Social media is much easier to learn when you enjoy the people you follow.
3. Set goals: You need to know how to measure success. Define it. Tip: Do not anticipate raising much money with social media. Instead, set engagement goals. Or attendance at events. Use a link shortener like bit.ly so you can measure how many people click on your link. If you have access to your own site analytics, use those too. CrowdBooster.com also helps you see what posts get shared the most.
4. Don’t be “that guy”: Resist the urge to be incessantly telling people how incredibly cool you or your organization is. Instead be interesting. How do you know if you’re interesting? People will start following you. And retweeting you. And +1’ing your posts. And liking your updates.

Do that and you’ll be off to a great start!

How do YOU convince people?

Tell us how you convince people! Leave a comment here or over at: http://www.linkedin.com/answers/non-profit/non-profit-management/NNP_MGM/975753-8616660

Nonprofit Blog Carnival – Self-care for nonprofit staff and fundraisers

Nonprofit’s can be incredibly crushing places to work. We give all we have because we believe in our cause. Our passion is admirable but leads to bad choices about our own lives. I’d argue this is especially true for fundraisers. People don’t really get what we do. And when we’re successful, the bar gets raised! Either way, it’s like killing the proverbial goose that lays the golden eggs in hopes of getting more gold. It just kills the goose and stops the eggs. So Valentine’s Day seemed like a great excuse for this month’s Nonprofit Blog Carnival to share ideas on how we as fundraisers need to take care of ourself.

Here is the Nonprofit Blog Carnival roundup

• My own entry was a Valentines Day card for fundraisers including a link to a thank you video I recorded last June.
• Joanne Fritz from About.com tied Kermit together with Girl Scout cookies in her Causes. Caring, and Community — Plus Kermit. In this post, she says, “Each organization had its own version of a pressure cooker…” and reminds us that caring for the cause itself is transformative for us.
• Gayle Thorsen goes beyond the great ideas of wine and yoga—both great ideas in my opinion—to a full five more ways to take care of yourself and your team! To self (and staff): Great job!
• Lori Jacobwith shares how health issues last year helped her put 9 forms of self-care into the practice. Great tips, even involving Outlook! Taking Care of Ourselves
• Over at OpportunityKnocks.org, Sam Davidson has a great post on not letting your nonprofit job crush your soul. Don’t Let Your Nonprofit Job Crush Your Soul
• Margaux Smith has a great post over at 101Fundraising.org encouraging us to get away from your desk and reminding yourself why! Get Away from Your Desk and Remind Yourself WHY
• David Yamada points us to an article by Michael Bader about the causes of burnout and a call to an ethic of self-care. Burnout in the Non-Profit Sector

As a bonus, check out the 11 steps for having fun at work! 11 Ways to Motivate Employees and Make Fun at Work. It’s from the “Chief Effective Officer” at blinds.com! I figure if blinds people know how to take care of themselves, surely there’s a lesson for us! :) And, lest we forget that our donors are the ones changing the world, Jeff Brooks has a great reminder of 5 Ways to Love Your Donors.

What ways do YOU take care of yourself?

Tell us here in the comments! Katya Andresen is hosting next month’s Nonprofit Blog Carnival. Check out her call for submissions at http://www.nonprofitmarketingblog.com/site/picture_this_your_brilliance_here

• How to get your board members over their fear of fundraising.
• 4 simple things that can bring quick (and big!) fundraising results.
• How to get clear, focused, and moving in the right direction with your fundraising.
• How to use and adapt stories to more deeply engage our donors
• Tips and strategies for doing it all in the one person shop
• How to attract bidders for your silent auction who have more disposable income
• About low-cost ways to connect donors to your mission
• How to use Facebook, Linkedin, Twitter, and YouTube for your cause
• Why building your email list may be the most important part of your social media outreach

Isn’t it time to start looking forward to record breaking achievements for your organization? Join us for this FREE telesummit and start planning for success in all areas of your organization!

Visit TheNonprofitAcademy.com for more information and to register.

Looking forward to ’seeing’ you on my call! I’m doing on on using social media effectively.

I am fond of saying that “fundraising is an extreme sport.” Like great athletes, fundraisers need to focus on the basics.

At Blogworld Expo last November I got to do a live interview with Susan McLennan about those basics, treating people with respect, and an easy way to do a “thankathon.”

Watch the entire interview here.

Buy the book or DVD at the Ask Without Fear! page on FundraisingCoach.com.

Happy Groundhog Day! It’s become my Groundhog Day tradition to repost my 2008 post: Fundraising Secret #11: Don’t Be A Ned. Enjoy! (And don’t be a Ned!)

Fundraising Secret #11: Don’t be a Ned Click on the image to watch the clip.Does this sound like your fundraising efforts?

Ned: Phil? Phil Connors? Phil Connors, I thought that was you! Phil: Hi, thanks for watching. [Starts to walk away] Ned: Hey now, don’t you tell me you don’t remember me ‘cause I sure as heckfire remember you. Phil: Not a chance. Ned: Ned… Ryerson. “Needlenose Ned”? “Ned the Head”? C’mon, buddy. Case Western High. I did the whistling belly-button trick at the high school talent show? Bing. Ned Ryerson, got the shingles real bad senior year, almost didn’t graduate? Bing, again. Ned Ryerson, I dated your sister Mary Pat a couple of times until you told me not to anymore? Well? Phil: Ned Ryerson? Ned: BING! Phil: Bing. Ned: Do you have life insurance, Phil? Because if you do, you could always use a little more, I mean, who couldn’t? But let me tell something - I got’s a feeling [whistles] you ain’t got any. Am I right or am I right or am I right? Right, right right.

I crack up every time I see this scene! Phil is so completely self-absorbed and utterly uninterested in Ned, let alone what Ned’s selling. And Ned’s so completely absorbed with selling insurance, he’s not reading Phil’s very clear signs of indifference. Please, don’t be a Ned. Our donors have had it “up to here” with marketing and sales and promises from people that don’t care about them. Learn to care. Our donors, like us, are real people with real concerns about real lives. And your nonprofit isn’t at the center of their real lives. Nor should it be. It’s our job to help get our organization on their radar screen. But rather than going after anyone that can fog a mirror, it’s more helpful for your fundraising efforts to figure out what type of person alreadygives to you.

• Men or women?
• WWII generation? Silent Generation? Boomer? Xer? Millenial?
• What draws them to your mission?
• How are they first introduced to your organization?

I’d venture to guess it’s not by accosting them on the street in the middle of a cold February day. (Or on the phone. Or in the mail.) So as you start this new year, commit to taking the time to do the hard research to get to know your current donors. And commit to engaging with donors and donor prospects to get to know them, and to let them get to know you, before you ask. And whatever you do, please, don’t be a Ned!

I’m thrilled to be hosting the Nonprofit Blog Carnival for February! Since Valentines’ Day is this month, the Carnival topic is: As a fundraiser, how do you take care of yourself? I believe fundraising is the best profession in the world! But it can be incredibly stressful, grueling, and thankless. We often focus on letting donors know we love them, but how do you show yourself the love?

Nonprofit blog readers

If you’re a blog reader, sit tight. I’ll post a round up of the best of the blogs right here on FundraisingCoach.com at the end of February.

Nonprofit bloggers

If you’re a blogger, here’s how to be part of the carnival (even if only as a clown!)

• Write a post if ideas of how you take care of yourself. How do you as a fundraiser reenergize? Give yourself a pat on the back? Recover from the “no”? Feed your creativity? Stay inspired? There isn’t a right or wrong type of post. Yours may be funny, serious, or even emotional.
• Email your permalink to nonprofitcarnival@gmail.com or fill out this handy form by Monday 2/27.
• I’ll sift through all the submissions and, with the help of my team, will choose the ones that best fit the topic. Posts well written and relatively recent (within the last couple months) are best.
• Check back here on February 2/29 to see if your post made it. And to get great ideas on how to keep yourself motivated for the long haul!

Let the carnival begin!

I look forward to your creativity!!

The first month of the year is gone! Now is a great time to review your goals. (I have blogged about goal setting here.) As you review your goals, you may find your behind on some. Creating a road mapwill help jump start those goals. To create a goals road map follow this simple 5-step process:

1. Write out your goal

   What is it you want to accomplish? Make sure the goal is worded so that it is:
   • Specific
   • Measurable
   • Action oriented
   • Results oriented
   • Time sensitive
   Remember, a goal without a deadline is only a fantasy!

2. List out what steps have to happen

   Take the time to list out everything that needs to happen in order to accomplish the goal. Add a date by when each step needs to happen so you can reach your goal on time.

3. List out everyone who can help with each step

   After each step, list out the strategic alliances, people, and resources that can help make it happen. Do you need a department directors help in getting a step done? List her name. Is there an association or committee that can help with the next step? Write it down. Will a class or book help? Write that down too.

4. Brainstorm obstacles that might occur

   What could stand in your way of accomplishing your goal? Right down as many obstacles as you can think of. I used to think this was a bad idea. Why use imagination so negatively? But now I see this is realistic. Obstacles always happen when someone attempts a goal worth pursuing. Listing them out neutralizes them, helping us keep up our momentum. So get them on paper. And list out the people that can help you overcome them.

5. Write the name of your coach or accountability person

   Sometimes we can be our own worst enemy when we’re trying something of value. Having a person outside of our organization who’ll hold us accountable for our goals is invaluable. We are less likely to make excuses to them than we are to make them to ourselves.

This process works as well for accomplishing professional goals as it does for creating solicitation strategies for top major gift prospects! Following these steps will help make sure you can cross out your goals as “achieved”! To get the free MagnetGoals ecourse, or to purchase the workbook, go to: http://fundraisingcoach.com/magnet-goals/