How to prep for your next big ask

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Greg Warner is CEO and Founder of MarketSmart, a revolutionary marketing software and services firm that helps nonprofits raise more for less. In 2012 Greg coined the phrase “Engagement Fundraising” to encapsulate his breakthrough fundraising formula for achieving extraordinary results. Using their own innovative strategies and technologies, MarketSmart helps fundraisers around the world zero in on the donors most ready to support their organizations and institutions with major and legacy gifts.

There’s a ton of information out there about how to ask for a donation. Here’s a 52-page report from AFP (link removed – report now offline) on the subject that talks about a lot of stuff. But, sadly, only a few sentences in the entire report actually focus on the moment of truth— when you ask for the money.
So I thought I’d help with what I believe is the simplest way to prep for your next big ask.

  1. Print the cheat sheet below
  2. Review your notes about the prospect (his/her wants, needs, desires and philanthropic goals)
  3. Think
  4. Think some more
  5. Write your answers beside the questions
  6. Think some more
  7. Possibly talk to your friends about your answers (the experienced and successful ones)
  8. Talk to some donors about your answers to get their perspective
  9. Think some more
  10. Practice out loud

Did you just say to yourself, “Nah, I can wing it”? Don’t!
Lawyers practice law.
Doctors practice medicine.
Heck! Basketball players practice.
True professionals prep. Print it out!
Congratulations… you’re ready!
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Related Posts

>> New tool helps determine your asking style so you close more gifts
>> Are we sometimes asking donors the wrong questions?

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>> Have asking anxiety? Do these 5 things
>> 7 tips on asking for donations — It’s intimidating, we get it
>> The do’s and don’ts of soliciting charitable donations

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