The Ask: How to Ask for Support for Your Nonprofit Cause, Creative Project, or Business Venture , Updated and Expanded Edition

by Laura Fredricks

• ISBN13: 9780470572856
• ISBN10: 047057285X
• Format: eBook
• Copyright: 2010-01-01
• Publisher: Jossey-Bass

Summary

A completely revised edition of the must-have resource for increasing your nonprofit's bottom lineThis thoroughly revised and updated edition of the best-selling book The Ask is filled with suggestions, guidelines, and down-to-earth advice that will give you the confidence to ask anyone for any size gift, for any purpose. Written in winning language, filled with sample dialogues, and offering a wealth of tips and tools, this book addresses common mistakes made when asking and shows how to correct each mistake, providing guidance and direction on how to make a great ask. Offers step-by-step guidance for learning personal solicitation skills Filled with real-world tools and techniques for raising money or support Contains advice for overcoming situations such as hesitating to ask for money and following through on the ask Written for fundraisers from any size organizationIncludes information on how to apply asking skills to a fundraiser's personal and professional pursuits.

Table of Contents

Foreword (Ivan G. Seidenberg)

Preface

Acknowledgments

Introduction

What Do I Need To Know Before I Ask?

What Money Means to You and Why Ask?

What Does Money Mean to You?

Why Do You Hesitate to Ask?

Know the Person You Are Asking Before You Make the Ask

Every Organization Has Its Own Charm

People Like to Give Money

Focus on Positive Results Not Negative Forces That Perceivably Get in the Way

Conclusion

Looking Ahead

Do You Have a Well Thought-Out Plan of What You Want?

The Importance of a Well Thought-Out Plan

Case Statement for Nonprofits

Business Plan for Businesses

The Script for Each Ask

Time Frame for the Ask

The Warm-Up

The Ask

The Compelling Case

Transitional Statements

The Ask Amount and Purpose

Examples of Specific Asks with Specific Amounts

Benefits of the Gift

Benefits of the Business Venture

Remaining Silent

The Anticipated Response

The Close and Follow-up

Who Speaks and Who Listens

Fundraising Language

Three-Step Method Prior to Any Ask

Conclusion

Looking Ahead

How Do I Know Who to Ask and When to Ask?

Who Should Be Asked?

Every Person Must Be Treated Individually

Wealth Does Not Always Translate into Transferring Wealth

Research Can Help to Prioritize Who to Ask

Research-From a Distance

Research-Up Close

Prioritizing Your Top People

Asking Friends, Relatives, or Colleagues Does Not Have to Be Stressful

When Should You Ask?

The Readiness Formula

Education

Involvement

Cultivation

Inclination

Assets

Having Some but Not All of the Readiness Elements

Asking for Money in Hard Economic Times

Conclusion

Looking Ahead

Who Should Make the Ask and in What Setting?

Who Should Make the Ask?

A Charismatic and Confident Personality Goes a Long Way

Every Asker Must Give First

Every Asker Must Have the Time Before, During, and After the Ask to Follow Through

The Reward Is in the Ask

Four Eyes Are Better than Two

Executive Leadership as Part of the Ask

Donors as Part of the Ask

What Is the Best Setting for the Ask?

Location

The Golf Course Ask

Positive and Professional Dress and Demeanor

Positive Body Language and Tone of Voice

Making the Call to Set the Meeting for the Ask

Paper or No Paper Before, During, or After the Ask

Conclusion

Looking Ahead

How Do I Make the Ask?

Asking for a Cause-Small and Large Charitable Gifts

Asking for a Small and Significant Charitable Gift

Asking for a Large and Transformational Charitable Gift

Troubleshooting Tips to Apply Prior to the Ask

Conclusion

Looking Ahead

Asking for Yourself

Asking for a Job-Related Cause

Asking for a Job

Asking for a New Job Title

Asking for a Raise

Asking for a Creative Project

Asking for a Business Venture

Conclusion

Looking Ahead

Handling the Responses to the Ask

Preparing for the Response

Addressing the Person's Response

Conclusion

Looking Ahead

Following Up with Each and Every Ask

Next Steps After Each Ask

Juggling Your Time to Do All the Follow-Up

Troubleshooting Tips for the Follow-Up

Conclusion

Looking Ahead

When the Answer Is "No" and When the Answer Is "Yes"

A "No" Answer

A "Yes" Answer

Conclusion

Looking Ahead

Pulling It All Together

About the Author

Index

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