This slide deck was presented as part of a webinar on 11/5, check out blog.wedid.it/major-gift-solicitation-webinar for the full recording! Asking for big gifts is tough. You don't want to drive potential donors away, but at a certain point, you need to lay it all out on the table! Join Ayda Sanver as she teaches you how to get over the fear of asking for donations. Learn real-world tips that you can put to use right away in your development work. All in a convenient, short afternoon webinar! Ayda will show you how to: -Gain confidence with examples of phrases that start the "ask" conversation -Learn the psychology behind comfortably making an "ask" -Useful tips to help staff, board members, and volunteers feel confident in making asks -and more!

1. Getting OverGetting Over
The FEAR of AskingThe FEAR of Asking
for Donationsfor Donations
It doesn’t have to be scary!
Ayda Sanver, MBA, CFRE
www.aydasanver.com
©2015 Ayda Sanver Consulting LLC All Rights Reserved

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About Me
• Ayda Sanver, MBA, CFRE
• 15 years in fundraising
• Author of “Tag, You’re IT-
Now Raise Us Some Money”
• Speaker, trainer, coach

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Assumptions
• You already have a list of prospects or
donors that you can ask.
• You already have a plan for articulating a
needs ask with language such as, “Your
donation of $X will make Y impact.”
• A downloadble free “Ice-Breaker Phrases
Sheet” is available at aydasanver.com.

4. • Everything we think and feel about money is
LEARNED BEHAVIOR. Think back to childhood.
We asked for everything without fear!
• Asking anyone about their giving habits is
“taboo,” like asking about their political views,
religion, or a long list of such things.
• Asking for a donation feels “rude.”
• We don’t like rejection.
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@2015 Ayda Sanver Consulting, LLC
Why Are We Afraid?

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• It is cultural. “Money is the root of all evil.”
• Money is something that is private.
• Think about your own attitudes surrounding
money. What did you learn growing up?
• We learned, “Money doesn’t grow on trees,
or buy happiness.”
• BUT we were also taught to “help the needy,”
right? This is the mindset shift you need.
Why Are We Afraid?

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Why Are We Afraid?
• We fear offending others.
• “My anxiety will show through.”
• “I might feel sick and just stop
talking and feel foolish.”
• We fear REJECTION!
• The person will ask questions I can’t answer.
• We don’t know how to handle hearing the word
“NO.” It just feels so bad!!

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• You got involved for a REASON!
• You have the PASSION!
• Find a story you can tell!
• The “FACES” behind the
organization are REAL!
Finding Courage!
Image credit: Pixabay- Kiran Hania
• Gather your facts to be able to answer
questions, or be prepared to say, “Let me
find the answer and get back to you.”

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Making the Ask
• Write out a short script, and practice asking
friends - just ask for feedback, letting them know what
you are learning to do and why (who knows, they
might donate, right?)
• Be prepared to hear the word
“NO.” More than once, because
you will.
• “NO” is not fatal. You might get
more “No’s” than “Yeses,” and that
is OK!

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Keep in mind..
• Remember:
It’s always easier to ask if you’ve already made
your own gift first (for board members and
volunteers.)
Start with small talk, and then build up – talk
about the cause, then build up to asking.
Hearing “no” isn’t fatal! It might mean, “Not
right now,” or “Not for that cause.”
If you don’t ask, the answer will always be “No!”

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“Icebreaker Phrases”
1.I have to tell you about this amazing
organization I like. I feel strongly about this
nonprofit and their work because…Won’t you
join me and match my gift of $X?
2.Is the cause of (children/ animals/ poverty/ the
environment) important to you?
3.I’m trying to find friends to help me raise funds
for this cause; do you have any ideas for me?
(Your friend may offer up neat ideas, like hosting
a garage sale!)

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“Icebreaker Phrases”
4.I want to raise $1,000 for this charity, and I have
already given my own $100 towards the goal. So, I need
9 friends to join me and donate $100 each (or 18 friends
at $50 each, or 36 friends at $25 each) – can I count you
among my friends who will help me reach my goal?
5. Can I tell you a neat story? (Tell the story of one
person, group, animal, place, etc. that was helped by the
nonprofit.)
6. If you make a donation of $X, when I’m half-way to
my goal, I will (insert crazy activity here – shave my
head, post a video of myself with pie thrown in my face,
etc.!)

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“Icebreaker Phrases”
7. I visited this nonprofit, and I saw their work in
action. They were doing amazing things! Making a
donation to them made me feel so good!
8. I’m about to post my fundraising progress on my
Facebook page! I’d love to say I found another
donor today!
9. I gave $X (higher amount) to this fantastic cause,
and my friend gave $Y (lower amount) to help me
reach my goal. What do you think about this?
10. Do you know anyone impacted by XYZ? Can you
tell me more about how you feel?

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Making the Ask
• Make the list of people you will ask LARGE
and LONG = chances of greater success.
• If you get a “no, sorry,” then just listen.
Understand why they are saying “no.”
• The person you asked might be having other
expenditures at the moment, like fixing their
car, paying college tuition, etc.
• The more people you ask, the more the
likelihood you will get to YES.

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THANK YOU FOR YOUR TIME!!!
Feel free to contact me with
follow-up questions, anytime!
Ayda Sanver, MBA, CFRE
Ayda Sanver Consulting, LLC
Aydasanver.com
ayda@aydasanver.com
Follow Me on Twitter - @AydaSC