All About The "Ask"SM Blog

June 16, 2016
by Diane Remin
Major gift fundraising is about relationships, conversations and opportunities.   Here are five reasons to enjoy it: 1)      Stimulating conversations with people who share your interest/passion. 2)      Knowledge that the conversation itself brings the donor closer to the organization and has a positive ripple effect—independent of the financial outcome (but you do have to ask).
June 1, 2016
by Diane Remin
When you are visiting with donors, the conversation is the point.  Put away that Case for Support and pull out a donor engagement tool. What is a donor engagement tool?  It’s a large (minimum recommended size is 11x17) sheet of paper divided into 3 sections:
June 1, 2016
by Diane Remin
Only negotiate if you hear a flat-out: "there is no way in the world I/we can do that” or “I/we can’t possibly afford that much.”  You are listening for an absolute “no” that will be expressed through words, voice tone and body language.
April 30, 2015
by Diane Remin
You've just presented a donor with a big opportunity—whatever that means for your organization. "Let me think about it" is a perfectly natural response. Without knowing more, do not jump into negotiations (you will be negotiating against yourself) or rush to end the visit.
March 24, 2015
by Diane Remin
You're planning a capital campaign.  Then it's time for a feasibility study -- or is it?
March 19, 2015
by Diane Remin
Donors don't care what you need. They care about their impact. I had just finished presenting a workshop titled, "Opportunity Knocks: Major Gift Fundraising for Smaller Nonprofits." It covered the topics you'd expect: how to use donor research, setting up the visit, the case for support, making the "ask" and responding to, "Let me think about it." But I always add a segment about emotion driving individual giving, the power of storytelling to convey emotion and what donors want: to know they are having an impact.
October 15, 2014
by Diane Remin
Public companies have earnings calls. Why don't nonprofits have impact calls?  From Guidestar.org: "GuideStar's Impact Call is a revolutionary idea: to quickly and proactively provide results to constituents and begin a systematic dialogue that encourages data-driven decision making across the sector." Jacob Harold, President and CEO
October 15, 2013
by Diane Remin
My nonprofit clients find it surprising when I propose that development, marketing and communications operate in unison.  I'm surprised that they are surprised.  Why coordinate development, marketing and communications? 1)  The donor experience.  The communication flow has much to do with how the donor feels about the organization -- and by extension donor giving and retention.
January 26, 2013
by Diane Remin
A 10% improvement in donor retention can increase the lifetime value of your donor database by as much as 200% (Professor Adrian Sargeant). But if you don't know your donor retention rate, you can't figure out how to increase it
January 4, 2013
by Diane Remin
The charitable deduction headlines are confusing.  The final outcome is unclear.  What better time to communicate with your donors? Warning:  Charitable deduction facts in this blog post may time-limited.  The donor communication concepts are not. Donor communication stances 1.  Non-expert "head's up"

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