July 2000 Newsletter

Ask For What You Want ...
Or Take What You Get!

You are at the end of a long, hard day…your brain is fried and all you want is to be taken out to dinner and pampered. Dreaming of a theme restaurant with linen tablecloths, candle light and fine wine, you call your spouse and (using excellent marketing techniques), convince him or her it is in his/her best interests to take you out to dinner.

Unfortunately, you end up at the corner sports bar because all you asked for was "dinner out" and you got what you asked for, just not the way you had envisioned it.

This example is pretty simplified, I'll agree, but as fundraisers we must also learn to ask for what we want. It's so easy to dance around a specific amount - especially is it is a big number - by using soft phrases such as "Anything you can do would be greatly appreciated" or "We really need your contribution" or "We'd appreciate a gift in the range of $5,000". It's not fair to a prospective donor to make her guess at your request and it puts your request at risk.

Speaking figuratively, what you do when you are non-specific in your ask is build a huge wall between you and your prospect. Both you and your prospect are uncomfortable and neither knows how to proceed.

You begin to stumble around, reinforcing to yourself that you just cannot ask for Big Money and your prospect is afraid to name an amount because it might be embarrassingly low (not in your best interests) or way too high (not in her best interests).

This same principle holds true in asking for in-kind contributions, of course. If you need 5,000 t-shirts printed front and back in two colors, ask for that specifically or you are likely to run short at your event or be unable to uphold your promise to a sponsor that his company logo will be prominently displayed.

Next time, do your homework. Be prepared to ask for a specific amount of money, time or in-kind contribution. Then, your prospect is clear about what is required and can either say "Yes!" or can begin to negotiate about what might be more appropriate.

Just as good fundraisers must Ask For What You Want when asking for money, volunteer managers should do the same thing when asking for volunteer time. Otherwise, volunteers may accept a position bringing their own expectations to the job which may be radically different from yours.

The reason many volunteers become disenchanted is that they were unclear about the agency's expectations and when they are confronted with the realities of time, money or other demands, feel cheated and "put upon" to deliver.

Be specific when asking for volunteer time. If you expect Board members to attend every meeting, sit on a committee and attend special events, tell them that specifically when you interview them. If you rely on program volunteers to read or mentor every Tuesday morning, for example, then lay out that expectation for prospective volunteers up front. If you expect the chairman of the annual fundraising gala to make his personal $5000 gift, solicit others directly and participate actively in all planning meetings, tell him that when you recruit him.

I like written job descriptions for all volunteer positions, clearly stating the investment in time, money or whatever else, and I recommend that these expectations be clearly stated before the volunteer makes his or her commitment! Leave nothing to chance or misinterpretation, and both you and your volunteers will find the experience more rewarding!

WOW! When I developed this newsletter last year, I had hoped readers would find it useful, but I had no idea that the response would be so great. I have been mailing more than 6,500 free copies four times a year and unfortunately, the cost is becoming prohibitive.

However, you can keep this newsletter coming to you free by subscribing to it via your Email at home or at work (or both, if you like).

Read the newsletter on
my web site at
www.jblockinc.com

This could be the last free copy you'll receive by conventional mail, so please click here for the electronic form and get it to me quickly. Then I'll send you an Email with directions for receiving the latest edition.

And remember, current and past editions of this newsletter are always available at my web site at www.jblockinc.com.

Tired of the same old special event to raise money? Are your volunteers beginning to groan loudly when they have to get dressed up to attend yet another fundraising dinner? Can't get up enough enthusiasm to plan and organize another walk-a-thon? Are your donors tired of the same old year-end mail appeal?

Well, try holding a non-event. These are becoming more and more popular all over the country because you are only limited by your creativity in designing a terrific non-event and the invitation and response/donation card are all you need! The non-event can be formal or informal … it can be tied to a busy holiday (You wouldn't want to attend another event at this busy time, would you?) … it can have a theme which matches your agency … you can invite people NOT to attend an event instead of the usual year-end annual appeal mailing.

Create a fun or serious invitation and include a response card with levels of donations attached to different reasons not to attend Also include a return envelope (no postage is necessary). Tip: Give your non-event a date if you like, but NOT a place, or people are likely to show up! Your invitation could look like a legal summons, for example, or be designed by children and could have a gimmick enclosed (a tea bag for a non-event tea, glitter, a balloon, etc.

Mail invitations to your usual donor list. Require Board members to mail at least 50 to their personal list, using the Board member's address on the return envelope to increase the response rate.

This book puts the FUN into FUNDraising! First published in 1997 and now in its second printing, this book "teaches the basics and helps the seasoned professional remember what works. Jean's high energy, conversation style makes this book fun to read. She fills it with examples that stimulate your creativity" says Marlis Hadley, President of the Easter Seal Society of NM.

"This book teaches the basics
and helps the seasoned
development professional
remember what works"

Who should read this book? Volunteers and staff of nonprofit agencies, churches, schools, support groups, membership organizations - anyone who is charged with raising money or in-kind contributions.

Call (505) 899-1520 or Email me at to discuss volume discounts for staff or volunteers.

Order Now So You Don't Forget!

To strengthen the base of support for America's worthwhile nonprofit agencies and organizations, from school PTAs to multi-million dollar national and international agencies.

Call me at (505) 899-1520 or E-mail me at to discuss your agency's specific needs.