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Purposeful + Powerful Relationship Building Passionate Philanthropic Partners. Minnesota Planned Giving Council Prepared by Michelle Janssen, CFRE November 2, 2010. Will I learn anything that can be really helpful? Can I rely on what is taught? Why change, as I am already successful?.

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Presentation Transcript
slide1

Purposeful

+ Powerful Relationship Building

Passionate Philanthropic Partners

Minnesota Planned Giving Council

Prepared by Michelle Janssen, CFRENovember 2, 2010

some questions as we start
Will I learn anything that can be really helpful?

Can I rely on what is taught?

Why change, as I am already successful?

Some Questions As We Start
some questions as we start1
Will I learn anything that can be really helpful?

Relational skills over technical

Hands-on over conceptual

Some Questions As We Start
some questions as we start2
Can I rely on what is taught?

Wilson Learning

Research-based

Proven by experience

Some Questions As We Start
the context today in fund raising
More Professionals

Less reliant on volunteers

Greater degree of science based approach

Wealth screening

Business intelligence and analytics

Donors increasingly sophisticated and savvy about philanthropy

The Context Today in Fund Raising
the context today in fund raising1
What has remained constant

Individuals give the bulk of the charitable dollars given away in this country and…

The Context Today in Fund Raising
  • “Every cause needs people more than money. For when the people are with you and are giving your case their attention, interest, confidence, advocacy and service, financial support should just about take care of itself.”
  • Harold J. Seymour-Designs for Fund Raising
relating 101
Relating 101

Two Useful Techniques Called “Purpose-Process-Payoff” and “Ben Duffy”

used with permission from Wilson Learning Corporation

relating 1011
Why don’t fundraisers successfully get appointments and close more gifts?

No trust

No need

No help

No satisfaction

Relating 101
establishing trust
Key ingredients in connecting with new prospects

“Secret Sauce” in establishing all kinds of new business relationships

Establishing Trust
relating 1012
Ingredients for establishing trust

Propriety

Competence

Commonality

Intent

Relating 101
purpose process payoff
Purpose: Why are we meeting?

Process: How will we meet?

Payoff: What is the benefit for me and you?

Purpose-Process-Payoff
purpose process payoff1
Reduces relationship tension

Raises task tension

Builds credibility

Demonstrates empathy

Purpose-Process-Payoff
purpose process payoff2
Purpose:

Introduce myself as a representative of Valparaiso University

Get to know you

Provide an update on the strategic planning process at Valpo

Thank you for your past support

Discuss your involvement in furthering Valpo’s mission

Purpose-Process-Payoff
purpose process payoff3
Process:

Our meeting will take approximately 45 minutes today.

Purpose-Process-Payoff
purpose process payoff4
Payoff:

You will be more fully informed; know that your current support is appreciated; and learn how you can help further the goals and direction of the university.

I will get to know you; I will more fully understand your interests related to the work of the university and thus will be more equipped to respond.

Purpose-Process-Payoff
useful technique called ben duffy
Useful Technique Called “ben Duffy”

used with permission from Wilson Learning Corporation

ben duffy process
Think about the other person’s concerns, issues and question.

List them in question form.

Develop written responses.

Ben Duffy Process
sample ben duffy questions
Who are you?

Will I like you and will you like me?

Can I trust you?

Are you competent to help me?

What do you want from me and will I like it?

Will you listen to me and understand me?

Sample Ben Duffy Questions
ben duffy clusters
Ben Duffy Clusters

Personal

Process

Institutional

ben duffy personal questions
Who are you?

Will I like you and will you like me?

Can I trust you?

Are you competent to help me?

Will you listen to me and understand me?

What is in it for you?

Ben Duffy Personal Questions
ben duffy process questions
What do you want from me and will I like it?

Can I do what you ask or will I have to say no?

Why now? Why so much?

Are there other expectations of me? How long will this take?

How will we spend the time together?

Will I like it or will it hurt?

What is in it for me?

Ben Duffy Process Questions
ben duffy institutional questions
What is your mission and do I care?

Why support you and not another institution?

Will I like and trust the leadership?

What is your vision? What is your plan?

Will my gift and time be wisely and beneficially used?

Ben Duffy Institutional Questions