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This thoroughly revised and updated edition of the best-sellingbook The Ask is filled with suggestions, guidelines, anddown-to-earth advice that will give you the confidence to askanyone for any size gift, for any purpose. Written in winninglanguage, filled with sample dialogues, and offering a wealth oftips and tools, this book addresses common mistakes made whenasking and shows ...
This thoroughly revised and updated edition of the best-sellingbook The Ask is filled with suggestions, guidelines, anddown-to-earth advice that will give you the confidence to askanyone for any size gift, for any purpose. Written in winninglanguage, filled with sample dialogues, and offering a wealth oftips and tools, this book addresses common mistakes made whenasking and shows how to correct each mistake, providing guidanceand direction on how to make a great ask.
Includes information on how to apply asking skills to afundraiser's personal and professional pursuits.
Note: CD-ROM/DVD and other supplementary materials arenot included as part of eBook file.
Part I What Do I Need To Know Before I Ask?
1 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 PerceivablyGet in the Way.
2 Do You Have a Well Thought-Out Plan of What YouWant?
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 Compelling Case.
The Ask Amount and Purpose.
Examples of Specific Asks with Specific Amounts.
Benefits of the Gift.
Benefits of the Business Venture.
The Anticipated Response.
The Close and Follow-up.
Who Speaks and Who Listens.
Three-Step Method Prior to Any Ask.
3 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.
Prioritizing Your Top People.
Asking Friends, Relatives, or Colleagues Does Not Have to BeStressful.
When Should You Ask?
The Readiness Formula.
Having Some but Not All of the Readiness Elements.
Asking for Money in Hard Economic Times.
4 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 Askto 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?
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.
Part II—How Do I Make the Ask?
5 Asking for a Cause—Small and Large CharitableGifts.
Asking for a Small and Significant Charitable Gift.
Asking for a Large and Transformational Charitable Gift.
Troubleshooting Tips to Apply Prior to the Ask.
6 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.
7 Handling the Responses to the Ask.
Preparing for the Response.
Addressing the Person’s Response.
8 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.
9 When the Answer Is “No” and When the Answer Is“Yes”.
A “No” Answer.
A “Yes” Answer.
10 Pulling It All Together.
About the Author.
Posted March 14, 2011
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Posted March 18, 2010
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