Marc A. Pitman's Blog, page 35

Ask Without Fear!® now in Chinese

We are thrilled to announce that Ask Without Fear!® is now available in Chinese!

Thanks to the tranlators at Shantz Language Services, people raising support in China and in Chinese speaking populations around the world will be able to read Ask Without Fear! in Simplified Mandarin.

This Chinese translation of Ask Without Fear! joins the growing family of translations that now included Dutch, Polish, and Spanish.

To get your own copy of the Chinese edition of Ask Without Fear!, go to: http://yuedu.baidu.com/ebook/bfeb4b4a2f60ddccdb38a026

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The power of thanking and #npstoryconf

Even though I'm currently doing fundraising trainings in Europe, I'm still basking in the glow of the Nonprofit Storytelling Conference in Seattle.

An amazing experience

I've probably been to hundreds of conferences. But this one was like no other. A couple hundred people came together to shape their nonprofit's stories. Some were "communications" people; others were "fundraising" people; and a fair number were CEO's and board members. And there were a wide range of organizations represented too! The ones that come to mind include animal welfare, land conservation, higher ed, schools, arts organizations, human services, public school foundations.

And did I mention people came from as far as New Zealand and France?

For two solid days, we heard from speakers like Tom Ahern, Jeff Brooks, Vanessa Chase, Shanon Doolittle, Peter Drury, Andrew Means, Susan Howlett, Ian Adair, Erica Mills, and Chris Davenport. (I was honored to be the emcee for the entire event.)

But something magic happened. This disparate set of individuals became a group. Some are even saying a "family." We shared meals together and strategized how to fund our organizations. We shared what is working in connecting donors to our causes.

It was such an experience, that a Facebook group was set up right after the conference for the "Class of 2014." Members are changing their titles and sharing their completely rewritten year-end appeals!

Thanking donors

For me, one of the most powerful takeaways from the conference was the power of thanking. The speakers mentioned how thanking donors has been proven to increase donor retention. One study even shows that even one extra thank you can increase donor revenue by 40%! Throughout the event, speakers and participants were thanking each other. Not because they had to. Simply because the gratitude in the room was so palpable.

And then I got a thank you note (shown above) from one key members of the conference, Beth Ann Locke. She'd corralled the speakers, created the #npstoryconf hashtag, and kept panels scheduled. I knew she was writing a bunch of notes, but she took 4 lines and made them so meaningful I've put the note on my desk!

Since I was in Seattle, I got together with Chris Davenport and recorded a Movie Mondays of how you can unlock Beth's brilliance to help your board get engaged in fundraising. Check it out at: http://moviemondays.com/board-thanks/.

Thank someone today

So, still basking in the glow of the Nonprofit Storytelling Conference, I encourage you to thank some donors today. 'Tis the season here in the USA. But thanking is a human experience, not just an American one.

And if you want to experience some of the magic, the Nonprofit Storytelling Conference videos are still available at: http://nonprofitstorytellingconference.com/video-option/

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Is your nonprofit fundraising ask like Al Roker’s #Rokerthon?

Legendary weatherman Al Roker is attempting to set a Guinness record for the longest weather broadcast with a 34-hour weather report.

34 hours!

For every hour of reporting, he gets a 5-minute break. You can watch the #Rokerthon live here.

Does your donor feel like you're subjecting her to your version of a #Rokerthon

Al is using this stunt to, in part, help raise money for the USO. And he'll raise money. But you won't.

When you're doing major gift asks, you need to stop talking!

In Ask Without Fear!, I mentioned how frustrating people were when they "watched" me do an ask. They wanted the words for the pitch. But I listened to the donor, asked her about herself, and made connections. The ask flowed from that.

Al Roker can raise money by talking a blue streak, but the rest of us can't.

A "wall of words"

I love how fundraising guru Andrea Kihlstedt called this tendency a "wall of words." She led an amazing seminar for The Nonprofit Academy called the "The Asking Conversation." She parsed out exactly what to say when you aks and when to say it. And all the times you should be listening.

She even gives you the questions to ask. (NPA members can watch the entire training in The Nonprofit Academy's Online Vault.)

#Rokerthon or not, get out and ask

Even if all you did was a wall of words, you'd raise more money than if you didn't ask at all.

But chances are your nonprofit doesn't need a Guinness World Record, it needs money to pay the bills. So take the risk and stop talking at donors. Start asking them about themselves. You'll raise more money.

In the meantime, we applaud Al. Thanks for going out on a limb. And using it to raise money for a great organization!

Friday 11/14/2014: Congratulations to Al Roker. He did it! You can watch the last minutes, and the Guinness representative presenting him with the record, at: http://www.today.com/news/al-roker-attempt-world-record-longest-live-weather-report-1D80271588

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Upcoming Fundraising Coach Speaking and Trainings

I am often asked where my next speaking events are. Here are the upcoming trainings and talks for November 2014 into January 2015. In addition to online events, I'll be on all over the USA and in two other countries!

Fundraising Training and Keynotes


ONLINE: Ask Without Fear for Auction Donations Webinar, November 3

I'll be sharing how to apply major gift fundraising strategies to your auctions and special events! Sign up at:

http://www.redappleauctions.com/free-resources/how-to-ask-for-auction-donations-money/


SEATTLE: Nonprofit Storytelling Conference, November 5-7

I'm thrilled to be part of this brand new conference concept. This isn't your regular shuffling from seminar to seminar conference. Instead, a dozen of the country's top fundraising experts will be showing you sequentially how to tell your nonprofit's story. We're intending for every organization to leave with a detailed 12-month plan for fundraising in 2015. See why Tom Ahern is calling the Nonprofit Storytelling Conference the "Making Money Money Conference!" and check out the video "attending" option: http://thenonprofitstorytellingconference.com/video-option/


CAPE COD: Philanthropy Day on Cape Cod, November 12

At this special Philanthropy Day, I'll be giving a keynote about how to best achieve fundraising success in 2015. The keynote is based both on my own work and on my research and interviews with fundraisers from the Cape and the Islands. And I'm just the start of the conference. It normally sells out so see if you can still register: http://capecodphilanthropy.org/philanthropy-day/


THE NETHERLANDS: EA-EAZ training, November 18

This training for the Dutch Evangelical Alliance will combine major gift fundraising with inspirational looks at actual fundraising solicitations in Scripture. If you're in Holland, I'd love to see you there: http://www.ea.nl/page/479/9/ea-eza-netwerk-fondsenwerving-met-o-a-marc-pitman/about#.VFe8vmRdUb2


ROTTERDAM: Nationale Vakdag Fondsenwerving 2014, November 20

I am honored to be presenting my "Ask Without Fear!" training at the 8th annual Fundraising Day in Rotterdam! Although Ask Without Fear! has been translated into Dutch, I'll be presenting in English. You can register for the day at: http://www.fondsenwerving.nl/vakdag/aanmelden/


STOCKHOLM: Creating Donor Evangelists Masterclass, November 21

Fundraising in any country is challenging. And it's never something staff can do alone. So Frivilligorganisationernas Insamlingsråd (FRII) is bringing me into train Swedish NGOs on how to create raving fans for their organizations. I'd love to see you there! Learn more at: http://www.frii.se/activity/masterclass-med-marc-a-pitman-creating-donor-evangelists/


DALLAS: Going Digital, December 4

Here I get to be part of a team helping churches and ministries harness the power of social media. Of course, I'll talk fundraising too! You can register at: http://goingdigitalforhiskingdom.com/


ONLINE: Global Fundraising Summit, January 5-9, 2015

Start the New Year out right with this free multi-day fundraising summit. Not only is it free, you can attend right from your desk. My seminar will be a conversation with Global Fundraising Summit founder Alan Sharpe on the biggest fundraising hassles nonprofit CEOs have with board and development staff. Sign up now at: http://www.thefundraisingsummit.com/.


Want fundraising training in your area?

I love doing these trainings. If you'd like me to speak to your team around these conferences, or if you'd like me to come to you, let me know by filling out this form: https://qc125.infusionsoft.com/app/form/training

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[Guest Post] How to Overcome Objections in Scheduling Your Fundraising Solicitation Meetings

I'm a huge fan of Andrea Kihlstedt. She's a true expert in fundraising - one that makes you feel smarter just by being around her. She's the author of multiple books and the creator of the "asking styles" way of helping people ask in coordination with their hard wiring, not against them. She's also done the best teaching I've found on exactly what to say during the major gift solicitation. (She's giving a webinar on just that over at The Nonprofit Academy next Monday. There's still time to sign up!) But first, you need to get the appointment. She shows you how to do that in this post! You can learn more about Andrea at CapitalCampaignMagic.com and you can reach her @AndreaKihlstedt

How to Overcome Objections in Scheduling Your Fundraising Solicitation Meetings

by Andrea Kihlstedt

To become a great solicitor, you’ve got to get in the door to meet face to face with your prospective donors. In my opinion, that’s the toughest part of the assignment. Because once someone has agreed to meet with you to talk about their gift, they are going to make a gift. It’s that simple!

So rather than just picking up the phone to make your calls, it’s worth spending a bit of time practicing!

The objections people give you over the phone call when you call to schedule a meeting are a small, natural part of the process. They’re quick, knee-jerk resistance to the idea of getting together to talk about something weighty like money and values.

Here are some typical set-up-the-meeting phone call objections.

I’m too busy.

No need to meet, I’ll just send my check.

I already know what I’m going to give.

It’s just a bad time for me.

Can’t we do this over the phone?

You’ve got to want to meet with your donors

These objections aren’t hard to deal with. But here’s an important warning!

If you don’t really want to meet with your donors chances are good you won’t be able to overcome the telephone objections. If somewhere in your psyche, you feel relief that they’re not willing to meet, chances are, you won’t rise to the challenge.

If you talk yourself into being fully committed to getting the meetings, at least 4 out of 5 times, you’ll get beyond the objections and get your meetings set up.

But you’ve got to do some practice first, before you ever pick up the phone.

Practice makes perfect

Here’s what I’ve found works.

Find someone at home or in your office that’ll help you get ready. Schedule 30-45 minutes to work on this.

Start by making a list of the most common phone call objections. Then, ask your partner to be the objector. Sit back to back so you can’t see one another. Ask your objector to pick one of the common objections and make it again and again so you can try out different responses.

Practice many times with each objection until you find responses that are comfortable for you. You’ll feel it when your responses start to work.

Then, when you’re ready to call your donors to schedule meetings, expect them to object. And you’ll be prepared with responses.

It’s not uncommon for someone to resist more than once. Don’t be flummoxed. Just keep gently pushing through.

One more note about scheduling solicitation meetings. Be sure to have your calendar handy. Start by offering dates 2-3 weeks out. If that doesn’t work, then suggest a time in the next two days. You’ll be surprised how often you can find a time that day or the next!

That’s just the beginning!

That’s just the start! To find out how to make an in-person ask that feels easy and conversational and avoids resistance, be sure to join The Nonprofit Academy for my webinar on November 3: "The Asking Conversation: What to say when you ask for money and when to say it."

I look forward to sharing my approach to conversational asking. You’ll find that it works when you are asking for most everything!

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Storytelling is for fundraising NOT for nonprofit marketing!

I'm shocked at how people looking for solid fundraising tactics, simply blow off storytelling. It's as though there is some cosmic organizational chart in the sky that has storytelling is on one side (the "marketing" side) and fundraising is on the other.

Divorcing storytelling from fundraising will reduce your fundraising success!

Even communicating research needs stories

A client recently asked me to create a presentation showing researchers the importance of telling stories. These are really good researchers, so I knew I needed to have my data about storytelling right!

First, I shared the story of a hardcore researcher Michael Mann. A researcher who wanted nothing more than to do great research and let other people figure it out, in 1998 he created the graph on the right as part of an explanation of his research on climate change. This one graph changed his life. Called "the hockey stick graph," this was something people could actually "get." They visually saw what he was talking about.

Immediately he was thrown into the public eye. People wanted to hear about his research, because of the story he was telling. In a recent NPR interview, Mann says that this unwanted public attention caused him to realize how important it was to clearly articulating research. (You can read an article in The Atlantic about this graph here.) When people understood the research he was doing, they actually created change! They started taking action.

Fundraising requires creating change

Fundraising fundamentally requires people taking action. (Marketing just requires people being "aware.") Getting people to take action requires engaging emotions. As Claire Axelrad recently wrote:

A persistent myth holds that there are data people and there are story people. Actually, not so much…science proved [there isn’t a difference] three decades ago.

World famous fundraising writer Tom Ahern talks about that science every where he goes. He even had a graph of research done by Dan Ariely and Paul Slovic at Duke. They set out to study what actually motivated people to give. If you're like me, you'd think statistics and pie charts would convince people to give. Let's appeal to the rational mind. (Or you'll hear that from your boss or your board.)

And we wonder why our nonprofits are going broke1

They discovered that:

Statistics about lives raised an average of $1.14

A story about an identifiable life raised an average of $2.38

A mix of the two only raised an average of $1.43

That's right, a story about what the researchers called an "identifiable life" outperformed both statistics only and statistics mixed with a story!

Stories rule fundraising

In study after study, we find that people make decisions emotionally. Then they rationalize those decisions. That includes making decisions on giving. So if we want to raise money for our nonprofit, we need to excite the emotional side of the brain, not the logical. And in his book Story Proof: The Science Behind the Startling Power of Story Kendall Haven shows that research consistently shows that our brains are wired for narrative. We are hardwired for story.

And stories excite that side of the emotional side of the brain!

Storytelling is for nonprofit fundraising. The bonus? It happens to help nonprofit marketing too.

More on storytelling for fundraising

Tom Ahern and Shanon Doolittle have both done excellent videos on telling stories. Both of these videos show actual examples of visual, creative, and profoundly effective storytelling from nonprofits.

Tom Ahern on learning to speak in stories

Shanon Doolittle on Storytelling at the Gates Foundation

Yes indeed, nonprofit storytelling is for fundraising!

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Quick storytelling tip for nonprofit board members

Being a nonprofit board member can be an exciting adventure. You're part of something bigger than yourself, doing incredible work. But the joy tends to evaporate when you're asked to talk about your nonprofit to your friends.

My coaching clients often ask me questions like: "What do I say?" "Why would they care?" "What if I say the wrong thing?"

In this brief video, I give you an important storytelling tip that will free you up to be the best ambassador your nonprofit has ever had, simply by being yourself!

Want more advice for helping your nonprofit tell amazing stories? Come to next month's Nonprofit Storytelling Conference in Seattle. Better yet, bring a staff member with you!

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Get new donors with Facebook Ads?

Are you confused about Facebook Advertising and how it applies to your nonprofit fundraising? You know that your donors and prospects are on Facebook. Facebook ads are becoming a must in today's pay-to-play Facebook model but where do you start? And how much do you have to spend to be effective? And how can you be sure that you're actually reaching your best prospects?

In this webinar, Andrea Vahl, author of Facebook Marketing for Dummies will cover exactly what you need to know to set up your first successful Facebook campaign without breaking the bank!

In this webinar you will learn:

How to set up a Facebook Ad campaign that gets results

What types of ads work best on Facebook

How to split test your ads so that you know what works for you

When you need to use Facebook Power Editor (and when you don't)

How to set up your Facebook reports with meaningful data

Learn how Facebook ads can help your nonprofit

Your best prospects and new donors are on Facebook. Find out how to reach them. Register for free at: Harness the Power of Facebook Ads for Your Nonprofit

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4 Great Nonprofit Trainings this Month in The Nonprofit Academy!

A few weeks ago, The Nonprofit Academy joined the Fundraising Coach. With over 50 webinars, templates, and tools in the NPA Online Vault, it's already a great resource for affordable, efficient, and effective nonprofit trainings. But members typically get one new online training and one coaching call with me each month too.

October is special for Nonprofit Academy members!

NPA Members are getting FOUR trainings this month! The regular monthly webinar, the monthly Members-only coaching call, AND 2 bonus webinars:

How to deal with rejection (and reframe it) with Andrea Waltz - Wednesday, October

How to harness the power of Facebook ads with Andrea Vahl Wednesday, October 15

The Members-only Coaching call with me (normally hundreds of dollars, NPA members get coaching from me and the others on the call!) - Thursday, October 16

Easy Donor Retention Wins with Roger Craver - Monday, October 27

Pay $47 for one or just $19 for all. The choice is yours!

You can register for some of these webinars for $47 each. But you can become a member for as low as $19/month and get them all! If you're not a member, fix that right now by signing up at: http://thenonprofitacademy.com/!

Besides, as a member, you'll get access to the over 50 webinars and resources in the Nonprofit Academy Online Vault and access to the 24/7 special Members-only online community.

Join now at: http://thenonprofitacademy.com/

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Stop being jealous! Tips on dealing with #ALSicebucketchallenge

Lately, I've been getting a lot of questions about my "view" of the ALS Ice Bucket Challenge.

When I saw it happening, I watched with professional curiosity. I love seeing a nonprofit hit a fundraising campaign out of the park! You'd think that as a guy lost his mom less than a year ago due to ALS, I'd have a more emotional connection. But I didn't. Crowdfunding isn't something that really interests me. Crowdfunding is more of a fad than a sustainable fundraising model.

It wasn't until my teenage son challenged our family that I actually participated. You can see the 15 second video of the four of us doing the #ALSicebucketchallenge here.)

We had fun and raised some money for a cause that we knew rarely had much media or research attention. Win-win all around.

Embarrassed by many nonprofit professionals

But as the groundswell grew, I was embarrassed by the response of so many in our sector. We were like so many crabs. "Crab mentality" is a title given to the experience of watching crabs in a soup pot. One crab reaches the rim, has a chance to get out. But all the other crabs pull that one down and all get cooked.

This jealously is really embarrassing and unprofessional. It was exhibited by:

all the posts and snarky comments putting down the challenge

the side comments of the "we're so much more deserving than they are" variety

the "fact finding" attempts to disassociate the ice bucket challenge from the ALS Association (some were helpful, many seemed intent on putting down the entire movement)

the op-eds telling the ALS Association they needed to spend the money right away

the immense about of nonprofit staff and board time wasted trying to figure out how to copy the ALS ice bucket challenge

This isn't a zero sum game

In nonprofits, we're so used to working with less. With lack. With need. Unfortunately, that can so color our view of the world that we stop celebrating with our sister organizations. We see one organization getting money and we freak out that that means there'll be less for us. That somehow there is a finite pie of money and they're unjustly getting a bigger slice of dessert than we are.

We should be high-fiving the ALS Association on such an amazing windfall. In reality, anything that helps normal people reconnect with generosity helps us all in fundraising! With people in the United States only giving around 2% of their income to charity, we all have room to grow.

When our board members ask us about how we can do that here, we can be just as excited for them and ask what they think would work. Then share with them that it takes board members willing to stand up and be counted. And more importantly, board members willing to challenge their friends!

We're all in this together

My view on the ALS ice bucket challenge? As I see it, we're all in this together. Let's respond with the courtesy we'd expect if we were the recipients of so much giving. (Would we really want others telling us we couldn't invest the money into infrastructure?!)

And let's be adults, rolling up our sleeves knowing that fundraising is a long, disciplined process of being remarkable and inviting others to be remarkable with us.

Believe me, critical negativity and open-hearted positivity both attract. Life is much more enjoyable when you attract positive donors.

What if you looked at this cup and thought that it was neither half full nor half empty? What if you were able to look at it and see that it's always full of something: liquid, ice, or even air?

The resources for accomplishing your mission are out there. And random successes like the ALS Associations should encourage you not grow weary in doing the good work!

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