RSS of Asking

Unless you're a naturally born salesperson, of which I believe there are few, sales are hard.  Really hard. Even those who've put in year in the business may admit to having tripped over their own words or not crafted the messages they'd imagined.  Living with someone who works partly in sales, I see the parallels between the my job in fundraising and the sales aspect of my partners. I have had my fair share of "sales failures" as well as successes in fundraising and have seen each as a learning experience.  Fortunately, I also have had several professional development opportunities to help me learn to craft messages. Most clearly, a former professor telling me to be specific - what did I want and what did I need? 

Recently, I was reminded on this while listening to a colleague's call. They felt a product needed rebranding and remarketing but couldn't (had not) identify beyond that what their needs were. They'd gotten a national advertising agency on the phone to ask for support but when the company wanted to drill down exactly what they wanted, they were unable to come up with an answer.  As I thought about how the call could've gone better, I came up with a few strategies. 

The timing of this post coincides also with recent conversations I've been having with a Hoboken Shelter pal about exploring options to do more Corps and Foundation Fundraising. While the Shelter is grassroots; that's no reason to go to a meeting unprepared. Speaking with another acquaintance, who works at a foundation, she said nothing was more appealing than a nonprofit coming in with a business plan, and that an organization that uses a PowerPoint made a big impact on her decision. My pal and I were glad that our initial thoughts about giving the agency a strong business model, branding our materials and having rich visuals like a PowerPoint, video and strong website were on target. So because I've been thinking about the "ask" and strategy...I developed my RSS of making the ask.

Now what do I mean by RSS of asking...

Research- Research the heck outta your potential ask.  What kind of projects are they supporting? Who do they do business with? Is it any of your supporters?  During the meeting I might ask them about what they are looking for in a partner or what do they know about my organization?  But you should know all about them but let them tell you about themselves.

Strategy - Before the meeting, determine who should say what.  Be prepared for all different types of questions and have materials with you that you may need.

Specify - Know what you are asking for and what you need.  Are you asking a bank to back your financial literacy program, say so! And know how much you need.  Are you asking a graphic designer to design your invite for your gala, say so! Be specific. And know what benefits it will have for your partner.  Will the financial literacy program feature options to be recognized on the website, news and other venues? Will the graphic designer be able to put their logo on the back of the invite and get recognized at the event?  Know what's important to your partner and be specific on your ask.  Bouncing around will likely lead to a no.

Am I perfect at all these things - no!  But I've certainly come along way from my initial meetings and that class in 2005. Recognizing what you need to do and analyzing your past performances is the best way to improve all future yes's.