relationship building: the essence of personal fundraising rich brown adjunct professor, new york...
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Relationship Building:The Essence of Personal
FundraisingRich Brown
Adjunct Professor, New York University
President, RB Consulting
Objectives
1. Know how to think about relationship building
2. Be able to build your personal brand
3. Understand the Relationship Pyramid
4. Know the six ways to make people like you
5. Be able to implement the four phases of building relationships
6. Know how to deliver the joy of philanthropy
Attributes
Who You Are
Skills
What You Can Do
Building Relationships is more about attributes than skills….but you need both
Attributes Personable Professional Honest Confident / Poised Trustworthy Polite Empathy Maturity Reliability Consistency Responsibility / Accountability
Skills Conversation Strategy Planning Communication Listening Problem-solving Motivate others Subject Matter Knowledge
Develop Your Attributes
Personable Professional Honest Confidence / Poise Trustworthy Polite Empathy Maturity Reliability Consistency Responsibility / Accountability
Look deep inside to find what drives you, what animates you, your values and principles, what makes you unique
True personal connection
Involvement
Interest
Introduction
Relia
bilit
y
Cons
iste
ncy
Tru
st
Affec
tion
Esteem Com
petence Comm
unication
Likeability
3. Be able to implement the Relationship Pyramid
Be interested
in the other person
A smile is worth a million dollars
A person’s name is the
sweetest sound
Encourage others to talk about themselves
Be a good
listener
Make the other
person feel important
4. Know the Six Ways to Make People Like You
Starting the
Relationship
Deepening the
Relationship
Translating the
Relationship into Gifts
Sustaining the
Relationship
5. Be Able to Implement the Four Phases of Building Relationships
Starting the
Relationship
Deepening the
Relationship
Translating the
Relationship into Gifts
Sustaining the
Relationship
Be crystal clear on your objectives, audience, substance, time constraints
“Begin with the end in mind.” Stephen Covey
PREPARATION:
KNOW AS MUCH AS YOU CAN ABOUT THE OTHER PARTY
What is the person’s professional background?
Where did he or she go to school? Where does he or she live? Are there any current events affecting the
person’s industry or company? Does the person serve on other boards? Can you discover any hobbies? What is the gift history to your organization?
PREPARATION: BE PREPARED TO DISCUSS QUESTIONS ABOUT YOUR
ORGANIZATION
What is the organization’s history ? How big is your organization ? How is it structured ? What are the main sources of revenue ? What are the main expense lines ? What is your efficiency ? What are your programs ? Who comprises your leadership ? What is your vision for the next five years ? What is your organization’s place in the non-profit
sector
Visualize the Meeting
Imagine the greetingKnow your ice breakersKnow your questionsKnow your segueRehearse your main pointsKnow your wrap-up
THE GREETING MAKE AN EMOTIONAL CONNECTION
Look the other person in the eye Lean forward Firm handshake Smile “How nice it is to meet you.”
Breaking the Ice
How long have you lived in Baltimore?
This building looks brand new….
Did you have any trouble finding the (meeting place)?
How did you get interested in our organization?
Tell me about your business / professional life
1. Talk about their kids, not yours
2. Never give short answers
3. Never correct the other person
4. No matter how tired you are, never let it show....make each person feel like they are your only meeting of the day
5. Observe the other person’s body language / be conscious of yours
6. Measure your opinions, but show you know something
7. If speaking to more than one person, look at everyone
8. Speak at a moderate pace
9. Ask open-ended questions / elicit dialogue
10. Don’t be afraid to talk politics, but keep strong opinions to yourself
11. Smile; display enthusiasm; show life!
12. Know your industry
13. Speak in positive terms
The Fine Art of Conversation 25 tips n a flash
14. Be financially literate
15. Eliminate jargon
16. Spare them from talking excessively about yourself ...
17. ... On the other hand reveal some things about yourself
18. Stay focused on the person in front of you, not the person who just walked in
19. “That’s fascinating, tell me more” shows you are interested
20. “I’m sorry, I don’t understand that,” shows you are paying attention
21. Taking out the notepad is okay, but don’t overdue it
22. Be ready to discuss current events intelligently
23. Now and then, it’s okay to show off that you read Dosteyevsky
24. Refer to something you know interests the other person
25. Remember why you are meeting in the first place
The Fine Art of Conversation 25 tips n a flash
Starting the
Relationship
Deepening the
Relationship
Translating the
Relationship into Gifts
Sustaining the
Relationship
Deepening a Relationship Give a tour Meet at his/her home or office Pick up the phone Write a note Provide meaningful volunteer
opportunities Invite to events Get to know family Meetings with CEO or board chair Accept invitations Face up to difficult conversations
Starting the
Relationship
Deepening the
Relationship
Translating the
Relationship into Gifts
Sustaining the
Relationship
Prospect’s interests
Identify gift opportunities
Meetings with key people
The Ask
Jan Feb Mar Apr May June Jul Aug Sep Oct Nov Dec
The Major Gift Process
Starting the
Relationship
Deepening the
Relationship
Translating the
Relationship into Gifts
Sustaining the
Relationship
Sustaining a Relationship
Have Systems in Place Develop Good Habits
Quarterly Update Send newsworthy stories Set-up a tickler system Personalized attention Make at least one touch every day with
someone Quadrant II
Objectives
1. Know how to think about relationship building
2. Be able to build your personal brand
3. Understand the Relationship Pyramid
4. Know the six ways to make people like you
5. Be able to implement the four phases of building relationships
6. Know how to deliver the joy of philanthropy