https://bloomerang.co/resources/webinars/ Brian Saber will help you discover your Asking Style, its specific strengths and challenges, and how to apply your Style to be a more comfortable and effective fundraiser.

1. Asking Styles: A
Revolutionary Concept
in the Field
2/9/17
1pm Eastern
The presentation will begin shortly.

2. 3
This presentation is being recorded!
The recording and slides will be emailed to you.
Please chat in any questions for our guest.
We will answer them in the formal Q&A session
at the end of the presentation.
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Before we get started »

3. 3
https://bloomerang.co/demo/video

4. 3
Our guest presenter »
Brian Saber
@BrianSaber
• President, Asking Matters
• 2-time Executive Director
• Ran major and principal gifts
throughout the Midwest for
Brandeis University
• Has has led training programs for
Prevent Child Abuse America, the
Archdiocese of Los Angeles, Social
Venture Partners International,
National Public Radio, Volunteers of
America, the U.S. Olympics Committee

5. Brian Saber | © Copyright 2017
Asking Styles
A Revolutionary Concept
in the Field
Brian Saber | © Copyright 2017
1

6. Brian Saber | © Copyright 2017
president,
asking matters
BrianSaber
presented by
Asking Styles: A Revolutionary Concept in the Field
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7. Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
3

8. asking
styles
Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
4

9. Many ways to ask
Many ways to be effective
Brian Saber | © Copyright 2017
asking styles
Asking Styles: A Revolutionary Concept in the Field
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10. Brian Saber | © Copyright 2017
how do you interact with people?
extrovert = derive energy
from others
introvert =
talk to think
derive energy
from oneself
think to talk
Asking Styles: A Revolutionary Concept in the Field
asking styles
6

11. Brian Saber | © Copyright 2017
how do you take in information?
analytic =
inductive
fact-oriented
intuitive =
data to idea
deductive
idea-oriented
idea to data
Asking Styles: A Revolutionary Concept in the Field
asking styles
7

12. Brian Saber | © Copyright 2017
fact based
goal oriented
strategic
competitive
driven
Asking Styles: A Revolutionary Concept in the Field
asking styles
big picture
high energy
creative
quick
engaging
feelings oriented
attentive
caring
thoughtful
selfless
detailed
thorough
methodical
responsible
observant
8

13. what’s
the goal?
what’s the
opportunity?
what’s
the plan?
what’s moves
my heart?
Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
asking styles
9

14. Brian Saber | © Copyright 2017
available online at
www.askingmatters.com
…or on your smartphone
asking styles
Asking Styles: A Revolutionary Concept in the Field
10

15. Brian Saber | © Copyright 2017
not more effective
not less effective
just different
Asking Styles: A Revolutionary Concept in the Field
asking styles
11

16. five steps
of the ask
Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
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17. Brian Saber | © Copyright 2017
using your asking style
Asking Styles: A Revolutionary Concept in the Field
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18. Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
14

19. Brian Saber | © Copyright 2017
family foundations
friends
should-be-seen’s
likely to say “yes”
board members
organization friends
top dollar
business contacts
new prospects
friends
acquaintances
new prospects
five steps of the ask
other analytics other intuitives
other analytics other intuitives
Asking Styles: A Revolutionary Concept in the Field
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20. Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
16

21. making
your case
Brian Saber | © Copyright 2017
five steps of the ask
Asking Styles: A Revolutionary Concept in the Field
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22. Brian Saber | © Copyright 2017
a compelling set of ideas
crafted into a story
that moves the teller
and the listener
a compelling set of ideas
crafted into a story
that moves the teller
and the listener
a compelling set of ideas
crafted into a story
that moves the teller
and the listener
five steps of the ask
a compelling set of ideas
crafted into a story
that moves the teller
and the listener
Asking Styles: A Revolutionary Concept in the Field
18

23. Brian Saber | © Copyright 2017
what’s
the goal?
what’s the
opportunity?
what’s
the plan?
what moves
my heart?
five steps of the ask
Asking Styles: A Revolutionary Concept in the Field
19

24. Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
facts & figures
outcomes & goals
strategies
big picture
vision
possibilities
methods
systems
plans
mission
participant stories
your own stories
goal stories opportunity stories
plan stories heart stories
20

25. staff & volunteer
program and fundraising staff
two fundraising staff
two volunteers
partnering
Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
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26. Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
22

27. Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
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28. Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
communication
five steps of the ask
24

29. Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
very strategic
phone or email
follow-up email/note
spur of the moment
most likely phone
follow-up email/note
more formal/detailed
letter or email
follow-up call
letter or email
follow-up call to letter
early in day or week
five steps of the ask
25

30. Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
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31. Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
SETTLE
CONFIRM
EXPLORE
CONFIRM
EXPLORE
ASK
©AndreaKihlstedt
five steps of the ask
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32. Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
Would you consider a gift of
$________ for our _______________ ?
five steps of the ask
28

33. Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
five steps of the ask
29

34. Brian Saber | © Copyright 2017
challenging
want to use all the
convincing facts
hardest
tendency to go on
won’t like the silence
easiest
glad to sit back
and observe
easier
glad to have it over
might go on due
to anxiety
five steps of the ask
Asking Styles: A Revolutionary Concept in the Field
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35. Brian Saber | © Copyright 2017
five steps of the ask
Asking Styles: A Revolutionary Concept in the Field
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36. Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
tie down details
report progress
further strategy
big gesture
personal thanks
ongoing engagement
detailed written
confirmation
precise follow up
solid reporting
make donors feel
appreciated
hand-written notes
quick to move on
to next “sale”
rush through without
enough thought
can be too methodical
focus too much on all
donors
five steps of the ask
32

37. Brian Saber | © Copyright 2017
questions?
Asking Styles: A Revolutionary Concept in the Field
Brian Saber | © Copyright 2017
33

38. Brian Saber | © Copyright 2017
Asking Styles: A Revolutionary Concept in the Field
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39. Brian Saber | © Copyright 2017
How to Determine
Your Unique Asking Style
35

40. Questions?

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42. Our next free webinar »
Women and Giving
Thursday, Feb. 23, 2017 – 1:00pm Eastern
Judith Smith, CFRE
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