CoChair Kickoff

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Co-Chair Kickoff
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Fundraising is the gentle art of teaching the joy
of giving.
-
Hank Rosso
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Overview

• Why People Give
• Developing Your Pitch
• Making the Ask

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Why People Give

• Why did you decide to become a co-chair?

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Why People Give

• Enlightened Self-Interest
• Good Business
• BECAUSE YOU ASK

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Developing Your Pitch

• Know Your Prospect
• Know Your NPO
• Know Your Event
• Know What You Want

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Developing Your Pitch

• Pull it all together ---
• NPO mission/program focus what do you do and
  why is it interesting? (use SOUND BITE tool)
• Why is your NPO specifically compelling to your
  prospect? (use SOUND BITE tool)
• Why should they give what you are asking for?
• What will the prospect receive?
• SOUND BITE

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Developing Your Pitch
Your Pitch should be DIRECT and STRONG

• STRONG Argument
• You will enable of kids to. OR
• You will get (marketing, tickets, etc)
• Funders want to know specifically how their
  will help
• WEAK Argument
• Give to (NPO) and other people will benefit
• Use vocabulary or jargon (financial, legal, etc.)
  with which your prospect will identify

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Making the Ask

• Opening
• The opening should make the prospect feel
  comfortable and excited about meeting with you.
  Create rapport.
• Invite questions elicit interest!

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Making the Ask

• Deliver Your Pitch ASK!
• Give your elevator pitch briefly discuss your
  organization and give program highlights
• Demonstrate your need
• Discuss the event opportunity
• Ask for what you want and highlight benefits!
• Be frank about fundraising you must give an
  amount!
• We hope you will consider joining us in
  support of A Celebration to Benefit New York
  Kids, at the Choreographer Level. For your
  generous 10,000 contribution you will receive
  VIP tickets and seating at the event, as well as
  XXXXXXX.

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Making the Ask

• SOMETIMES LESS IS MORE!
• ONCE YOU HAVE ASKED
• Sit back and stop talking.
• Do not speak until they respond.
• Let them ponder. If you talk, you will weaken
  your case.
• Listen.

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Making the Ask

• Close
• Say thank you and inquire about follow up
• Examples
• I really appreciate the time you have given me
  this morning, and Im excited about your
  commitment to X organization. Staff from X will
  follow up with your assistant, Kate, regarding
  the event details.
• I understand that you feel over-committed right
  now, but I appreciate the time you have given me
  this morning. I do hope that well be able to
  work with you sometime soon.

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Tips for Making the Ask

• Be GENUINE
• Be DYNAMIC your presentation will shift and
  change as you learn the prospects interests
• Limit Presentation and Increase Conversation
• Bring Leave Behinds - brochures, marketing
  packets, media impressions, etc. make you look
  professional
• Bring specific event information including a
  pledge form with clear instructions on how to
  make a contribution, event date, etc.

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GOOD LUCK!