If Your Purpose is to Ask for Money, Ask for Money!

Sheri and I are traveling in Arizona at the moment to try and gain some warmer weather.  Bend, Oregon has seen a tough, cold winter.  We’re staying at a Condo Resort, and went to a presentation where the purpose was to sell us a ‘partnership’ in the company.

We went in knowing we wouldn’t purchase anything, since we have what we need for our travels and vacations . . . or so we thought.

The first salesman, John, spent an hour touring us around the resort, showing us what we could be partners in. Very impressive.  Then he showed us the computer system for booking vacation weeks.  Very impressive.  Then we sat down to talk about our needs and what they could offer us.  Very informative and friendly.  No pressure.

At this point one and a half hours into the total presentation we were starting to anticipate John’s sharing of the bottom line and the ‘ASK.’  But instead of getting to the point of what we were expecting, he kept circling around the subject.  He even shared some of the information again he had already given us.

We were getting impatient.  Finally we asked him, “What does this partnership cost?”

Of course it was way beyond our ability to purchase, and we didn’t need it anyway.  But as I left, I said to Sheri, “John was very nervous about asking us to partner with his company.”

Do you get nervous when it comes time for the ask?  Then here’s several thoughts for you from us as the client, or in your case, the potential donor . . .

1. When the appointment is set up, if set up right, the potential donor knows the purpose — you will ask them for money.  So when you sit down with them to present, they EXPECT an ASK!  Don’t disappoint them.

2.  If your potential donor says ‘YES’ to an appointment, they have some amount of money in mind to give you.  It’s highly unlikely they will give you an appointment only to say ‘no.’  So have a positive mindset when you go in.  Your ‘ASK’ is the point where they lay their cards on the table and tell you what they are thinking.

3.  It’s your responsibility to have a clear and concise presentation prior to the ASK.  And know it well!  One thought I had about John after leaving his presentation is that he hadn’t practiced his ‘closing ask’ portion of his presentation enough.  Don’t ever let your potential donor do the ‘ASK’ you should be doing!

4.  If your potential donor does say ‘NO,’ don’t be intimidated and close down.  Take it in stride, and move into the mode of giving them an option to their ‘NO.’  In John’s case, our first ‘no’ caused John to lower the price.  Our second ‘no’ lowered the price even more.  Our third ‘no’ brought in a colleague of John’s to make another offer.  (I’ll share about him in the next post.)

So hang in there.  Be confident in the Lord.  If He’s called you to this ministry, and your job is to partner with him in raising the funds for it, He’ll empower you to do it!  BE BOLD!

Get up, for it is your duty to tell us how to proceed in setting things straight. (Your Job Description) We are behind you, so be strong and take action.” (Your new Donor’s Job Description)  — Ezra 10:4

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