Strategic Questions and Listening
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This document discusses strategic questions and active listening in fundraising. It emphasizes beginning conversations with donors by understanding their motivations and addressing obstacles. Development officers should ask open-ended questions to uncover donors' interests, values, and vision for how their donation could help. Probing questions and active listening are important to fully understand a donor's intent. Ending visits by agreeing to next steps keeps engagement progressing. Strategic questioning and relationship building are key to securing major gifts.
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Strategic Questions and Listening
- 1. Strategic油Questions油and油Listening油 g g For油Intent
- 2. Lets油Start油with油Where油We油Want油to油 End油 a油JOYFUL油YES油PLUS d (c) The Osborne Group, Inc. 2
- 3. The油Tarnside油Curve油of油Involvement High Taking Personal Responsibility p y Ownership Giving Commitment Engagement Low Awareness Interest Low INVOLVEMENT High 3
- 4. Securing油 Yeses Securing Yeses Your油Institution Y I tit ti Vision油and油Leadership Vision and Leadership Philanthropy Timing g Purpose油 and油Impact and Impact (c) The Osborne Group, Inc. 4
- 5. The油Donor油Cycle The Donor Cycle Acquiring Identifying the Critical donors Few Learning about them; telling your Providing story stewardship and accountability Developing a relationship Documenting & Saying thank you Engaging and i d Asking and closing Involving Preparing to ask (c) The Osborne Group, Inc. 5
- 6. What油Do油We油Want油to油Know? What油Do油We油Want油to油Achieve? h h KNOW ACHIEVE (c) The Osborne Group, Inc. 6
- 7. More油Reasons油to油Ask油Questions More Reasons to Ask Questions Selling油versus油enrolling Who油remembers油 what? Uncovering油strategic油 information! (c) The Osborne Group, Inc. 7
- 8. Financial油Advisors油See油Philanthropy As油a油Relationship油Builder*油*9.09.09 l h ld * Philanthropy is a Philanthropy油is油a油 strategic油way油for油clients油 to油油influence油the油world油 they油and油their油children油 will油live油in. Guiding your clients to take a more strategic and focused approach to givingcan strengthen your client relationships giving can and open a richer dialogue aimed at building a deeper understanding of their goals and values.
- 9. 1. Define油your油vision油and油 y mission Advice to 2. Understand油the油right油 Financial amount油to油give Planners from 3. Get油the油story油behind油 Forbes the油numbers油 the numbers 4. Use油philanthropy油as油a油 y way油to油educate油and油 communicate 5. Leave油room油for油change
- 10. Types油of油Questions Neil油Rackham Types of Questions*油*Neil Rackham Open油ended油and油closed Open ended and closed New油Information Clarification Cl ifi ti Confirmation Attitude油and油Values Implication Commitment (c) The Osborne Group, Inc. 10
- 11. The油Importance油of油PROBING,油 Unpacking! k Listen油carefully i f ll Ask油a油followup油question Go油deeper油until油you油understand油INTENT (c) The Osborne Group, Inc. 11
- 12. Messages油that油Stick* g *Chip油and油Dan油Heath (c) The Osborne Group, Inc. 12
- 13. Messages油that油Stick* g *Made油to油Stick,油by油Chip油Heath油&油Dan油Heath Simple Emotional Unexpected Stories Concrete Credible (C) The Osborne Group, Inc. 13
- 14. Listening油Preferences Listening油Preferences* *Listen油Up油by油Kitty油Watkins油and油Larry油Baker People油oriented Action油oriented Content油oriented Time油oriented Time oriented Multiple油preferences Know Your Style, Figure Out His or Hers And FLEX! (c) The Osborne Group, Inc. 14
- 15. Reading油Body油Language Reading Body Language (c) The Osborne Group, Inc. 15
- 16. Active油Listening:油Three油Kinds油of油Feedback油 You油Give油and油Receive i d i Verbal messages Verbal油messages To acknowledge the To油acknowledge油the油 Voice油inflections speakers油message油 Non verbal behaviors Non油verbal油behaviors y g you油give油feedback You油hear油and/or油 observe油the油feedback油 you油are油given油by油the油 speaker (c) The Osborne Group, Inc. 16
- 17. Elements油of油Good Elements of Good Feedback Based on observed behavior or actions Based油on油observed油behavior油or油actions What油the油individual油did油or油said,油not油what油you油thought油they油 meant Specific Cites油an油actual油concrete油activity油or油statement Balanced Confirms油what油the油person油said,油believes油or油did And油motivates油the油person油to油take油another油action油or油 consider油a油new油idea
- 18. End油Every油Visit油with油a油Yes油to油a油Next油 Strategic油Step油(Move) i ( ) (c) The Osborne Group, Inc. 18
- 19. Discovery油Visit油Planning Discovery Visit Planning (C) The Osborne Group, Inc. 19
- 20. Advancing油the油Relationship油 Visit油Planning l (c) The Osborne Group, Inc. 20
- 21. Approach油Matters Approach Matters (c) The Osborne Group, Inc. 21
- 22. Defining油a油Move油 or油Strategic油Donor油Initiative Increases explicit motivation explicit油motivation Decreases explicit油obstacles Engages decision makers decision油makers Answers The油Rights Increases readiness油to油give油a油joyful油major油gift油 I di t i j f l j ift for油an油institutional油priority油at油an油amount油close油 to油or油the油same油as油what油you油hope油for to or the same as what you hope for (c) The Osborne Group, Inc. 22
- 23. Moves油are油Measurable Moves are Measurable You油have油clear油objectives油and油can油measure油 h l bj i d results (C) The Osborne Group, Inc. 23
- 24. Readiness,油Asking油and油Closing油 Questions (c) The Osborne Group, Inc. 24
- 25. Need Help With the Take Off? Want油to油learn油more?油油油油油油油油油油油油油油油油油油油油油油油油油 Email油us!油油 E il ! Mail@theosbornegroup.com The油Osborne油Group油is油a油full油 service油management,油consulting油 service management consulting and油training油firm油 This presentation is the copyrighted property of The Osborne Group, Inc. (TOG) It cannot be used, copied, sold or given away without written permission from TOG. 25