Marcy’s Major Gifts Makeover
What Are You
Taking On Your
Major Gifts
Calls?
©The Artful Asker 2013 Marcy Heim
THE ARTFUL ASKER
Marcy Heim, CFRE, is an author, speaker and
coach for those transforming the world through
philanthropy. Her direct and entertaining style
reflects over twenty years of in-the-trenches,
major gift fundraising and management
success where she and her team raised
millions by creating the genuine relationships
she promotes in her popular sessions.
Marcy Heim, CFRE
Founder & Principal
"Empowering Development Ambassadors” is
Marcy’s book on major gift relationship-building
and the role of both methods and mindset in
success.
©The Artful Asker 2013 Marcy Heim
Before we begin…..
1. Do you want to feel like you are the best
thing happening in the lives of your
prospective givers?
2. Do you want to know just what to say
when you speak a major gift ask?
3. Do you want to walk out the door
happier?
©The Artful Asker 2013 Marcy Heim
What Are You Taking Along on
Your Major Gift Calls?
1. A RAP that fits the Cycle
2. A Thoughtful and Planned
Ask (or an “ask” for the
relationship to continue)
3. An Abundant Mindset
©The Artful Asker 2013 Marcy Heim
What Are You Taking Along on
Your Major Gift Calls?
1. A RAP that fits the Cycle
2. A Thoughtful and Planned
Ask (or an “ask” for the
relationship to continue)
3. An Abundant Mindset
©The Artful Asker 2013 Marcy Heim
WRITE THIS DOWN!
Philanthropy is the Mystical
Mingling of a joyous giver,
an artful asker, and a
grateful recipient.
Douglas M. Lawson (1936)
©The Artful Asker 2013 Marcy Heim
The Artful Asker Cycle of
Successful Relationships©
Begin the
Conversation
Creating the
Joyful Giver
Engagement
Additional
Interest
Consider
Shared
Values &
Interests
A Donor Story
Making the
Artful Ask
Show
Creativity
Invoking the
Grateful Recipient
Used with permission from
Don Gray /Douglas Lawson
yes
acknowledge
NO
©2010 The Artful Asker LLC, www.MarcyHeim.com
[email protected] cell: 608-772-6777
Let’s Get The Money!
hit up
put the arm on …
The bottom line
loaded
milk
… should give
… ought to give
… owes us
Contacts per
month
get into his/her
pockets
pick the low
hanging fruit
What about?
•Prospect
•Suspect
•Follow up
•Strategy
•Move you
•Pitch
•Close
•Qualify
©The Artful Asker 2013 Marcy Heim
Dream
Make a difference
Gift
Consider
Impact/Hope
Meaningful
Exciting/Passion
Sustaining/Enduring
Possibilities/Imagine
What to you think?
Opportunity to invest
Thank you/Gratitude
Why are the words we use so important?
Our words define who we are to others,
how we feel about ourselves and how
we choose to be seen by the world.
©The Artful Asker 2013 Marcy Heim
BUT…It’s more than
just the words you
use… you need to
really mean them.
Marcy Heim
©The Artful Asker 2013 Marcy Heim