The Art of Cultivation How to Encourage the
![The Art of Cultivation How to Encourage the Prospect to Make the Commitment The Art of Cultivation How to Encourage the Prospect to Make the Commitment](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-1.jpg)
![What we will cover • The Decision-Making Process – Making the Case for a What we will cover • The Decision-Making Process – Making the Case for a](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-2.jpg)
![One Absolute The Donor holds all the cards We can only provide the opportunity One Absolute The Donor holds all the cards We can only provide the opportunity](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-3.jpg)
![The 80 -20 Rule Spend 80% of the time - making the case - The 80 -20 Rule Spend 80% of the time - making the case -](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-4.jpg)
![Decision-Making • Grab their Attention – make the case • Cultivate their Interest – Decision-Making • Grab their Attention – make the case • Cultivate their Interest –](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-5.jpg)
![Making the Case • Thought – Provoking • Outcomes in Human Terms • Semantics Making the Case • Thought – Provoking • Outcomes in Human Terms • Semantics](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-6.jpg)
![Making the Case • Move their hearts, the head will follow • Data can Making the Case • Move their hearts, the head will follow • Data can](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-7.jpg)
![Articulating the Case (handout) Core message 4 supporting messages 4 talking points Discussion Articulating the Case (handout) Core message 4 supporting messages 4 talking points Discussion](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-8.jpg)
![Tell the story • Capture attention with an unexpected challenge or question • Create Tell the story • Capture attention with an unexpected challenge or question • Create](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-9.jpg)
![Practice Turn to a neighbor and practice telling the story (the case) After a Practice Turn to a neighbor and practice telling the story (the case) After a](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-10.jpg)
![Cultivation Process • Must be face-to-face • Plan your interactions (handout) • Make your Cultivation Process • Must be face-to-face • Plan your interactions (handout) • Make your](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-11.jpg)
![Cultivation Process • Remember – It’s Donor-centered • Ask Questions • Keep the relationship Cultivation Process • Remember – It’s Donor-centered • Ask Questions • Keep the relationship](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-12.jpg)
![Questions • • • Open-ended – How, what, why? Discovery – new information Attitude Questions • • • Open-ended – How, what, why? Discovery – new information Attitude](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-13.jpg)
![Active Listening • Listening is a Learned Skill • Silence is Golden • Reduce Active Listening • Listening is a Learned Skill • Silence is Golden • Reduce](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-14.jpg)
![Anatomy of the Ask After multiple contacts After building a strong relationship After listening Anatomy of the Ask After multiple contacts After building a strong relationship After listening](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-15.jpg)
![Anatomy of the Ask I – Preliminaries II – Opening/Intro III – Presentation IV Anatomy of the Ask I – Preliminaries II – Opening/Intro III – Presentation IV](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-16.jpg)
![Anatomy of the Ask I – Preliminaries – Building rapport with the prospect II Anatomy of the Ask I – Preliminaries – Building rapport with the prospect II](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-17.jpg)
![Anatomy of the Ask III – Presentation From this point forward should take no Anatomy of the Ask III – Presentation From this point forward should take no](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-18.jpg)
![Anatomy of the Ask III – Presentation Opportunity - “We have established a legacy Anatomy of the Ask III – Presentation Opportunity - “We have established a legacy](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-19.jpg)
![IV – Negotiate the Ask “We thought you would like to consider…” PAUSE! “How IV – Negotiate the Ask “We thought you would like to consider…” PAUSE! “How](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-20.jpg)
![Overcome Objections • NASA – Nurture, Ask, Seek Solutions, Agreement • Feel, Felt, Found Overcome Objections • NASA – Nurture, Ask, Seek Solutions, Agreement • Feel, Felt, Found](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-21.jpg)
![Anatomy of the Ask V. Close Restate the agreement – “I understand you will Anatomy of the Ask V. Close Restate the agreement – “I understand you will](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-22.jpg)
![A Word about Stewardship Three Parts of Stewardship – need all three 1. Acknowledge A Word about Stewardship Three Parts of Stewardship – need all three 1. Acknowledge](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-23.jpg)
![Questions? Jim Gumpert , Senior Director Major & Planned Gifts Boys & Girls Clubs Questions? Jim Gumpert , Senior Director Major & Planned Gifts Boys & Girls Clubs](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-24.jpg)
- Slides: 24
![The Art of Cultivation How to Encourage the Prospect to Make the Commitment The Art of Cultivation How to Encourage the Prospect to Make the Commitment](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-1.jpg)
The Art of Cultivation How to Encourage the Prospect to Make the Commitment
![What we will cover The DecisionMaking Process Making the Case for a What we will cover • The Decision-Making Process – Making the Case for a](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-2.jpg)
What we will cover • The Decision-Making Process – Making the Case for a Legacy • The Cultivation Process - Meaningful Interactions • The Solicitation Process - Anatomy of the Ask
![One Absolute The Donor holds all the cards We can only provide the opportunity One Absolute The Donor holds all the cards We can only provide the opportunity](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-3.jpg)
One Absolute The Donor holds all the cards We can only provide the opportunity to create a meaningful legacy It’s personal - It’s about their needs, interests and values
![The 80 20 Rule Spend 80 of the time making the case The 80 -20 Rule Spend 80% of the time - making the case -](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-4.jpg)
The 80 -20 Rule Spend 80% of the time - making the case - marketing - cultivating Spend 20% of the time - asking - closing - saying thank you
![DecisionMaking Grab their Attention make the case Cultivate their Interest Decision-Making • Grab their Attention – make the case • Cultivate their Interest –](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-5.jpg)
Decision-Making • Grab their Attention – make the case • Cultivate their Interest – strategies • As the stakes of the decision increases it takes more time • Increasingly Emotional – Legacy
![Making the Case Thought Provoking Outcomes in Human Terms Semantics Making the Case • Thought – Provoking • Outcomes in Human Terms • Semantics](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-6.jpg)
Making the Case • Thought – Provoking • Outcomes in Human Terms • Semantics do matter • Multiple and Repetitive
![Making the Case Move their hearts the head will follow Data can Making the Case • Move their hearts, the head will follow • Data can](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-7.jpg)
Making the Case • Move their hearts, the head will follow • Data can support the case, not make it • Tell the story – Message Wheel What is your Case for making a planned giving to your organization?
![Articulating the Case handout Core message 4 supporting messages 4 talking points Discussion Articulating the Case (handout) Core message 4 supporting messages 4 talking points Discussion](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-8.jpg)
Articulating the Case (handout) Core message 4 supporting messages 4 talking points Discussion
![Tell the story Capture attention with an unexpected challenge or question Create Tell the story • Capture attention with an unexpected challenge or question • Create](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-9.jpg)
Tell the story • Capture attention with an unexpected challenge or question • Create emotional experience by narrating the struggle to overcome the challenge or answer the question • Make a compelling call to action
![Practice Turn to a neighbor and practice telling the story the case After a Practice Turn to a neighbor and practice telling the story (the case) After a](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-10.jpg)
Practice Turn to a neighbor and practice telling the story (the case) After a few minutes, change places Discuss
![Cultivation Process Must be facetoface Plan your interactions handout Make your Cultivation Process • Must be face-to-face • Plan your interactions (handout) • Make your](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-11.jpg)
Cultivation Process • Must be face-to-face • Plan your interactions (handout) • Make your interactions meaningful • Patience
![Cultivation Process Remember Its Donorcentered Ask Questions Keep the relationship Cultivation Process • Remember – It’s Donor-centered • Ask Questions • Keep the relationship](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-12.jpg)
Cultivation Process • Remember – It’s Donor-centered • Ask Questions • Keep the relationship moving
![Questions Openended How what why Discovery new information Attitude Questions • • • Open-ended – How, what, why? Discovery – new information Attitude](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-13.jpg)
Questions • • • Open-ended – How, what, why? Discovery – new information Attitude – “How do you feel about…” Confirmation - restate Commitment – “Your gift will… (thank you)
![Active Listening Listening is a Learned Skill Silence is Golden Reduce Active Listening • Listening is a Learned Skill • Silence is Golden • Reduce](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-14.jpg)
Active Listening • Listening is a Learned Skill • Silence is Golden • Reduce distractions, stop thinking
![Anatomy of the Ask After multiple contacts After building a strong relationship After listening Anatomy of the Ask After multiple contacts After building a strong relationship After listening](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-15.jpg)
Anatomy of the Ask After multiple contacts After building a strong relationship After listening to the donor’s needs then It’s time to Ask
![Anatomy of the Ask I Preliminaries II OpeningIntro III Presentation IV Anatomy of the Ask I – Preliminaries II – Opening/Intro III – Presentation IV](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-16.jpg)
Anatomy of the Ask I – Preliminaries II – Opening/Intro III – Presentation IV – Negotiation V – Confirmation/Close
![Anatomy of the Ask I Preliminaries Building rapport with the prospect II Anatomy of the Ask I – Preliminaries – Building rapport with the prospect II](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-17.jpg)
Anatomy of the Ask I – Preliminaries – Building rapport with the prospect II – Opening/Intro – setting the stage “We’re here today to ask you to consider…”
![Anatomy of the Ask III Presentation From this point forward should take no Anatomy of the Ask III – Presentation From this point forward should take no](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-18.jpg)
Anatomy of the Ask III – Presentation From this point forward should take no more than 15 minutes - articulate the case - talk about benefits not features (2 or 3) - present the opportunity - move from general to specific
![Anatomy of the Ask III Presentation Opportunity We have established a legacy Anatomy of the Ask III – Presentation Opportunity - “We have established a legacy](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-19.jpg)
Anatomy of the Ask III – Presentation Opportunity - “We have established a legacy society to provide a way to recognize those special individuals who have made a planned gift. ” From general to specific - “There are various ways to make a planned gift. The most popular is by making a bequest. ”
![IV Negotiate the Ask We thought you would like to consider PAUSE How IV – Negotiate the Ask “We thought you would like to consider…” PAUSE! “How](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-20.jpg)
IV – Negotiate the Ask “We thought you would like to consider…” PAUSE! “How do you feel about creating a legacy? ” or “Are there things you would like to ask? ”
![Overcome Objections NASA Nurture Ask Seek Solutions Agreement Feel Felt Found Overcome Objections • NASA – Nurture, Ask, Seek Solutions, Agreement • Feel, Felt, Found](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-21.jpg)
Overcome Objections • NASA – Nurture, Ask, Seek Solutions, Agreement • Feel, Felt, Found “I feel you are concerned about…” “I’ve felt that way before. ” “I’ve found that if…”
![Anatomy of the Ask V Close Restate the agreement I understand you will Anatomy of the Ask V. Close Restate the agreement – “I understand you will](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-22.jpg)
Anatomy of the Ask V. Close Restate the agreement – “I understand you will be creating your legacy by…” “The gift you have made will…. ” – talk about what it will accomplish. Thank and Follow-up
![A Word about Stewardship Three Parts of Stewardship need all three 1 Acknowledge A Word about Stewardship Three Parts of Stewardship – need all three 1. Acknowledge](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-23.jpg)
A Word about Stewardship Three Parts of Stewardship – need all three 1. Acknowledge 2. Inform 3. Recognize
![Questions Jim Gumpert Senior Director Major Planned Gifts Boys Girls Clubs Questions? Jim Gumpert , Senior Director Major & Planned Gifts Boys & Girls Clubs](https://slidetodoc.com/presentation_image/c46f314a59f023aa15452bc6358c570b/image-24.jpg)
Questions? Jim Gumpert , Senior Director Major & Planned Gifts Boys & Girls Clubs of America jgumpert@bgca. org
Art of cultivation
George gerbner theory
Viral inoculation in embryonated egg
Difference between taungya and shifting cultivation
Vegetable forcing
Cultivation of viruses
Define cultivation theory
Batas pambansa blg. 232 reflection
Shifting cultivation aphg
Intensive rice cultivation
Cost of cultivation scheme
Virus cultivation in embryonated eggs
Snap melon in hindi
Whats shifting cultivation
Scope of protected cultivation
Cultivation theory definition
Problems of ryoti cultivation
Cultivation
Cultivation analysis
Wanderfeldbau definition
Thermoisoplethendiagramm tropen
Extentous
Cultivation analysis
Zabo cultivation definition
Encourage a person