- Know exactly what you want. Be sure to include dollars and dates.
- Prepare the conversation. Even if you have to do it in front of a mirror!
- Deliver with confidence. If you don’t believe in it, how do you expect them to?
- Clarify the results. Make sure you heard exactly what they believe they told you.
- Plan your next move. Don’t stop there – think about the renewal and add-ons!
When asking, be sure to communicate the value, always use “we” instead of I (aren’t you representing something bigger than yourself?) and if you end up with a “no?” It may not mean “no” forever; perhaps it meant no, not now. Revisit!
Laura Fredricks is on the Executive Committee of the Association of Fundraising Professionals NYC Chapter. She is also scheduled as the featured speaker for the NYSAE Executive Women in Nonprofits SIG scheduled for Friday, May 15th. For more information on Laura Fredricks, you can visit her website at www.expertontheask.com.
Holly Koenig, Vice President, Kellen Company and NYSAE Board Member