The Asking Conversation A workshop with Andrea Kihlstedt.
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Transcript of The Asking Conversation A workshop with Andrea Kihlstedt.
![Page 1: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/1.jpg)
The Asking Conversation
A workshop withAndrea Kihlstedt
![Page 2: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/2.jpg)
© 2012 Asking Matters™. All rights reserved.
Selectprospects
Prepareto meet
Meet Schedulemeeting
Followthrough
1 2 3 4 5
The Asking Process
![Page 3: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/3.jpg)
© 2012 Asking Matters™. All rights reserved.
![Page 4: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/4.jpg)
© 2012 Asking Matters™. All rights reserved.
![Page 5: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/5.jpg)
© 2012 Asking Matters™. All rights reserved.
GET CURIOUS!
![Page 6: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/6.jpg)
© 2012 Asking Matters™. All rights reserved.
Become a Sounding Board
![Page 7: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/7.jpg)
IntentionalConversation
s
![Page 8: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/8.jpg)
SETTLE CONFIRMEX
PLO
RECONFIRM
AS
KEX
PL
OR
E
Asking as an Intentional Conversation
![Page 9: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/9.jpg)
SETTLE CONFIRMEX
PLO
RECONFIRM
AS
KEX
PL
OR
E
Asking as an Intentional Conversation
![Page 10: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/10.jpg)
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
PL
OR
EA
SK
Asking as an Intentional Conversation
![Page 11: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/11.jpg)
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
PL
OR
EA
SK
SETTLESmall talk until
everyone’s attention is fully in the room.
![Page 12: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/12.jpg)
SETTLE CONFIRMEX
PLO
RECONFIRM
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PL
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Shall we get to work?
SETTLESmall talk until
everyone’s attention is fully in the room.
![Page 13: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/13.jpg)
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
PL
OR
EA
SK
CONFIRM1. Purpose of visit2. Amount of time
![Page 14: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/14.jpg)
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
PL
OR
EA
SK
May I ask you some questions?
CONFIRM1. Purpose of visit2. Amount of time
![Page 15: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/15.jpg)
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
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AS
K
EXPLORE intersecting interests between the donor and the organization
![Page 16: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/16.jpg)
SETTLE CONFIRMEX
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RECONFIRM
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AS
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This might interest you.
EXPLORE intersecting interests between the donor and the organization
![Page 17: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/17.jpg)
SETTLE CONFIRMEX
PLO
RECONFIRM
AS
K
EX
PL
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ASKGrows out of donor’s
interests
![Page 18: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/18.jpg)
SETTLE CONFIRMEX
PLO
RECONFIRM
AS
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Would you consider a gift of $______?
ASKGrows out of donor’s
interests
![Page 19: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/19.jpg)
SETTLE CONFIRMEX
PLO
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CONFIRM
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EA
SK
EXPLOREDiscuss the possibility and terms of a
gift.
![Page 20: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/20.jpg)
SETTLE CONFIRMEX
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Let’s summarize and review next steps
EXPLOREDiscuss the possibility and terms of a
gift.
![Page 21: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/21.jpg)
SETTLE CONFIRM
CONFIRM
EX
PL
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EA
SK
EXPL
OR
E
CONFIRMRestate agreement and clarify next
steps.
![Page 22: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/22.jpg)
SETTLE CONFIRMEX
PLO
RECONFIRM
AS
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50/50
90/10
25/75
50/50
90/10
100/0
ROLESSolicitor/Prospective Donor
![Page 23: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/23.jpg)
3-5
min
ute
s
2-3
min
ute
s
SETTLE CONFIRMEX
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RECONFIRM
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15-20
minutes
5-1
0
min
ute
s
15-20 m
inutes
2-3 minute
s
TIMING(Very) Approximate
![Page 24: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/24.jpg)
Long day at the office.
![Page 25: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/25.jpg)
Long day at the office.
![Page 26: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/26.jpg)
Want to go out to dinner?
Try an INTENTIONAL conversation.
![Page 27: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/27.jpg)
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
PL
OR
EA
SK
Asking as an Intentional Conversation
![Page 28: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/28.jpg)
Asking Styles
![Page 29: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/29.jpg)
Many ways to be EFFECTIVE
Many ways toASK
![Page 30: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/30.jpg)
© 2012 Asking Matters™. All rights reserved.
How Do You Interact with People?
Extrovert
Introvert
Talk to think
Think to talk
![Page 31: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/31.jpg)
© 2012 Asking Matters™. All rights reserved.
Extrovert
Introvert
IntuitiveAnalytic
InductiveFact oriented
DeductiveIdea oriented
How Do You Take In Information?
![Page 32: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/32.jpg)
© 2012 Asking Matters™. All rights reserved.
![Page 33: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/33.jpg)
Asking Styles
![Page 34: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/34.jpg)
Fact basedGoal orientedStrategicCompetitiveDriving
RainMaker
![Page 35: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/35.jpg)
Big pictureHigh energyCreativeQuickEngaging
Go-Getter
![Page 36: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/36.jpg)
Feelings orientedReservedAttentiveConflict averseCaring
Kindred Spirit
![Page 37: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/37.jpg)
DetailedThoroughMethodicalResponsibleObservant
Mission Controller
![Page 38: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/38.jpg)
© 2012 Asking Matters™. All rights reserved.
RainmakerFact basedFriendlyGoal orientedStrategicCompetitiveDriving
Kindred SpiritIdea orientedReservedAttentiveObservantConflict averseCaring
Go-GetterBig pictureIdea orientedHigh energyCreativeQuickEngaging
Mission ControllerDetailedMeasuredThoroughMethodicalResponsibleObservant
What’s Your Asking Style?
![Page 39: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/39.jpg)
Asking Styles
What’s the goal?
What moves my heart?
What’s the opportunity?
What might go wrong?
![Page 40: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/40.jpg)
Select Prospects
Prepare
Ask
1
2
3
The Asking Process
![Page 41: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/41.jpg)
Select Prospects Top dollar Friends
Prepare Detailed review Prospect research
Ask Goal oriented Good closer
RAINMAKER
The Asking Process
![Page 42: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/42.jpg)
Select Prospects Friends Few at a time
Prepare Bullet points Practice out loud
Ask Personal stories Help with close
GO-GETTER
The Asking Process
![Page 43: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/43.jpg)
Select Prospects Not friends Likely donors
Prepare Material in advance Gather Stories
Ask Personal stories Help with close
KINDRED SPIRIT
The Asking Process
![Page 44: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/44.jpg)
The Asking Process
Select Prospects Corporate donors Foundation donor
Prepare Detailed review Written plan
Ask Facts and figures Outcomes
MISSION CONTROLLER
![Page 45: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/45.jpg)
Pairing Askers
![Page 46: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/46.jpg)
Pairing Askers
![Page 47: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/47.jpg)
© 2012 Asking Matters™. All rights reserved.
RainmakerFact basedFriendlyGoal orientedStrategicCompetitiveDriving
Kindred SpiritIdea orientedReservedAttentiveObservantConflict averseCaring
Go-GetterBig pictureIdea orientedHigh energyCreativeQuickEngaging
Mission ControllerDetailedMeasuredThoroughMethodicalResponsibleObservant
What’s Your Asking Style?
![Page 48: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/48.jpg)
TABLE DISCUSSION1. Describe your ASKING STYLES 2. Pick a solicitation partner3. Plan an ask that makes best use of each of your strengths.
![Page 49: The Asking Conversation A workshop with Andrea Kihlstedt.](https://reader035.fdocuments.us/reader035/viewer/2022081506/56649e415503460f94b32bf9/html5/thumbnails/49.jpg)
SETTLE CONFIRMEX
PLO
RECONFIRM
EX
PL
OR
EA
SK
Asking as an Intentional Conversation