FULL TRANSCRIPT OF THE PODCAST

At RSC, we’re a team of accomplished professionals tackling the entire spectrum of revenue growth, and we’re excited to bring that expertise here to you.

Across the field, teams are returning to fundamentals. Whether you’re training new staff or re-rooting your team in what reliably produces results, we’re here to help. That’s why our founder, Bob Swaney, committed these best practices to our new free video series, Creative Capital. Many of you tuned in, and you had more questions! This fall, we’re answering them, starting with one of your top requests: the Art of the Ask.

We often hear: “I know I need to ask more personally, but once I’m face-to-face with a donor, what do I say?” It’s a big topic, so we’re breaking it down, starting today with an overview of a full Ask conversation and the first two steps that set you up for success.

Steps 1 and 2: What to Share and What to Ask.

First, a reminder: This is not about memorizing a script. You are not professional actors. Rather, this is a roadmap to guide effective, authentic conversations that build relationships while moving toward a gift.

These conversations are guided by five main steps. The topic and order of these steps are the keys to effective solicitations. Each one may not take more than one to two minutes, but by touching on each, you build organically toward a successful gift ask. You inform as well as inquire to create a dialogue or exchange. As a bonus, these engaging conversations also serve as stewardship, bringing your donors closer to your organization.

These steps will help you feel confident and prepared as you guide your donors toward deeper investment in your organization.

Step 1: Share Meaningful Information

Think in threes: what three updates or stories will you share in your next donor conversation?

• Highlight your organization’s history, impact, or plans.

• Capitalize on momentum. Have you recently secured a major gift, launched a successful performance, or hit a milestone? These stories build confidence in your donor that your organization is a sound investment.

• Share what excites you most about your organization’s future. Your authentic energy will be the most engaging part of the conversation.

Step 2: Ask Engaging Questions

This step is often missed, despite being crucial. Now, we need to flip the conversation so your donor becomes an active participant. This is the difference between pitching and building a relationship.

Your questions can be:

• General: about the donor’s history and passion.

• Organizational: seeking their thoughts on your plans.

• Aspirational: connecting their philanthropic priorities to your vision.

Think in threes again: what are three go-to questions that you’ll ask?

• Simple: “Which of our focus areas is most important to you?”

• About your programming: “Have you attended our community concert series? What did you think?”

• Ask the donor to join in your visioning: “As we look to the future, what are you most excited to see us accomplish?”

By asking thoughtful questions, you create a dialogue that:

• Involves your donor in your vision.

• Provides valuable insight into what matters most to them.

• Builds trust, making them feel seen and heard.

In summary

So, in your next donor meeting, remember:

• Share meaningful updates.

• Ask engaging questions.

• Let your authenticity and enthusiasm shine.

These first two steps (sharing & asking) lay the groundwork for a successful ask by creating a warm, two-way conversation.

How about Cultivation?

If you stopped here, this is all you need to prepare for a meaningful cultivation conversation. This formula can be used formally, such as when in a meeting to prepare the donor for a subsequent ask, or informally, like as you chat with a donor at intermission.

Looking for the final three steps? Click here for how to transition into the Ask, make the Ask itself, and the importance of follow-up. This will give you a complete roadmap for your next donor meeting.