WHAT THE FUNDRAISING
The Art of Fundraising Beyond the Ask: Finding Joy, Building Relationships, and Making a Difference with Kristal Frazier
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“This is a journey. This is not so much a destination. Because when you are working in the in the fundraising sector, most of us have benchmarks.”
– Kristal Frazier
Episode #153
Overview
In this episode of What the Fundraising Podcast…
Meet Kristal Frazier, an extraordinary international speaker, results-driven trainer, and soon-to-be bestselling author. With a captivating presence and a passion for empowering individuals and organizations, Kristal is affectionately known as the “Queen of Conversation.”
Over the past decade, Kristal has graced stages across North America, Europe, and Africa, where she has shared her wealth of knowledge and expertise with thousands of students, small business owners, nonprofit executives, and a diverse range of professionals. Her impact is undeniable, having collectively guided her audience to secure an astounding $200 million in funding from funders and individual donors. Having walked the challenging path of fundraising herself, Kristal understands the intricacies and difficulties that come with the territory. Yet, she firmly believes that speaking confidently and in authority is the key to fearless fundraising. With her guidance, you can learn the skills necessary to ask for and secure the funding and donations essential to your organization’s or program’s success.
In this episode, we unravel the intricacies of building meaningful relationships with donors, managing the emotional demands of the profession, and finding synergy in your efforts. Moreover, during today’s conversation, you will discover the art of fundraising beyond the ask. Also, this conversation offers valuable insights and practical advice on transforming fundraising into an opportunity rather than a request. Furthermore, we discuss how to infuse empathy into conversations, create genuine connections with donors, and cultivate lasting relationships.
Discover the joy of finding your passion within fundraising, even when faced with mundane tasks. Uncover the secrets to managing your emotional well-being and maintaining balance while working in a demanding field. Get inspired to bring your mission to life and change lives and perspectives through your work. Tune in for a wealth of knowledge, inspiration, and actionable advice that will help you make a difference in the world of fundraising!
EPISODE HIGHLIGHTS
- [00:38] Overcoming Fundraising Fear and Speaking with Confidence
- [05:32] Navigating the Fine Line Between Fundraising and Sale
- [08:27] Breaking Down Barriers to Authentic Fundraising Conversations
- [11:13] Balancing the Complex World of Fundraising and Human Connection
- [24:11] Finding Joy and Synergy in Fundraising
RAISE MORE FROM THE RIGHT FUNDERS
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Kristal Frazier
ADDITIONAL RESOURCES
- Many thanks to our sponsor, iWave for making this episode possible. Our friends at iWave help nonprofits identify, qualify, and retain donors to raise more major gifts. Using their comprehensive software, iWave gives you access to the industry’s highest quality wealth and philanthropic information so you can determine who to ask, how much to ask for, and when to ask. To get a demo and learn more, check out iWave.
- If you haven’t already, please visit our new What the Fundraising community forum. Check it out and join the conversation at this link.
- If you’re looking to raise more from the right funders, then you’ll want to check out my Power Partners Formula, a step-by-step approach to identifying the optimal partners for your organization. This free masterclass offers a great starting point
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TIPS AND TOOLS TO IMPLEMENT TODAY
- Fundraising is about building genuine connections. Approach your interactions with donors as conversations, not sales pitches.
- To manage relationships effectively, segment your donor database. Tailor your approach to the specific needs and interests of different donor groups.
- Show empathy by understanding your donors' values and connecting your mission to their goals and passions.
- Find balance by giving yourself grace, managing your tasks, and focusing on the aspects of your work that bring you joy, as fundraising can be emotionally taxing.
- Move towards the ask gradually, asking for permission at each stage of the donor relationship.
- Use donor database software to segment your donor list, track donor interactions, and manage relationships efficiently.
- Invest in tools for prospect research to gather insights about your donors, such as their giving history and interests.
- Consider seeking a public speaking coach or joining public speaking training programs to build confidence in your communication skills.
- Set up Google Alerts for donors or prospects you work with to stay informed about their activities and interests.
- Develop a fundraising script that answers vital questions about your organization, helping you communicate your mission and impact effectively during conversations.
FAVORITE QUOTES
- "It is a natural human fear that we have to speak in front of people. And it takes practice." - Kristal Frazier
- "Fundraising without fear, speaking without fear." - Kristal Frazier
- "It is a natural human fear that we have to speak in front of people. And it takes practice." - Kristal Frazier
- "You want their experience to be your framework for the entire conversation, the Ask, your fundraising speech, whatever it is, it's all leading them on a journey to the ask." - Kristal Frazier
- "If anything's going to be salesy about your pitch, the ask, the only thing you want is the facts, your figures, your statistics. That part can be mundane and salesy because it is what it is. Great statistics speak for themselves." - Kristal Frazier
- "I always mention in the ask that their dollars will contribute, eradicate, decrease, increase, and make a difference to this demographic. This is what this dollar amount will do." - Kristal Frazier
- "Concentrate on your journey into becoming a person who is comfortable with the ask at the end. Everything before that is a conversation, everything." - Kristal Frazier
- "The way that I have always done the ask is it's never at the end of a conversation. It's never the thing that I close with. It's towards the end, but it's never the end." - Kristal Frazier
- "We go into sales mode when we're uncomfortable, and we don't know what's next in the conversation." - Kristal Frazier
- "You won't be a salesman or saleswoman when you get in front of the donor." - Kristal Frazier
- "This is a journey. This is not so much a destination. Because when you are working in the in the fundraising sector, most of us have benchmarks. " - Kristal Frazier
RELATED CONTENT
Get to know Kristal Frazier:
Renowned as a prominent professional speaker and fundraising expert, Kristal Frazier inspires others to speak to audiences fearlessly. Her vibrant personality, insightful teachings, unwavering professionalism, and extensive knowledge have established her as an inspirational speaker. Kristal serves as the CEO of FundJoy LLC, a dynamic company that provides speaker coaching and a proven fundraising framework for universities, start-ups, entrepreneurs, and nonprofits. Kristal is the Founder of Assertive Ask®, a transformative system licensed partners and universities use to empower their audiences in funding, sustaining, and expanding their programs. Kristal has an innate talent for coaching thought leaders, enabling them to craft impactful messages and deliver compelling speeches that resonate with investors, funders, and donors. Fundraisers, students, entrepreneurs, program leaders, and collegiate executives have reaped the benefits of the Assertive Ask® methodology.
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I teach nonprofit fundraisers to bring in more gifts from the RIGHT donors… so they can stop hounding people for money. Fundraising doesn’t have to be uncomfortable.
- CEO & Creator of the Power Partners Formula™
- Disruptor in the funding sector, changing lives everyday
- Relentlessly committed to the movement of money into the nonprofit sector
- Focused on win-win partnerships that allow fundraisers to be authentic and empowered in their work
- Over 15 years working in nonprofits (managing director and ED of multiple fast-growth organizations)
MALLORY ERICKSON
