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titleSHARING THE NEED

Three questions to consider:

  1. Who are you reaching?
  2. What are the struggles they go through?
  3. What are their needs?
  • Sharing the need can sound something like, "One motivation for me/us is knowing that there are xxx,000 people in <location> who need to hear the good news of Jesus Christ."
  • You can also ask, "Mr. Jones, let me ask you a question, what do you think are some of the pressures facing people in <location> today?"
    • Regardless of the answer, acknowledge it positively and lead into the need by saying, " Unfortunately, I would have to say you’re right, along with these other problems..."
  • You may also give other examples: Statistics from the city or local area that help communicate the need for a ministry or church there.

Three questions to consider:

  1. What is the answer to their needs?
  2. How does or will your ministry attempt to meet these needs?
  3. What is your part in meeting these needs?
  • Use this time to develop specific needs in your area that your church/ministry is trying to meet. Ex. As you read through the list of common problems, I’m sure you’re thinking that these problems exist everywhere, and you are absolutely right. The two problems that seem to be prevalent in <location> are addiction and poverty. It seems that many of these problems stem from the fact that…"
Tip
titlePro Tip

Communicate possible reasons for problems. However, make sure these are factual and believable.

  • Possibly tell a story here! "One of the people our church has been reaching out to over the years is Ann..."

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Expand
titleThey said No

A “No” response can mean several things:

  • “No, that amount is too high” (ask for a lower amount)
  • “No, I can’t give regularly” (ask for a special gift)
  • “No, right now is a bad time” (but later might be okay)
  • “No, I have some unspoken concerns.”
  • “No, period.”

This means we must clarify! Primarily, remember to graciously ask clarifying questions to determine what their “No” means.

Clarifying

  • Ask for a lower monthly range.
    • If they are unable to give the monthly amount you requested, your follow-up should communicate understanding and appreciation: "I can certainly understand. I know that amount can sound high to some donors. Is there another amount that you could feel comfortable with?"

  • Ask for an Alternate Frequency

    • If they are unable to commit to something monthly: "I totally understand. Some donors can’t commit on a monthly basis but have been able to consider quarterly or annual gifts. Is that something you might consider?"

  • Ask for a Special Gift
    • "I can certainly understand. Not everyone is in a position to give on an ongoing basis. Mr. <name>, as well as the monthly expenses I’ve mentioned, special, one-time gifts will help cover less frequent financial needs of our ministry such as...<list a few special needs>.
  • Ask about the future.
    • If they are unable to give at all financially, your follow-up should communicate understanding and appreciation and seek to find out if they would be willing to consider giving in the future.
      • "I so much appreciate your consideration. Some people who can’t consider giving do have circumstances change in the future. Could it make sense for me to check back in three or six months or another time?" If the answer is “Yes,” get a general time to get back in touch. Then agree upon an appropriate time to contact him/her. "I appreciate your willingness to consider joining Reliant’s team in the future."
  • “No”…period

    • Communicate understanding and appreciation. "I can certainly understand. Thank you so much for letting me share about Reliant and this ministry with you. It’s a privilege just to be able to tell our story."

    • Ask if there are unspoken concerns. It may be appropriate to ask about unspoken concerns. Be sensitive and mention this only when appropriate.

      • "I wonder, are there any concerns you’ve had or questions I’ve left unanswered?"

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Objectives: Getting Connected

with Others Script

to Others

  • Communicate to potential partners the vision for the need to get connected to others
  • Ask boldy for connections to new people who would be interested in hearing about the ministry

REMEMBER:

  • Asking for referrals is one of the most important aspects of MTD
  • It's also one of the hardest aspects of MTD
  • This is one of the main pieces that determine how quickly we finish our responsibilities in developing a Reliant ministry team

Ratio for one- or two-year interns/residents

The ratios may be "better" for you.

It is likely that you will secure 1 appointment for every 2 people you ask... (2:1 ratio)

And 1 new financial partner for every 2 people you meet with (2:1 ratio)

So, In order to gain those 80 partners...

I will need to secure 160 appointments. (That's 1 partner per 2 appointments)

In order for me to secure these appointments...

I’d need to connect with 320 people. (Again, 1 appointment per 2 responses

Asking to be Connected to Others

Cast Vision

Help those you meet with understand the importance of being connected to others.

  • Communicate the need

    Following the Financial Ask, you will have to re-envision the need for help. Talk about how many people you will need to talk to and how you don’t know that many people.

"I will likely need to meet with literally hundreds of people..."

  • Let them know they can help

Make sure to communicate that they can be a big help in solving this problem and meeting your needs here.

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titleTHE NAMES ASK
Excerpt Include
Tip
titlePro Tip

Pulling out a piece of paper and showing you’re ready to write down names can be a good cue for people that this is important to you.

Suggest Categories

Invite those you meet with to take a few minutes and think through the people they know that you might be able to contact.

Start with the “Big Four” categories

  1. Family
  2. Church
  3. Work
  4. School

Within each category, you can get more specific

  • Give examples: cousin, small-group leader, office manager, classmate
  • Take each trail of thought to a conclusion, then return to the Big Four

After working through the Big Four categories, return to the list and ask for contact information

  1. Name
  2. Phone
  3. Email
Tip
titlePro Tip

Get more information on the person, including how they know them, their occupation, and church involvement. This will help you be able to connect more with their family and friends. 

If time allows, have them put the people they’ve mentioned in order of priority. "If you were me, who would you start with on this list and why?" 

Put Them in Your Shoes

A great question to get people thinking of names is, "If you were in my position, raising support for this ministry, who are the first three people you would call?" This may help those you meet with think about people who will be passionate about your specific type of ministry and will be more likely to become supporters.

Get them Involved

When possible, it would be good to involve them in contacting their recommended people. This can take on different approaches, depending on how involved you get them:

  • Very Involved: Rare. A partner may make the appointment for you and/or go with you to the appointment. 
  • Involved: Common. They text, call, or email ahead to let the contact know you will be calling.
  • Not Involved: They let you use their name when calling the contact.

When you get new contacts, follow up immediately while they are still fresh — ideally within 24 hours to a week

Tips for Getting Connected to Others

  • Remember that the ask for more contacts is just as important as the financial ask. So coming off of the financial ask, be positive and deliberate to maintain momentum.
  • Your body language, with paper and pen in hand, should communicate an expectation of spending some time on this now.
  • Avoid yes/no questions, like, “Do you know someone...?” Rather, use “Who are...?” or “What are...?”
  • Depending on who you are talking with, beware of the use of buzzwords like contacts, referrals, and leads.
  • Acknowledge that they probably haven’t been thinking about possible individuals all day.
  • In some situations, you should encourage them to look through their cell phone or Facebook contacts to think of others.
  • When using a directory or precompiled list, ask them to identify those who would be best to contact first.
  • Let them know that meeting with new people is something that you are comfortable with and excited about. Put their minds at ease that you will make the person they are connecting you with feel comfortable.
Tip
titlePro Tip

Check out the Referral Email Example page for ideas of texts and emails people you meet with can send to referrals on your behalf.

Getting Connected with Others Script



Expand
titleASKING FOR PRAYER

Excerpt Include
NST:Asking to Join Your Prayer Team
NST:Asking to Join Your Prayer Team

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Expand
titleWRAPPING UP THE APPOINTMENT

Objectives: Communicate the various ways for partners to begin giving to Reliant

  • Show how to use the donor giving website to start, stop, or change their giving
    • Yes, with amount →"Thank you so much for committing to giving $__/month! As I said before, we can get that set up now, or , if you're more comfortable, I can quickly walk you through how to set up your giving online, and you can do it on your own later today or tomorrow."
    • Maybe →"I know you said you'd like some time to check your budget/talk to your spouse/pray, but if it's alright with you, I would love to quickly run through how to set up your giving online so if you decide to financially support the ministry, you can get your giving set up."
    • No → "Thank you so much for listening to the vision of what we pray God will do through our ministry in _____. If something should change and you decide to financially support me, you can find my giving page at Reliant.org/_____."
  • Implement wrapping-up appointment principals by asking about ministry updates, praying with partners, and tying up any loose ends from their conversation as appropriate to each situation

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titleAFTER YOU LEAVE
  • Input notes about ministry partners in your donor management system after each appointment to track important details about ministry partners
  • Establish patterns and practices for following up with partners after appointments, including sending thank you notes, sending materials as necessary, and communicating appropriately

  • Send a Thank You text/email. The same day, send a brief text or e-mail that thanks them again and includes a link to the website for giving

    Expand
    titleYes

    From: Dave C.
    Subj: Thank You Again
    Dear Mr. Jones –
    Thank you again for the meeting today! I’m so encouraged by your generosity in giving towards our ministry in <location> my ministry with the residency program at <church> as we reach people with the Gospel. It makes a world of difference.
    Here’s the place to go: Reliant.org/david.johnson
    View our profile and choose “Give Now” to get started.
    In Christ Jesus
    Dave


    Expand
    titleMaybe

    Thank you again for the meeting today about our ministry in <location> my ministry with the residency program at <church> as we reach people with the Gospel. I was encouraged by our conversation, and I appreciate the time you’ll take to consider whether you can be involved.
    If you do decide to give, here’s the place you will go. Feel free to take a look to learn more about Reliant.
    Reliant.org/david.johnson
    We’ll talk again next week.
    In Christ Jesus,
    Dave


    Expand
    titleNo

    Thank you again for the meeting today! It was kind of you to hear about our ministry in <location> my ministry with the residency program at <church> as we reach people with the Gospel. I understand that you won’t be able to give at this time, but I do appreciate the time you spent with us.
    God bless!
    In Christ Jesus
    Dave C.
    Cool Chicago Church Plant In ministry partnership with Reliant<Worship/Youth/Children's/Etc.> Residency Program at <church>

    Reliant.org/david.johnson


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