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Here it is! The big finish. You've made it this far; you can do this. We recommend reading directly from the "Here's how you can help" page because it gives you a minute to breathe, gather your thoughts, and pray before diving into the ask.

The Here's How You Can Help page (HHYCH) is the key tool to introduce the financial ask.

  • The page is carefully worded and should be followed nearly exactly — to be read word-for-word at the end of your presentation. If you prepare and practice adequately, you will be able to present Reliant’s financial needs in a natural and conversational manner while sticking closely to the text.
  • The HHYCH page allows donors to see how giving works and is designed to focus on our biggest need: regular, monthly giving.
  • "I'm actually just going to read this directly from the page because Reliant has done a really good job of wording it."
    • Read the entire lefthand side and continue reading the righthand side "I am reliant on God to provide ministry team members who will make monthly investments in the mission."
  • Now, you can stop reading and talk directly to the person you're meeting with.
    • "<Insert name> I am trusting in God to provide people who are able to give <insert range ask or specific amounts> per month. Would you join our team at one of these amounts?"

Be specific

  • We speak about specific dollar amounts or ranges in order to:
    • Share our need as concretely as possible
    • Help the potential partner see what is normal.

Stop talking. Breathe. Pray. Pause. This pause will feel like an hour, but it's really only a few seconds. Resist any urge to say something like, "I mean, it's okay if you can't." or "I know that's a lot of money, and you just had a baby/lost your job/got married, etc." Do not give them a reason to say no when you've just spent so much time giving them every reason to say yes.

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titleTHE FINANCIAL ASK
Excerpt
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titleTHE FINANCIAL ASK

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POSSIBLE RESPONSES TO THE FINANCIAL ASK:

Expand
titleThey said YES!
  • Say thank you!
  • Clarify the Amount, Frequency, and Start Date
    • It is very important that you know exactly how much and how often partners plan to contribute. Miscommunication can easily happen here. Is the gift monthly? Or were they thinking quarterly or annual, or just a special gift? When would they want to start?

  • Once you have determined the amount, frequency, and start date, communicate appreciation again.

  • Briefly Explain How to Start Giving

    • Once the amount has been clarified, it is important that the new partner know how he or she can give most effectively. This should be very brief; you will address details later.

    • "Let me explain how that works. Most donors set their giving online. Reliant has a secure website that is easy to use and allows you to stop, start or change your giving at any time. Before I leave, I'll share more about how you can get started."


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titleThey said Maybe

The prospective ministry partner responds, “I’d like to pray about it,” or “I’d like to talk with my spouse about it,” or something similar.

  • Say Thank You and Be Happy! Maybes often can lead to “yes” decisions, so be happy.

    • "I certainly appreciate your consideration!"

  • Set up a time to get his/her decision.

    • "For considering giving, when does it make sense for me to get back to you? Could I call you back in a few days to see what you have decided? Today is Monday; would it be enough time if I called you, let’s say, Wednesday?"

      • Most people are able to make a decision fairly quickly. Allow them enough time for a decision while staying within a timeframe where they don’t lose the urgency of the ministry's need. Sometimes this is the next day. Often it is 3-4 days.

    • Pro Tip: Suggest a time that you can call back. The prospective ministry partner may suggest another time, but you suggesting one gives you a springboard from which to set a mutually agreeable, specific time.

      • Some people may tell you they will call you. In those instances, here are some example responses that will help you keep the ball in your court:

        • "I certainly appreciate that, but I am usually either on the phone or gone. I think it would be easier for you if I gave you a call."

        • "Thanks, I appreciate that! I do tend to be hard to get a hold of, though. If we don’t connect, I’m happy to try to give you a call as well."

    • Once you have agreed on a time to call, confirm it out loud with them.

      • "I’ll look forward to talking with you around 7:30 or so Wednesday night."

    • Pro Tip: It can be helpful to allow for flexibility instead of a rigidly exact time. Remember, you have lots of calls to make!

  • Briefly Explain How to Start Giving

    • Even with a maybe, it is important to briefly explain what giving could look like.

    • "I can certainly understand you wanting time to pray about this decision that is really important. Before I leave, I will go ahead and explain how the process works if you do decide to partner with Reliant. Most people start their giving to Reliant on our website. It’s secure, easy to use, and allows you to start, stop, or change your gift at any time. Should you and your wife decide to give, I can show you how to do that."


They said No
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titleThey said No
title

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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Expand
titleTHE NAMES ASK

Objectives: Getting Connected 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.

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.


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