In my role as a Church Planting Coach, I have the opportunity to sit down with a number of Planters. I got started coaching planters around the issue of raising personal financial support. While working for a para-church ministry called Family Hope Services, I developed some skills and insight into both the difficulties as well as the powerful benefit of raising personal support. Since then I have had the opportunity to teach and train a number of pastors and missionaries the art of “the ask”.
Basic Principles for Generosity
1. When people fulfill their hunger for more stuff, it prevents them from fulfilling their hunger to give to God
2. When people fulfill their hunger to be generous with God and His Kingdom they find a fulfillment that stuff cannot fill
3. Stinginess leads to stinginess but generosity leads to greater generosity
The Stinginess Cycle:
A. I want stuff because it makes me feel good
B. I am in debt because I have spent my money on feeling good
C. I cannot give to God because I am in debt
The only way to break the cycle of stinginess is to step out and begin giving. The side effect of giving is an attitude of generosity.
The Generosity Cycle goes something like this:
A. I want to do something big with my life, I want my life to make a difference
B. I will sacrifice in order to give a significant donation to changing the world
C. I feel awesome because I know I have made an eternal difference and so I will sacrifice even more to continue to be even more generous.
Key Concepts:
People are willing to give to a support worthy person, who has a support worthy vision, if they are asked in a support worthy way. If you lack personal creditability, your vision hasn’t been fleshed out or you ask in ways that lack respect you will not reach your support goals.
Most “strong” Christians are giving between 3-5% of their income to God’s work. If you encourage people to give a significant donation to your vision you give them the opportunity to learn the joy of generosity. Once they learn this principle they will continue to give to God’s Kingdom even after I no longer need their donations.
So, if you are convinced that your life has demonstrated creditability and your vision is worth it, you should ask for significant donation. An amount that is large enough for it to be a sacrifice for the donor. To ask for anything less lacks respect, and communicates your lack of confidence in either yourself or your call.
Remember, when you ask people to give a significant donation to a significant ministry vision you are setting them free from their materialistic mindset. You are actually helping them become what God wants them to be.
What not to do:
1. Ask for insignificant donations. You are insulting yourself, the ministry you want to start and the donor if you ask for a measly amount of money.
2. Give them the option of giving time, prayer or money. They will opt for the easy out (prayer) but in all likelihood they really do not intend to pray. If, however, they are making a significant donation they will also pray because they do not want to waste their time and money on a ministry that isn’t really effective.
3. Do not send newsletters, donation letters or call for donations over the phone. To ask for donations through an impersonal system is disrespectful to the person and to your vision. Your vision can only best be described face-to-face.
4. Do not mislead people to think the call or the meeting is to “catch up”. Make it clear that you are wanting to meet with them to explain the vision and for them to consider a significant donation. Get to the point first thing in the meeting and then catch up on them and their family later after the presentation.
The System
Step 1- Make and Organize a List
Make a list of at least 100-120 people you know. It can be anyone. Maybe the person does not even claim to be a Christian. If they believe in you and your dream they may support you. You will be surprised at who will support you and who will not support you. People you fully expect to support you will not and people you would never expect will be significant donors.
Take each person and put their name/ telephone number/address/ other info on an index card and alphabetize them in a box. Then take out your family members and spread their cards evenly throughout the rest of the pack. (It can be discouraging to call them all in a row. You may think they will be your best supporters, but they will probably not be.)
Have a second file organized by dates to remind you to call people who cannot meet right away. Come to an agreement when you will call again to set up a meeting then file their card and the notes from the discussion according to the next date you are to call them.
Use this time to also to prepare the document of needed support. Divide the total amount of money needed into different monthly donation sizes. (I.E. A few $300/mo., Some $200/mo., More $100/mo., and $50/mo.)
Whenever you do make contact with a person put notes on the card about the call. Include what was discussed and facts about the person, their family or their situation that you may want to recall at another time.
If you have filled your schedule of meeting times for the next 3 weeks stop calling for appointments for a week and then resume calls.
Step 2- Set Up Meetings
Next, take out the first card and call the person. Call that person and ask if you can sit down with them to describe your vision and ask for a significant donation.
If you get a answering machine, do not leave a message, just move on to the next call.
Key Goals:
1. Set aside 2 evenings per week and make at least 35 calls each night. Those calls are only to set up an appointment where you can meet them face-to-face so that you can clearly describe your vision and ask them to consider making a significant donation.
2. Set aside 2 evenings and one noon hour per week for meetings. In this meeting you will clearly describe your vision, ask them to consider a significant donation and set a “due date” when you will follow up on their decision.
Step 3- Make the “Big Ask”
In the meeting you will want to get to the key subject quickly. Maybe admit the awkwardness of the subject, but reiterate the purpose of the meeting is to, “consider making a significant donation to you and your vision”. It is only respectful to them to be clear about the purpose of the meeting and then get to the subject. Let them know that if they do not believe that God is calling them to support this vision they should say “no”, but if God is calling them to support it they should say “yes”. This meeting is about giving them the information they need to pray and ask God what they should do.
During the presentation you will:
- Share your vision
- Describe how your vision will impact the world
- Share the costs associated with the vision (budget)
- Describe how their support will help the vision be completed
- Ask for a 3 year commitment
At the end of the presentation show them a list of the open donation denominations on a paper. Use red to show the donations that are filled and green to show the slots that are yet untaken.
At the end of the meeting, remind them that there is no pressure to do anything in this meeting and that they should go home, pray about it and discuss it with their spouse. Then find out how long they will need to come to a decision.
Note the discussion on their card and put it in the date box so you know when to call them back.
Step 4- Follow up
Again, their card should be in the date box to remind you of the date you agreed to call them back and find out their decision. Make sure you have made notes and can remember the conversation clearly.
Step 5- Thank You
Always send the thank you before you cash the check. It would be disrespectful to take their money and not be grateful.
