Originally published by Stevenson, Inc., this practical resource helps nonprofit professionals improve presentation skills; prepare effective solicitation teams; and train staff, volunteers and board members on the ask. It also gives expert advice on approaching donors for major gifts, tailoring individual proposals, and improving efforts to solicit major gifts.
Important topics covered include:
Closing techniques
Donor communication
Overcoming call reluctance
The science of asking questions
Negotiation skills
Setting the ask amount
Dealing with objections and refusals
Prospect conversation starters
Major gifts advisory committees
Listening skills tips
Decision delays
Upselling
Corporate solicitation
Gift proposals
Sales skills
Evaluating prospects
Please note that some content featured in the original version of this title has been removed in this published version due to permissions issues.