1. Property of William T. Sturtevant Fundraising Consultant No reprints without permission

2. Determinants Of Success In Soliciting A Gift WHO does the asking? WHO does the asking? WHAT are you asking for? WHAT are you asking for? HOW much are you asking for? HOW much are you asking for? WHERE are you asking? WHERE are you asking? WHEN are you asking? WHEN are you asking?

3. Determinants Of Success In Soliciting A Gift WHO does the asking?

4. Determinants Of Success In Soliciting A Gift WHAT are you asking for?

5. Determinants Of Success In Soliciting A Gift HOW much are you asking for?

6. How Much To Ask For Gift % Of Gift % Of Over % Of Net Net Over % Of Net Net Time Income Income Worth Worth Time Income Income Worth Worth $ 25,000 $100,000 25% $ 500,000 5% 50,000 250,000 20% 500,000 10% 50,000 250,000 20% 500,000 10% 100,000 250,000 40% 1,000,000 10% 100,000 250,000 40% 1,000,000 10% 500,000 500,000 100% 5,000,000 10% 500,000 500,000 100% 5,000,000 10% 1,000,000 500,000 200% 10,000,000 10%

7. Determinants Of Success In Soliciting A Gift WHEN are you asking?

8. Determinants Of Success In Soliciting A Gift WHERE are you asking?

9. Solicitation “Rules of Thumb” Donors Prefer Precise, Concise Solicitations Donors Prefer Precise, Concise Solicitations Do Not Plead Needs Do Not Plead Needs Do Not Plead Obligation Do Not Plead Obligation Establish A Friendly, Confident Atmosphere Establish A Friendly, Confident Atmosphere Rehearse / Visualize Rehearse / Visualize Build In Participation Build In Participation Build In Pauses Build In Pauses Build In Recognition Build In Recognition

10. Solicitation “Rules of Thumb” Don’t Leave A Proposal If It Hasn’t Gone Well Don’t Leave A Proposal If It Hasn’t Gone Well Don’t Go To The Gift Spread Or The Deferred Gift Too Soon Don’t Go To The Gift Spread Or The Deferred Gift Too Soon Don’t Discount Don’t Discount Welcome Objections Welcome Objections

11. How To Handle Objections Probe Before Responding Probe Before Responding If Weak, You May Ignore If Weak, You May Ignore Never Argue, Only Explain. Cite Relevant Facts Never Argue, Only Explain. Cite Relevant Facts If True, You Might Admit It And Move On If True, You Might Admit It And Move On Convert A Negative To A Positive Convert A Negative To A Positive

12. How To Handle Objections Cite Another Donor With A Similar Objection And A Positive Outcome Cite Another Donor With A Similar Objection And A Positive Outcome If Antagonism Is Present, Drag It Out If Antagonism Is Present, Drag It Out React Positively React Positively Return To Main Issue Return To Main Issue

13. Anatomy Of A Solicitation Preliminaries Preliminaries  Varies By Prospect The Opening/Introduction The Opening/Introduction  Get Attention  Seek Common Ground  Involve Prospect  Steer The Conversation

14. Anatomy Of A Solicitation Presentation Presentation  Case For Support  Ask Questions  Benefits Not Features  Maintain Attention  Probe For Motives

15. Anatomy Of A Solicitation Negotiation Negotiation  Mention Expected Gift (Pause)  Handle Objections  Re-establish Common Ground

16. Anatomy Of A Solicitation Closing   Creative Redundancy   2 or 3 Key Benefits   Repeat Gift Target   Pause   Watch For Clues   Agree On Outcome

17. Solicitation “Squashers” Inadequate Preparation Insecurity Self-Deception Anxiety/Fear

18. Solicitation “Squashers” Lack Of Probing Prior To Asking Self Righteousness Poor Listening

19. Solicitation “Squashers” Premature Selling Of The “Product” Failure To Stress Benefits Embracing “Win-Lose” Style

20. ASK...! You will be hurt more by those who would have said “yes” – but were not asked...than by those who say “no!” - Jerry Panas* *Dr. Jerold Panas is executive director of one of the largest fundraising firms in the nation. He has authored such books as Megagifts, Born to Raise and the Fundraising Almanac.

21. Volunteer Solicitors Make Your Sacrificial Gift First Make Your Sacrificial Gift First Know Prospect’s Reasons For Giving Know Prospect’s Reasons For Giving See Prospect In Person See Prospect In Person Use Your Own Gift To Help Persuade Use Your Own Gift To Help Persuade

22. Volunteer Solicitors Ask For A Specific Amount Ask For A Specific Amount Ask For A Specific Purpose Ask For A Specific Purpose Listen Listen Have Answers To Common Questions Have Answers To Common Questions

23. Volunteer Solicitors Don’t Accept Lesser Gift Without Attempting To Upgrade Don’t Accept Lesser Gift Without Attempting To Upgrade Don’t Lose Prospect Because He/She Won’t Give Now Don’t Lose Prospect Because He/She Won’t Give Now Don’t React To “Price” Resistance Too Soon Don’t React To “Price” Resistance Too Soon

24. Attributes Of The Effective Volunteer/Board Member (From Thomas Broce) 1. A Natural Relationship With Or Interest In The Organization 2. A Willingness To Contribute At The Appropriate Level 3. Enough Interest To Ask The Right Questions And Challenge The Staff Challenge The Staff 4. A Willingness To Communicate With Others About The Organization About The Organization 5. A Willingness To Stay Informed 6. A Sense Of Urgency About The Mission

25. Gift Outcome Possibilities Failure Success Small Gift Gift Major Gift Gift Or Advance No GiftContinuation Or No Gift

26. The Four Types Of “NO” NO Forever NO Forever NO Now But Perhaps Not Later NO Now But Perhaps Not Later NO To That Amount But Not To Another NO To That Amount But Not To Another Amount Amount NO To This Project But Not To Another NO To This Project But Not To Another Project Project

27. Four Key Issues To Test Passion For Mission Passion For Mission Passion For Project Passion For Project Timing Timing Amount Amount

28. What “NO” Might Really Mean (credit to Robert Cialdine) Transitional Response - Confusion “It Doesn’t Feel Right” “I’m Not Excited” Prospect Doesn’t Sense Urgency

29. What “NO” Might Really Mean (credit to Robert Cialdine) Fail To See Expected Benefit Prospect Doesn’t Relate Well To Solicitor Lack Of Philanthropic Experience

30. Reasons Donors Say “NO” (Asked Of Donors Giving $100,000 Or More) Mismatch Of Interests Premature Request – Insufficient Cultivation Failure To Ask For A Specific Amount Excessive Request Failure To Convey Urgency Failure To Ask For Enough

31. Reasons Donors Say “NO” (Asked Of Donors Giving $100,000 Or More) Mismatch Between Solicitor And Prospect Failure To Include Spouse Failure To Sell Dreams Poor Timing Bad Luck

32. From A Study Of Jewish Philanthropists Written By: Mr. Gary Tobin Philanthropies Most Likely To Receive Support Connected To Personal Experience Deep Commitment Nurtured By Involvement

33. From A Study Of Jewish Philanthropists Written By: Mr. Gary Tobin Involvement In A Specific Project Meaningful Involvement In A Specific Project Meaningful Interaction With Organizational Representatives Important Interaction With Organizational Representatives Important Personal Experience With Beneficiaries Of Service Very Valuable Personal Experience With Beneficiaries Of Service Very Valuable

34. From A Study Of Jewish Philanthropists Written By: Mr. Gary Tobin Donors Need Continual Positive Feedback About Their Gifts Donors Need Continual Positive Feedback About Their Gifts Positive Or Negative Impression About A Solicitor Important Variable Positive Or Negative Impression About A Solicitor Important Variable An Effective Solicitor Exhibits: An Effective Solicitor Exhibits:  Knowledge  Commitment  Passion

35. From A Study Of Jewish Philanthropists Written By: Mr. Gary Tobin Two-On-One, Professional And Peer, An Effective Approach. Two-On-Two Better! Two-On-One, Professional And Peer, An Effective Approach. Two-On-Two Better! Peers Especially Effective At Gaining Access Peers Especially Effective At Gaining Access

36. From A Study Of Jewish Philanthropists Written By: Mr. Gary Tobin Perceive The Need For More Solicitation Training Perceive The Need For More Solicitation Training Concerned About Organizational Efficiency Concerned About Organizational Efficiency

37. From A Study Of Jewish Philanthropists Written By: Mr. Gary Tobin Give Primarily Because It Feels Good Give Primarily Because It Feels Good “Giving Something Back” – A Powerful Motivating Force “Giving Something Back” – A Powerful Motivating Force