1. Salvation Army Development Conference
Asking for the Gift – Practice, Practice, Practice
Salvation Army Development Conference
Dr. Eugene Tempel
Founding Dean, IU Lilly Family School of Philanthropy
Professor, Philanthropic Studies
April 23, 2014

2. Improving Philanthropy to Improve the World
April 23, 2014 2

3. Improving Philanthropy to Improve the World
April 23, 2014 3

4. Why people don’t like to ask
Improving Philanthropy to Improve the World
April 23, 2014
Why people give
Why people don’t give
Why people don’t like to ask 4

5. Why people don’t like to ask
Improving Philanthropy to Improve the World
April 23, 2014
Why people give
Belief in mission
Belief in cause
Someone asked them to give
Why people don’t give
Don’t believe in mission
Lack of a connection with the organization
Fear increased requests from others
Why people don’t like to ask
Fear of rejection
Fear of begging
Fear of reciprocity
Haven’t given themselves 5

6. Schervish Scolding Discernment Demand side Supply side 6
Improving Philanthropy to Improve the World
April 23, 2014
Schervish
Scolding
Demand side
Discernment
Supply side 6

7. Effect of the Gift on the Giver
Improving Philanthropy to Improve the World
April 23, 2014
Effect of the Gift on the Giver
Sara Konrath
“Giving to others associated with positive health outcomes including fewer health conditions among older adults”
Such as: lower blood pressure, lower viral loads and a significantly lower risk of mortality in older adults or chronically ill patients
Effects particularly strong when the recipients of giving are close others
Panel Study
Giving good for the donor
Those who give live longer, healthier lives 7

8. Matching prospects and advocates
Improving Philanthropy to Improve the World
April 23, 2014
Preparation
Social Exchange
Matching prospects and advocates 8

9. Social Exchange Satisfaction Advocate Asker Prospect Needs
Improving Philanthropy to Improve the World
April 23, 2014
Social Exchange
Satisfaction
Advocate Asker
Prospect
Needs
Needs (mission)
Organization $ 9

10. Improving Philanthropy to Improve the World
April 23, 2014 10

11. Solicitation (Asking for the Gift)
Improving Philanthropy to Improve the World
April 23, 2014
Solicitation (Asking for the Gift)
Four-step conversation
Close
Presentation
Involvement
Opening 11

12. Summary of involvement Permission to present
Improving Philanthropy to Improve the World
April 23, 2014
Solicitation Plan
Summary of involvement Permission to present
After close PLEDGE
FIVE TIME CLOSE
1. Benefits: “join”
2. Agreement
3. Disagreement
4. Results of nonsupport
5. something different
STOP
Lead
into
close
PRESENTATION
“F – B - Q”
Features
Benefits
Questions
INVOLVEMENT
Explore:
relationships
needs
feelings
mutual concerns OK to
Probe
OPENING
Warmth & rapport
Purpose
The big need
Service required
Meeting objections
Reassurances 12

13. Solicitation Exercise
Improving Philanthropy to Improve the World
April 23, 2014
Solicitation Exercise
Roles
1. Division Development Director or Corps Officer
2. Volunteer
3. Prospect 13