The Art of Asking
How to Clinch the Major Gift
“This seminar exceeded my expectations. The faculty skillfully wove in lecture and class interaction. Gave me the confidence to aim high! I can’t wait to do another of your workshops.”
—Seminar Attendee
“Excellent seminar in everyway. Role plays and table discussions were very valuable. Lots of frameworks for me to use as I approach my new major gifts prospects.”
—Seminar Attendee
Further schedule details will be included with your registration confirmation letter.
The essence of what a fundraiser does is to ask for the gift and coach volunteers to ask. This Seminar enables you to be superbly successful at Making the Ask. You are guided through a practical, step-by-step process of getting the gift. You’ll find it fail-proof.You learn why donors respond. You’ll have the ability to put this understanding to immediate use— whether you do the asking or you’re training your CEO or a volunteer. Successful major gift fundraisers take you into role-playing, strategy practices, and simulated solicitations. You hone skills and discover how easy it is to ask for and get the gift.
Who Asks?
More and more, the professional fundraiser is doing the asking. Is this effective? What percentage of your time should be spent asking? How do you undertake primary tasks of identifying, cultivating, asking, and follow-up?
Making The Ask— The Fine Points
This Seminar is designed especially for those who don’t yet have the confidence necessary to make the call, and those who are coaching others to make the ask. If you’re already very good, it will help you become better and even more effective.You’ve heard that listening is perhaps one of the most significant factors in motivating your donor. In this Seminar you will discover and practice how to “listen the gift.” Making the Ask can be the aspect of a fundraiser’s job that is the greatest fun. We discuss why this should be true for you. You leave this session with renewed vigor, commitment, and enthusiasm for our special field of endeavor.The presenters and coaches are among the most inspirational, motivating, and effective in the field. You are assured a success. This Seminar is a “don’t miss” opportunity for the serious major gift fundraiser.
The Program
The Mechanics Of Making The Ask
You review, examine, and discuss the essential factors which determine success in major gift solicitations. We give you proven and tested guidelines.
Asking Psychology And Techniques
- Preparing for the Ask
- Reading the Donor’s Needs
- Satisfying Donor Expections
- Motivating and Persuading
- Getting the Gift at the Right Level
Making The Ask
Through role-playing and analysis, you sharpen
your skills in this vital area.
The Art Of Listening
Listening is probably the most vital skill in making the successful gift solicitation. Good listening can be learned.
Responding To Objections
Objections are important because they tell you where you are in the solicitation process. You need to understand what the prospect really means by a question or expressed concern. This session provides you with techniques for responding to objections.
Scripting A Gift Solicitation
This invaluable session provides you with a practical and flexible means of scripting and rehearsing the gift solicitation.
The Success Factors That Count
- Conquering Ask Fright
- Using the Right Words to Romance the Ask
- Really Hearing Feedback
- Understanding Body Language
- The Philosophy and Practice of Win-Win
“I wish I had taken this session before I made my first phone call or visit. I would recommend this course as a requirement for anyone starting in the development field.”
—Seminar Attendee |
