The Art of Asking
How to Clinch the Major Gift
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
Expectations 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 for a successful Ask
- Listening and Really Hearing Feedback -
- Understanding Body Language -
- The Philosophy and Practice of Win-Win
Three Distinct Activities During Our Seminar
There are three distinct activities that set the Institute apart from any other coaching experience. The first is what we call ParkBenching. Mark Twain once wrote that the most profound learning experience a person can have is to have a great teacher on one end of a log and a student on the other. Well, we do that, but we skip the log !
In ParkBenching, every registrant at the Institute has the opportunity for a one-on-one conference with a faculty member. The session is open-ended, with no prohibition on the topic.
How to advance in the profession, how to deal with a Chair that's not effective, having a problem with the boss, looking for a new job. You name it— whatever needs to be discussed.
Second is the Buzz Group. It is a small team of six registrants with a faculty member, discussing a topic of significance to their work. There are always two Buzz Groups at a Seminar— and most often four.
These small groups offer an opportunity, under a faculty member's leadership, to explore in depth an important topic. Peel back the layers and get to the very nub of an issue.
The 360 Rap is the third. 360 Rap provides an extraordinary opportunity for registrants to analyze a faculty presentation. Here's how it works.
The faculty member presents a topic. At the tables, following the presentation, in groups of six, registrants examine the material. Turn it inside-out. Review it again. Challenge. Explore. Analyze. Most important, they talk about the take-aways they can put the lesson immediately to use back home.
Attending a Seminar is an extraordinary experience. Many say the most effective and exciting coaching experience they have ever had. These three special activities, added to one of the most outstanding faculties available, provide a remarkable opportunity to learn, explore, and practice.
Seminar Format Agenda VIEW COMPLETE AGENDA:
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Faculty Paul Edwards,
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Registration Fee
$725.00
US. If you attend more than one Seminar, you receive a discount of $50
off each additional Seminar. Please call the ICG office to apply for
this special offer.
Please ask about special rates for more than four registrants from the same organization. There is something quite extraordinary that happens when the CEO or supervisor joins a staff member for a Seminar experience. We are so committed to this important concept that we offer a special fee of $335 for the CEO or Supervisor.
Download Form>> for checks, POs and credit card to mail or fax. (PDF 188k)
Dates and Location
Chicago, IL – February 29 - March 1, 2012
The Westin Hotel
909 N. Michigan Avenue
Chicago, IL 60611
Phone: (312) 943-7200
Rate: Special rate of $169 a night, excluding taxes. Cut off date for hotel group rate: February 3, 2012. Be certain to make your reservations well in advance for these extra days to take advantage of wonderful museums, theatre and great shopping on The Magnificent Mile.
San Antonio, TX – March 12-13, 2012
The Westin Riverwalk
420 West Market Street
San Antonio, TX 78205
Phone: (210) 224-6500
Rate: Special rate of $189 a night, excluding taxes. Cut off date for hotel group rate: February 17, 2012.
Costa Mesa, CA – May 7-8, 2012
The Westin Sough Coast Plaza
686 Anton Blvd
Costa Mesa, CA 92626
Phone: (714) 540-2500
Rate: Special rate of $189 a night, excluding taxes. Cut off date for hotel group rate: April 11, 2012.
Register today! Attendance is limited so we may offer the best experience for attendees.