The Seven Secrets of Successful Solicitations - PowerPoint PPT Presentation

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The Seven Secrets of Successful Solicitations

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The Seven Secrets of Successful Solicitations Anne T. Melvin Deputy Director of Gift Planning, Harvard University Program Manager of Fundraiser Training and Education – PowerPoint PPT presentation

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Title: The Seven Secrets of Successful Solicitations


1
The Seven Secrets of Successful Solicitations
  • Anne T. Melvin
  • Deputy Director of Gift Planning, Harvard
    University
  • Program Manager of Fundraiser Training and
    Education

2
Outline
  • Aimed at the intermediate audience (some basics)
  • Role of fear and hope
  • Solicitation 101 setting the base and building
    your solicitation
  • Urgency
  • How to avoid planned giving-ese
  • Solicitation 301 more advanced techniques
    walking the gift up, upping the ante, turning a
    bequest into a LIG
  • Leverage
  • Responding effectively to resistance
  • Bonus tips!
  • Role-playing solicitations
  • Audience suggestion cards
  • You will be a Solicitation Whisperer!

3
Secret 1 Hope
  • Confidence
  • is the enemy of fear

4
Secret 2 Set a Solid Base for Your
Solicitation and Build From There
5
Secret 3 Urgency
6
Secret 4 Ask in English, Not Planned
Giving-ese
7
Secret 5 Get Out the Toolbox (Theres more
than one way to skin the cat)
  • The Soft Ask
  • (gift scale)

8
Secret 6 Leverage (What is it with your
prospect?)
9
Secret 7 Respond Effectively to Resistance
  • Dont give into resistance respond to it
  • Ask questions
  • Identify the prospects concerns address them
  • Draw the donor out to talk more about the
    concerns. Is it something about your organization
    or the project?
  • Is the resistance more about the donors
    situation?
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