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How
to Solicit a Gift
Turning Prospects into Donors
By Mel and
Pearl Shaw
How to Solicit a Gift: Turning
Prospects into Donors
is a must have for organizations and institutions who want
to increase the number of donors who give and the amount of
money raised. Personal solicitation results in gifts that
are typically larger than those given in response to a
direct appeal, phone call or website. Increase the
results of your current solicitation program. Prepare
your volunteers and staff so they know how and when to ask
and when to wait.
The important role of
personal solicitation
One-on-one solicitation of gifts is at the heart of
fundraising. The process of one person asking another to
give is what fundraising is all about. One-on-one meetings
are the moments where the organization’s case is most
effectively made with a blend of passion and hard facts. It
is the personal relationships between volunteer solicitors
and donors that generate funding and on-going support for
institutions across the country and around the world.
Research, cultivation and stewardship are all part of the
solicitation process, but solicitation must be at the heart.
What if you could change the outcomes your solicitors
report?
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Current Response |
After Reading How to Solicit a Gift |
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“Yes, I met with her and shared the information
with her. I asked her if she would consider a gift
and she said that she would.” |
“I asked if she would consider a gift of $25,000
pledged over three years and she said yes. We will
meet Thursday to finalize her pledge form.”
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“I couldn’t find a time to meet, but I sent him a
letter and enclosed a gift envelop.”
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“Mr. Sanchez is giving $1,500 and his company is
matching his gift 2:1 for a total of $4,500.” |
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“I wanted to ask him to give but I heard that his
wife is chairing another capital campaign.” |
“Arnold has $5,000 in his marketing budget that he
would like to use to sponsor the conference.” |
A Great
Board and Volunteer Training Tool!
Use How To Solicit A Gift: Turning
Prospects into Donors as you work with solicitors.
When you provide your board members, volunteers and
staff with How To Solicit A Gift: Turning Prospects into
Donors you prepare them with information they need to
successfully solicit gifts. After reading this book
volunteers and staff will know:
1.
Why to ask for a gift in person instead of by letter
2.
How to cultivate prospective donors
3.
How to determine if an individual or business is a
prospective donor
4.
How to secure a meeting with a prospective campaign
donor
5.
The information and materials needed before beginning
to solicit
6.
What to do before asking for a gift
7.
What to do when a donor says “Yes”
8.
What to do when a donor says “No”
9.
The exact things to say and do when meeting with a
donor.
10.
How to prepare to overcome objections
“I am recommending that every
person on campus who is involved in soliciting major gifts
read this book.” – Robert Lipscomb, Chair of the
Board of Trustees,
LeMoyne-Owen College
This easy-to-read book educates solicitors on the things
they need to know before they ask someone for a gift and how
to close and follow up on the meeting. Purchase the Power
Pack – Twenty Copies at a discounted price. Share with
all your solicitors and watch the results!
Learn how to overcome the fear of asking. And learn how to
discern when to wait before soliciting so that a prospective
donor is truly ready to give.
While some solicitors are afraid to ask others are ready to
ask before the prospective donor is ready to be asked.
How To Solicit A Gift shares with readers the larger
process that surrounds the solicitation.
Incorporating How To Solicit A Gift into your
fundraising training program takes the guess work out
of the solicitation process and increases a solicitor’s
likelihood success.
If you are a fundraising
manager, director or Vice President….
“How To Solicit A Gift puts
the fun back in fundraising.”
- Cherlyn Spencer, Executive
Director,
Alameda County Healthcare Foundation
Too often volunteers, staff and board members don’ take
seriously the guidance provided by the professionals they
hire to manage the fund development function. This
easy-to-read book backs up the direction and suggestions you
provide. Share How To Solicit A Gift with your
volunteers and soon you will hear “Now I understand why you
emphasize the things you do.” As the staff person
responsible for fundraising you will gain respect from board
members for the training you have done.
Asking for money is also a fear that many fundraisers and
volunteers have to overcome. While people are willing to
assist with fundraising many people do so by writing a
letter, making a phone call, or another form of a “soft ask”
that doesn’t result in the funds that donors are willing to
give and that organizations and institutions need to survive
and thrive. This fundraising challenge haunts non-profits of
all sizes. And it can be overcome with training and
information.
Order this
Fundraising training tool today!
Ideal for Board Members, Administrators,
Faculty, Staff, Alumni and Volunteers.
© SAAD & SHAW
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