Making the Ask: 149 Tips for Soliciting Major Gifts (The Major Gifts Report)

Originally published by Stevenson, Inc., this practical resource helps nonprofit professionals improve presentation skills; prepare effective solicitation teams; and train staff, volunteers and board members on the ask. It also gives expert advice on approaching donors for major gifts, tailoring individual proposals, and improving efforts to solicit major gifts. Important topics covered include: * Closing techniques * Donor communication * Overcoming call reluctance * The science of asking questions * Negotiation skills * Setting the ask amount * Dealing with objections and refusals * Prospect conversation starters * Major gifts advisory committees * Listening skills tips * Decision delays * Upselling * Corporate solicitation * Gift proposals * Sales skills * Evaluating prospects __Please note that some content featured in the original version of this title has been removed in this published version due to permissions issues.__ Content: fmatter-1......Page 1 fmatter-2......Page 2 fmatter-3......Page 3 fmatter-4......Page 4 c01-1......Page 5 c01-2......Page 6 c01-3......Page 7 c01-4......Page 8 c01-5......Page 9 c01-6......Page 10 c01-7......Page 11 c01-8......Page 12 c01-9......Page 13 c01-10......Page 14 c01-11......Page 15 c01-12......Page 16 c01-13......Page 17 c01-14......Page 18 c01-15......Page 19 c01-16......Page 20 c01-17......Page 21 c01-18......Page 22 c01-19......Page 23 c01-20......Page 24 c01-21......Page 25 c01-22......Page 26 c01-23......Page 27 c01-24......Page 28 c01-25......Page 29 c01-26......Page 30 c01-27......Page 31 c01-28......Page 32 c01-29......Page 33 c01-30......Page 34 c01-31......Page 35 c01-32......Page 36 c01-33......Page 37 c01-34......Page 38 c01-35......Page 39 c01-36......Page 40 c01-37......Page 41 c01-38......Page 42 c01-39......Page 43 c01-40......Page 44 c01-41......Page 45 c01-42......Page 46