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 Recent Questions How to personalize your Thank You's How to Ask Faculty & Staff for Gifts? How Restrictive Is The HIPPA Privacy Regulation? |
Dollars and Sense “Is it true ‘people give to people’?” At one of our Seminars the other day, we were talking about how to most effectively ask for the Gift. The Vice-President of a major university said: “Well, as we know...people give to people.” That’s a hoary fundraising verity that goes back since time began (as old as Jerry Panas!). The trouble with that great“truism” is that—it’s absolutely wrong. People do not give to people. They give to bold, exciting programs, and to institutions whose mission they embrace. We are finding more and more in recent years that prospects find it easy to say “no” to even a friend—if they do not feel keenly about the organization. Or perhaps they will give a modest gift, a few thousand dollars, because a friend has asked. But here's the key. A friend is able to secure an appointment with another friend. And that’s the best possible use of a relationship. As we all know in this business, it’s harder to get the appointment than it is to get the gift. Get the friend to make the appointment—and then during the visit, hammer away at the mission and the unique manner in which the organization serves. -Jerry Panas
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