Always Set a Date to Come Back
After you’ve asked for a gift, it is not unusual for a person to say, “I need time to think it over.” I usually like to respond by saying, “Of course you need time to think
Be Passionate
It is important to: • Know what you are doing.• Believe in what you are doing.• Love what you are doing.• And be passionate about it— head over heels.
Changing and Saving Lives
As you work more and more in the field, you will experience a joyous and fulfilling life. You have great personal rewards in store for what you are doing. Because of you, the organ
Which Person Are You?
There are four kinds of people in the world.
Why do You Do It?
In describing your organization, it is important to let donors know:• What the organization does— the extent of everything you do.• How you do it— what is your unique metho
Don’t Leave Empty-Handed
You cannot leave a meeting unless you receive a gift or schedule a date for a new meeting.
Tell Them You’re Unique
It is important that you indicate how your organization is uniquely positioned to provide the service you do. I want you to be able to say, “No other organization offers the serv
Get Your Donors to Talk
After 48 hours, a person only remembers 37% of what you have talked about. But they remember 76% of what they say. When you are meeting with someone, make certain you p
Three Essential Elements to an Appeal
In your oral appeal and in your writing, there are three things that are essential.
Thrifty Use of Resources
Expensive brochures are often a negative to the prospect. They are like children— much beloved by their parents, but barely tolerated by others.
