Opening the Door to Major Gifts: Mastering the Discovery Call by John Greenhoe
Opening the Door to Major Gifts: Mastering the Discovery Call by John Greenhoe PDF, ePub eBook D0wnl0ad
If you are not feeding new prospective major gift donors into your pipeline on a regular and systematic basis, sooner or later your efforts are going to stall. So, whether you are new to fundraising or have been active in the profession for years, this is a resource that can help you build new relationships and add good prospects to your portfolio.
The book provides specific strategies that will increase your odds for success when you are ready to meet your donors. You will learn to “warm” your prospects so they are receptive to your outreach, to make allies of the gatekeepers who control access to the decision makers, and to conduct a qualification call that is both casual and purposeful. All of these methods are designed to initiate a comfortable and meaningful relationship that will one day result in a significant philanthropic investment.
How important is the task of mastering the discovery call? Take a look at the average portfolio of a major gift officer. A number of industry benchmarks indicate that if there are 150 individuals in a fundraiser’s portfolio, as many as half of them (seventy-five) might be prospects/suspects who haven’t yet been properly qualified. Therefore, it is critical for today’s development professional to become proficient in prospect qualification.
John Greenhoe presents his advice, insights, and tips in a straightforward and logistically sequential fashion. He starts with the reasons why qualification calls are important and then delves into researching your prospects. He then gives practical tips for negotiating voice mail and gatekeepers en route to successfully making the appointment.
Greenhoe also covers the actual format of the discovery call, including suggested scripts that you may wish to employ during your face-to-face visit. He also looks closely at strategies for conducting follow-up calls and then concludes with a look at future trends.
The qualification of donors is, generally speaking, not an easy task. Hard work and discipline are essential. At the same time, bringing new donors to your organization can be a lot of fun. Following the techniques of this book, you’ll meet some amazing people, many of whom will share your passion for your nonprofit.
Bottom line, if you follow the strategies detailed in this book, you will be successful.
About CharityChannel’s In the Trenches(tm) Series
You’ll know an In the Trenches book not just by its cover, but by the author’s fun, upbeat writing style. But don’t be fooled by its down-to-earth approach and ample use of sidebars. In the Trenches books are authoritative and cover what a beginner should know to get started and progress rapidly, and what a more experienced nonprofit-sector practitioner needs to move forward in the subject.
From reader reviews:
Bettie Hentges:
Spent a free a chance to be fun activity to try and do! A lot of people spent their down time with their family, or their very own friends. Usually they accomplishing activity like watching television, going to beach, or picnic inside park. They actually doing ditto every week. Do you feel it? Do you want to something different to fill your own personal free time/ holiday? Might be reading a book might be option to fill your totally free time/ holiday. The first thing you ask may be what kinds of reserve that you should read. If you want to try look for book, may be the reserve untitled Opening the Door to Major Gifts: Mastering the Discovery Call can be good book to read. May be it can be best activity to you.
Leigh Harris:
You are able to spend your free time to see this book this book. This Opening the Door to Major Gifts: Mastering the Discovery Call is simple to deliver you can read it in the playground, in the beach, train as well as soon. If you did not possess much space to bring the printed book, you can buy the e-book. It is make you much easier to read it. You can save the actual book in your smart phone. And so there are a lot of benefits that you will get when you buy this book.
Elizabeth Villalobos:
Is it you who having spare time in that case spend it whole day through watching television programs or just laying on the bed? Do you need something new? This Opening the Door to Major Gifts: Mastering the Discovery Call can be the respond to, oh how comes? A fresh book you know. You are thus out of date, spending your spare time by reading in this brand new era is common not a nerd activity. So what these guides have than the others?
Read Opening the Door to Major Gifts: Mastering the Discovery Call by John Greenhoe for online ebook
Opening the Door to Major Gifts: Mastering the Discovery Call by John Greenhoe Free PDF d0wnl0ad, audio books, books to read, good books to read, cheap books, good books, online books, books online, book reviews epub, read books online, books to read online, online library, greatbooks to read, PDF best books to read, top books to read Opening the Door to Major Gifts: Mastering the Discovery Call by John Greenhoe books to read online.
No comments:
Post a Comment