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Title: Asking: A 59-Minute Guide to Everything Board Members, Volunteers, and Staff Must Know to Secure the Gift by Jerold Panas ISBN: 1-889102-17-2 Publisher: Emerson & Church Pub. Date: 30 November, 2002 Format: Paperback List Price(USD): $24.95 |
Average Customer Rating: 5 (1 review)
Rating: 5
Summary: Great basic advice and encouragement
Comment: The book's twenty-five chapters are only about three pages each, and cover topics such as "Great Opportunity Stands in Front of You, In the Form of Objections," "Thanks for Being a Friend," and "You Won't Get Milk From a Cow by Sending a Letter." Some of the advice is a little hokey and artfully cute, but it's all based on solid experience and it will work.
The appendices are almost as valuable as the rest of the book. They include sample letters to donors and prospects, how to deal with a prospective donor's
objections to making a gift, a side-by-side list of differences between annual giving and major gifts, and rough guidelines for prospecting donors for each
type of gift.
Objections are the stated reasons why a prospect is hesitant about making a gift. Objections aren't "no"; they are the last hurdles to saying "yes." One technique described in the book is the "feel, felt, found" approach to overcoming objections. Identifying with the prospect's objection ("feel"), placing it in the past tense (felt"), by demonstrating how others were able to overcome that objection ("found") is a powerful way to move the prospect toward making the desired gift.
The mix of techniques, hard information, and empowering inspiration makes this book valuable for professional as well as volunteer fund raisers. As I read it, I thought of several friends and colleagues (like you) who would appreciate its lessons, and I'm sure you will, too.
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Title: Megagifts: Who Gives Them, Who Gets Them by Jerold Panas ISBN: 0931028396 Publisher: Precept Press Inc. Pub. Date: 01 March, 1994 List Price(USD): $40.00 |
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Title: Wit, Wisdom & Moxie: A Fundraiser's Compendium of Wrinkles, Strategies, and Admonitions That Really Work by Jerold Panas ISBN: 1566251796 Publisher: Bonus Books Pub. Date: 01 February, 2002 List Price(USD): $24.95 |
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Title: Fund Raising Realities Every Board Member Must Face: A 1-Hour Crash Course on Raising Major Gifts for Nonprofit Organizations by David Lansdowne ISBN: 1889102105 Publisher: Emerson & Church Pub. Date: 01 June, 1996 List Price(USD): $24.95 |
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Title: Finders Keepers by Jerold Panas ISBN: 1566251192 Publisher: Bonus Books Pub. Date: 01 April, 1999 List Price(USD): $39.95 |
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Title: The Ultimate Board Member's Book: A 1-Hour Guide to Understanding and Fulfilling Your Role and Responsibilites by Kay Sprinkel Grace ISBN: 1889102180 Publisher: Emerson & Church Pub. Date: 01 September, 2003 List Price(USD): $24.95 |
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