Ask How to Ask Anyone for Any Amount for Any Purpose

ISBN-10: 0787978566
ISBN-13: 9780787978563
Edition: 2006
List price: $39.95
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Description: This reference guide for fund-raisers discusses the psychology of why people fear asking for gifts; how body language, tone of voice and physical presence are so important; selecting the right person to do the ask, scripting the ask, scheduling the  More...

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Book details

List price: $39.95
Copyright year: 2006
Publisher: John Wiley & Sons, Incorporated
Publication date: 1/23/2006
Binding: Hardcover
Pages: 288
Size: 6.25" wide x 9.50" long x 1.25" tall
Weight: 1.034
Language: English

This reference guide for fund-raisers discusses the psychology of why people fear asking for gifts; how body language, tone of voice and physical presence are so important; selecting the right person to do the ask, scripting the ask, scheduling the ask, doing the ask and dealing with the response.

Laura Fredricks is vice president for philanthropy at Pace University in New York City. She is the author of "Developing Major Gifts,"

Foreword
Susan Earl Hosbach
Jon M. Wagner
Andrea McManus
Preface
Acknowledgments
Introduction
Hesitating to Ask for Money
What Fears May Prevent or Postpone the Ask?
Knowing the Prospect Well Before Making the Ask
Giving Is the Greatest Gift of All
Every Organization Has Its Own Sparkle and Is Deserving of a Gift
Knowing the Organization Inside and Out
Asking Must Be Done in Person
Saying No to the Gift Is Not Saying No to You
Conclusion
Looking Ahead
Judging the Prospect's Readiness for the Ask
Avoiding Common Pitfalls When Judging Readiness
The Readiness Profile
The Readiness Formula
The Match
The Pre-Ask Conversation
Unrestricted Gifts Are Our Friends
Asking for Money on the First Visit
Conclusion
Looking Ahead
Selecting the Right Person or Team to Do the Ask
Determining Your Pool of Potential Askers
Characteristics of a Good Asker
Determining When One Asker Can Conduct an Ask
Using the Team Approach
Conclusion
Looking Ahead
Preparing for the Ask
The Right Tone for the Ask
The Review Prior to the Ask
The Script for Each Ask
Conclusion
Looking Ahead
Asking for Special Event or Community Project Gifts and Increased Annual Gifts
The Ask for a Special Event or Community Project
The Ask for the Enhanced Annual Gift
Conclusion
Looking Ahead
Asking for Major Gifts
Defining a Major Gift
Defining Major Gift Prospects
Essentials of Any Major Gifts Program
Major Gift Asks
Conclusion
Looking Ahead
Asking for Planned Gifts
The Importance of Planned Gifts for the Organization
The Importance of Planned Gifts for Donors
Planned Giving Donor Profiles
The Planned Giver Prospect Pool
Planned Giving Program Prerequisites
Coordinating the Planned Giving Program with All Fundraising Programs
Building a Planned Giving Program
Marketing a Planned Giving Program
Asking for Planned Gifts
Conclusion
Looking Ahead
Asking for Complex and Challenging Capital Campaign Gifts
Defining the Capital Campaign
Phases of the Campaign
Defining Campaign Gifts and Prospects
Preparing Campaign Materials to Use During the Ask
Asking for Campaign Gifts
Conclusion
Looking Ahead
Addressing the Prospect's Response to the Ask
Preparing for the Prospect's Response
Responding to the Prospect's Concerns
Analyzing the Responses to the Prospect's Concerns
Conclusion
Looking Ahead
Following Through with Each Ask
The Next Steps After Each Ask
How to Juggle and Balance Time After Each Ask
The Ten Guiding Principles for Any Ask
Sources for Fundraising Software
Prospect Research Providers and Web Sites
AFP Code of Ethical Principles and Standards of Professional Practice
Thank-You Letter After the Ask
Notification of Bequest
Sample Prospect Materials for a Charitable Gift Annuity
Sample Prospect Materials for a Charitable Remainder Unitrust
Sample Capital Campaign Marketing Materials
References
The Author

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