8:30 AM Registration & Networking
9:00 AM - 3:00 PM Program (Includes Lunch)
Cost: AFP/SCANPO Members $75; Guests $90
Sponsored by:
Determinants Of Success In Asking For The Gift: The key strategy decisions leading to the successful gift solicitation will be analyzed. These include:
Where Asking For The Gift Fits With What We Do: More and more, the professional fundraiser is doing the asking. Is that as it should be? What percentage of the time should be spent asking? How do we fit together the primary tasks of Identifying, Cultivating, Asking, and Follow-up?
Developing Prospect Strategies: The real art of major gifts is in the development of strategies. How do you develop the "touch?"
Asking Psychology and Techniques:
How To Make The Ask: The key determination of success in making a gift solicitation visit will be analyzed. This focus on the "art of the ask" will actually take you through the nuts-and-bolts of asking for the gift.
Responding To Objections: Objections are important because they tell you where you are in the solicitation process. You need to understand what the prospect really means by a question or expressed concern. This session will provide you with techniques for responding to objections. An exercise will be of incalculable value to you in learning to interpret hidden meanings and messages.
The Art Of Listening: Listening is probably the most vital skill in making the successful gift solicitation. Good listening can be learned and this session will give you much needed tools for success.
COST: $75 AFP/SCANPO $90 GUESTS
REGISTRATION LINK
About William T. Sturtevant
P.O. Box 1125