Association of Fundraising Professionals
Central South Carolina Chapter
     

DEVELOPING AND IMPLEMENTING SOLICITATION STRATEGIES FOR THE MAJOR GIFT with Bill Sturtevant

  • 28 Feb 2013
  • 8:30 AM - 3:00 PM
  • EdVenture Children's Museum: 211 Gervais Street Columbia, SC 29201

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:

  •        Who Does The Asking?
  •        For What?
  •        How Much?
  •        When?
  •        Where?

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:

  •         Preparing for the ask
  •         Reading the donor's needs
  •         Satisfying donor expectations
  •         Motivating and persuading
  •         Getting the gift at the right level

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.

  •         Things to remember about your prospects
  •         Personal solicitation tips
  •        "Rules of Thumb" and techniques for closing the gift
  •         How to involve board members and volunteers
  •         The key factors that will determine your success
  •         How to script your solicitation

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

William Sturtevant Bill is a specialist in major and deferred gift philanthropy who has successfully practiced the craft for over 30 years. His special niche is developing and implementing strategies for the cultivation and solicitation of major donors. He is also frequently called upon to assist with complex and unique gift scenarios.
Bill is Senior Principal Gifts Consultant at the University of Illinois Foundation, a position which guides relationships with individuals and families capable of gifts at a level of $5 million and above. For the past 25 years he served as Vice President for Planned Giving and Trust Relations at the University of Illinois Foundation. Mr. Sturtevant arrived at the University of Illinois at the onset of its first capital fund drive. He was responsible for the strategy for and the solicitation of a significant number of major gifts in that campaign. He also played a central role in the University's recent $1.5 billion campaign. During his years at Illinois, he has been directly involved with over $450 million in major gifts. Learn More...
Association of Fundraising Professionals | SC Chapter © 2016
Attention: Sarah W. Wells, Treasurer

P.O. Box 7701

Columbia, SC 29202
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