April 2013

DEVELOPMENT
“…is a lifelong process of building support based upon a long-term, positive, mutually beneficial relationship between a donor and the School.”

THE FIVE I’s
• Identify
• Inform
• Interest
• Involve
• Invest.

THE GIFT
PYRAMID
Ultimate Gifts
Major Gifts
Special Gifts
Annual Gifts
All Constituents

Why do people give?
To affect other people’s lives.

The basic motivation translates into many reasons…
• Have $
• Believe in cause
• Trust solicitor
• Make good things happen
• Stop bad things
• Tradition of giving
• Legacy
• Guilt / fear
• Tax deduction
Greatest reason of all…

By the right person for the right amount at the right time.

3 “KNOWS” and you’re ready
• KNOW your case
• KNOW your prospect
• KNOW yourself.

And before you ask…
Make your gift in writing
Effective solicitors are givers first.

Now for the hardest part…

‘Do we have to meet in person?’
“Yes -- this is so important and exciting to me that I believe it deserves a faceto-face meeting.”

Other Appointment
Considerations
• Who?
• When?
• Where?

Now for the
Easy Part…
Sharing the good news about the School and its service to its students.

Preparing for the Meeting
• Read the Case Statement -- your best guide to the “product”
• Read the Strategy Memo -- get to know your prospect ( Confidential: don’t show to prospect)
• Don’t forget Named Gift
Opportunities.

Whom to take…
How many to go?
It depends!
 Know yourself
 Know your prospect.

What to Take
 Proposal letter
 Case statement
 Named Gift
 Letter of

What to do first ?
R elax!
• Be yourself
• Be sincere
• Be enthused.
(committed)

Be Interested
In Them
 Look ’em in the eye
 LISTEN
 Ask questions
 LISTEN some more.

Develop Rapport
Words = 7%
Tone of voice = 45%
Body language = 48%.

“I’m shocked by how much you’re asking me to give.”
“I was surprised by the amount that was requested from me, too.
But this campaign is extremely important and deserves a high level of support.” (You might also say how much you have pledged.)

“I’m just too overcommitted right now.”
That’s why God created five-year pledge periods.

“I can’t make a decision now…
“…I’ll have to talk it over with my partners
[or spouse, financial advisor, bookie,etc.].”

“I can’t make a decision now…
“ Of course. This is an important decision.
Could I see you this time next week to receive your commitment?”

When to Close
• Rapport established
• You have told the story
• You have listened.

When to ask it depends!
 On you
 On your prospect
 On the situation
 Up front
 After making your case and listening.

Why is it necessary to ask for specific amount?
• It is a suggestion, not a demand
• Avoids misunderstanding of your purpose
• Sets expectations and starting point for further discussion
• Tells donor how she/he can make a difference, how she/he fits into the campaign.

“I do not like to have anyone tell me what it is my duty to give
(there is just one man who is going to decide that question and that is myself)…
“I like for the solicitor to suggest how much it is hoped I will give.”
– John D. Rockefeller

3 MAGIC WORDS
“Now that you have heard the story of the campaign and our plans for the School’s future, Would you consider?…”

• YOU control
• Don’t leave openended
• “May I see you on
_______”.

Prospects don’t usually close their own gifts
Keep control of the solicitation process until the letter of commitment is turned into the
Campaign Office.

 With prospect
 With chair
 With staff
 Attend committee report meetings
 Be persistent
 Your job is not complete until the gift/pledge is in.

• Informed
• Knowledgeable
• Committed.

• Enthusiastic
• Informed
• Sincere
• Committed personally
• Optimistic
• Tactful
• Patient
And...

Linda Wise McNay, Ph.D.