Nonprofit Fundraising: Using Relationships to Drive Growth

Introduction

• What is Cause Selling?

1. Cause Selling

• The three phases of Cause Selling
• The Cause Selling Cycle
• Cause Selling vs. traditional fundraising
• You sell every day
• Becoming a future focused fundraiser

2. Prospecting Overview

• Finding qualified donors
• Qualifying the prospect: The M.A.D.D.E.N. test
• Managing prospect data
• Managing prospect information: Prospect classification
• Managing prospect information: Scheduling contacts
• Managing prospect information: Automation
• Using social media to find prospects

3. Pre-Approach

• Pre-approach the right way
• Donor information checklist
• Preparing for questions every donor asks
• Six-step telephone track

4. Approach

• A first impression: Win or fail
• Picking the right approach: Meaningful conversations
• Giving prospects the gift of remembrance
• Making a strong impression at events: Before
• Making a strong impression at events: During
• Making a strong impression at events: After

5. Need Discovery

• The heart of it all
• Questioning techniques that build trust
• Expressive and authentic conversations
• The art of listening

6. Presentation

• The three truths
• Key presentation elements
• Successfully charting impact
• Creating units of conviction
• Presentation toolkit

7. Handling Objections

• Redefining objections
• Types of donor objections
• Techniques for negotiating objections
• Six-step plan

8. The Ask

• A closing frame of mind
• Dealing with rejection
• When to close
• Effective closing strategies

9. Stewardship

• Donor retention
• Maximizing current donors
• Winning back donors
• Tracking donor follow-up

Conclusion

• The future of philanthropy