More and more nonprofits are borrowing business selling techniques as they seek to improve their big-gift solicitations.
That's because donor relations, much like sales, often involves overcoming resistance from potential supporters. This one-hour webinar will give you tools to work through a donor's objections, delay tactics, and excuses for making a commitment, all with the goal of helping you improve your fundraising results.
You'll hear from Dr. Lena Rodriguez, endowed director of the Sanford Institute of Philanthropy at National University, whose fundraising track record includes helping one nonprofit increase its annual revenue from $1 million to $14.5 million in just three years.
Dr. Rodriguez will explain how applying sales techniques differs from traditional fundraising and share a 6-Step Plan for Overcoming a Donor's Concerns that will help you make a successful pitch. She also will share seven effective techniques for dealing with objections, and share real-world scenarios so you can put these ideas into action right away.
You'll also hear from Dani Dawson, Executive Director of Development at the University of California at San Diego, who oversees a team of four fundraisers who raised more than $100 million in planned gifts last year. Ms. Dawson will explain how adopting a sales approach has helped improve her campus's fundraising results.
What Will You Learn?
- How to identify a donor's style and frame your pitch to match it
- How to uncover hidden concerns or questions the donor has not raised in conversation
- How to use proven techniques to overcome objections
Who Should Attend?
- Chief development officers and development directors
- Communications directors and online marketers
- Executive directors
What Resources Will You Receive?
Checklist: Smart Questions to Ask Donors Before Seeking Money
Discovering what matters to your donors is key to building a long-term relationship and landing big gifts over time.
- Key Questions to Ask Donors
DANI DAWSON, J.D.
Executive Director of Development, Office of Gift Planning
University of California, San Diego
LENA T. RODRIGUEZ, PH.D
Sanford Institute of Philanthropy at National University
This webinar is worth one CFRE credit.