Listening to Donors - Essential Skills for the Win-Win Ask

Program Summary:

To make a gift request that inspires a donor to make a stretch contribution you need to first take the time to listen to their values, their motivations for giving, their life situation, and their understanding of your organization and its need for funding. This session will provide you with the tools to sharpen your listening skills and utilize techniques to broaden your organization's understanding of each major gift donor.

Learning Objectives:

Participants will:

1. See how listening techniques and styles as described by experts in business and life can be applied to philanthropic fundraising.
2. Understand the importance of taking notes during listening interviews through a probing tool and formalizing these notes in disciplined and timely contact reports.
3. Find "hands on" ways of structured listening to both individuals and collective groups to immediately improve your fundraising programs and gift requests.

About the Presenter:

Tom Wilson, vice president and western region manager for Campbell & Company, has raised hundreds of millions of dollars over his nearly 30 years in philanthropic fundraising. He brings experiences from 2,600 donor interviews plus a myriad of experiences from running his own fundraising program to consulting with organizations of all types and sizes. Author of Winning Gifts: Make Your Donors Feel Like Winners, 2008, John Wiley & Sons.

Target Audience: Senior Level 7 - 9 years

Participation in a live session or use of an audio recording of the program qualifies for 1.5 points toward CFRE education requirements.

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