Table Of Contents
How to Use This Book
Your Toolbox and Icons
Getting Started as a Trainer
Part 1: Reducing Barriers to Fundraising
Where Do You Stand? Fundraising Continuums
Why Do You Care?
Things You Learned About Money as a Child
What Are We Afraid Of?
Why People Give
How High Will You Go?
Part 2: Debunking Fundraising Myths
Where’s the Money?
Cycle of Fundraising
Fundraising on Faith
Fundraising Effectiveness Quiz
If Money Wasn’t Scarce
Part 3: Making the Case
What Drew You to This Work?
What’s Our Mission?
Features and Benefits: What Are We Selling?
The Case, Simplified
One Minute of Fame
Part 4: Building Blocks for Success
Building a Board Fundraising Ladder
Creating a Board Fundraising Menu
Board Giving: What’s the Right Amount?
What You Measure Is What You Get
Building a Gift Chart
Creating a Twelve Week Major Gifts Campaign
How Many Relationships Can You Manage?
Fundraising on Steroids: A Fundraising Game
Part 5: Finding People to Ask
Fundraising from the Inside Out
The ABCs of Identifying Prospects
Donors All Around Us
What’s a Major Gift?
The VIP Prospect Game
Power Mapping: Who Are the Movers and Shakers?
Rating Your Prospects (Pizza and Beer)
Part 6: Asking for the Gift
Active Listening: What Did You Hear?
Ask Good Questions, Become a Better Listener
Shall We Meet? Overcoming Objections by Phone
Face-to-Face Fundraising: Structuring the Meeting
Trust Your Instincts: Six Quick Asks
Closing the Gift
Part 7: After the Ask
The Gift Is Just the Beginning
Your Favorite Thanks
Thanking Donors from A to Z
After the Yes: Questions You Can Ask Donors
Part 8: Asking in Other Ways
Planning a Fundraising House Party
Fundraising House Parties: Engaging Your Board
Pitching in Public
Asking for Goods and Services