By Thomas D. Wilson

ISBN-10: 0470128348

ISBN-13: 9780470128343

ISBN-10: 0470233230

ISBN-13: 9780470233238

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Antagonists, more often than not, show more concern for their own needs . . than for those of the affluent. . They often repel as opposed to attract the affluent as clients. 2 Stanley goes on to define an apostle as someone on a mission, someone who is there to serve. Of course, you will always have an aspect of sales in fundraising; however, it should come after you have developed your marketing plan and tested your value proposition with your donors. Many organizations rely on a sales approach through their emphasis on special events.

Golf tournaments, auctions, and other types of special-event fundraising are transactional fundraising. The buyer is getting merchandise, usually at a discount, in exchange for her donation (her purchase). It’s a sales approach to raising money. While nonprofit groups raise $5,000 to $500,000 using sales techniques in special events, donors may be only vaguely aware of the cause they are supporting. They are more interested in the great deal they got on the golf vacation they won at the auction.

5 In Chapter 3, Listen, we will examine specific techniques you can use to discover and uncover donor interests. Importance of Strategic Planning Strategic planning (scenario planning, long-range planning) should be important to every nonprofit organization. Planning helps set directions for the staff and the future of the organization. Visions of future successes for the organization are mapped during the strategic planning process. Beyond organizational effectiveness, strategic planning creates a winninggifts atmosphere.

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Winning Gifts: Make Your Donors Feel Like Winners (Afp Fund Development Series) by Thomas D. Wilson


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