Synopses & Reviews
The Influential Fundraiser
With the explosion of uninspired e-mail solicitations, dull fundraising dinners, and cookie-cutter direct mail campaigns, donors are demanding a new, personalized approach when being asked for money.
Drawing on the authors' practical experience and the most current psychological and neurological research, The Influential Fundraiser offers a wealth of approaches that will help fundraisers make significant and successful creative "asks" for money from donors . . . in person. Written by Bernard Ross and Clare Segaltwo leading experts in the field of international nonprofit fundraisingthe book offers step-by-step guidance for gaining confidence and learning the necessary skills and techniques fundraisers must have to build successful relationships and raise substantial amounts of money.
Written in a accessible, engaging style, The Influential Fundraiser will help you to be both highly effective and very flexible. The 5 P model outlined in the bookPassion, Proposal, Preparation, Persuasion, and Persistencewill help fundraisers and volunteers learn invaluable skills needed for fundraising success including how to:
Meet specific donor challenges
Shape ideas into effective, memorable messages
Decide what can be gained from a particular situation
Build rapport with "difficult" or "different" people
Handle a "no" response
Create an impact with large groups
Learn from failure
The Influential Fundraiser is international in scope and includes helpful suggestions for dealing with a wide range of cultural and diversity issues.
In addition, the book explores the importance of influence more generally and offers techniques for persuading your board to invest in your ideas, engage a powerful advocate to speak for your cause, and motivate teammates when their confidence is low.
With this toolbox of different approaches, any nonprofit professional can be transformed into an influential fundraiser.
Synopsis
Praise for The Influential Fundraiser
"The Influential Fundraiser is dazzling! This is the most original piece of work I've seen in the field of fundraising in yearsyet it's down-to-earth, wonderfully readable, and eminently practical. If you're involved in fundraising, whether major gifts, legacies, direct mail, telefundraising, or just about any other specialty, do yourself a favor: buy this book! If you follow Bernard Ross' and Clare Segal's advice, you'll be sure to raise more money."
Mal Warwick, author and president, Mal Warwick and Associates
"How curious are you? Curious enough to dive into the most recent work of Ross and Segal as they apply their vast insights and intuition into developing professional fundraisers? Packed with common sense, intellectual rigor, and practical steps, The Influential Fundraiser explores the psychology of twenty-first century philanthropy and provides key tools for the fundraiser to succeed in this challenging charitable environment."
Sue-Anne Wallace, CEO, Fundraising Institute Australia
"Ross and Segal bring fresh perspectives and a host of new ideas to the fundraiser-donor relationship, and The Influential Fundraiser itself is an easy and fascinating read that will be useful on many levels. They have pioneered a new approach in fundraising that will be used for decades to come."
Paulette V. Maehara, CFRE; CAE; president and CEO, Association of Fundraising Professionals
"Fundraisers at every level will find Ross' and Segal's ideas on how to improve the ways they talk toand win overhigh-value donors both exciting and stimulating."
Lindsay Boswell, CEO, Institute of Fundraising UK
Synopsis
How to apply the latest developments in psychology and neurology for better fundraising and influencing skills
Leading fundraising expert Bernard Ross offers an alternative yet effective model for asking and influencing potential donors and peers, using the latest techniques developed in the neural and psychological sciences. He shows individuals how to make a compelling ask to mid- and high-value donors, win board members over to a new campaign strategy, convince reluctant colleagues to commit to their ideas, and confidently handle the objections of a skeptical venture philanthropist.
Bernard Ross and Clare Segal (London, UK) are Directors of the Management Centre, the United Kingdom's largest nonprofit management consultancy and training organization.
About the Author
Bernard Ross is co-director of The Management Centre (=mc), an internationally based management consultancy working exclusively with charities and other not-for-profit organizations.
Clare Segal is co-founder and co-director of The Management Centre. She has played a leading role in building =mc to become a leading player in the consultancy and training world.
Table of Contents
Acknowledgments.
Preface.
Introduction.
1. Influence—What It Is and Why You Need It in Your Fundraising.
Part I Passion.
2. Focusing Your Passion—Intelligently.
3. Understanding Donor Motivations.
Part II Proposal.
4. Making Your Case.
Part III Preparation.
5. Shaping Outcomes.
6. Building Self-Confidence—The Inner Game of Influence.
Part IV Persuasion.
7. Building Rapport.
8. Speaking the Language of Influence.
9. Understanding Their Point of View—Perceptual Positions.
Part V Persistence.
10. Helping Donors Say ‘‘Yes’’.
11. Dealing with Objections.
12. Conclusion.
Appendix A Accessing Eye Cues.
Appendix B Using Richer Language.
Appendix C Translating Your Case—Matching Preferences in Proposals.
Appendix D Influencing in a Group.
Glossary.
Bibliography.
The Authors.
Index.