Vocabulary

1.President’s Council2.John Purdue Club3.Purdue Alumni Association4.Dean’s Club5.Donor/Guest/VIP/Alumni/Friend

Renewal Rates of donors

Charity competition

Leadership donors

50 Percent Industry Standard

34 Percent give to more than 20 Charities

90 Percent will continue to give extraordinary gifts, if we continue to communicate

Mints Kleenex Pen Card Piece of paper Money MIRROR

Arrive on Time Courteous to everyone Read the newspaper

Verbal1. Greeting2. Conversation

Starter3. Listen for entire

question4. In/Out moves

Non Verbal Communication

1. Head 2. Hands 3. Heart 4. Health 5. Confidence

FIRST◦ PERSON OF GREATEST

IMPORTANCE◦ FORMAL FIRST◦ STAND ◦OOPS - forgot their name

THIRD

SECOND◦May I introduce . . . .◦ I would like to introduce

(number two)◦Have the two of you meet?

PERSONALIZED STATEMENT

Look for non-verbal cues Ease drop on the conversation Gentle in, Gentle out Always graceful!

Follow your host◦ Sitting, eating, standing◦Dining situations◦ Silverware◦ Elbows◦Beverages

Gracious host

Uncomfortable situations Men Women

De-escalating a grumpy donor Listen I hate that for you . . . . Take information back

1. Timely (it is never too late)2. Overall Positive Tone (no handwringing)3. Accurate4. Personalized5. TRY TO RECAPTURE THE SPIRIT THE DONOR WAS

FEELING WHEN THEY WROTE THE CHECK.