“I have been so many years collecting money for churches and institutions of all kinds that I have come to the conclusion that there is no way of getting it except by personal appeal to those who have it, and that appeal the coming from the lips of an enthusiastic speaker.”

Archbishop Patrick RiordanArchbishop Of San Francisco, 1912 From Page 127 of The Catholic Philanthropic Tradition In America By Mary J. Oates

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

Dynamics Of Face-To-Face Dynamics Of Face-To-Face Solicitation For Major Gift Solicitation For Major Gift

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Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

OpeningQuestionsPresenting

Negotiating (overcoming objections) Listening

Closing

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The Anatomy of an The Anatomy of an EncounterEncounter

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

• Opening- Greeting and introduction - Questioning for common ground - Winning credibility - Getting attention - opening communication

lines - Safeguarding control of encounter - Sizing up prospect - Initial diagnosis - Personal impact

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The Anatomy of an The Anatomy of an EncounterEncounter

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

• Presentation- Probing for motives - Presenting the case - features and benefits - Challenging reaction to case - questioning

- Listening and reflection - Identify needs

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The Anatomy of an The Anatomy of an EncounterEncounter

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

• Negotiating- Mention expected commitment - Separation of excuses from legitimate objections - Acknowledging objections and reactions to roadblocks - Challenging depth of objections - Handling objections and reestablishing common ground - Decide on end of exchange - Motivate for action

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The Anatomy of an The Anatomy of an EncounterEncounter

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

• Closing- Define expected results - Assist in problem solving - Restate commitment - Ask for active participation

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The Anatomy of an The Anatomy of an EncounterEncounter

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

Ask OPEN-ENDED questions whenever possible.Open-ended questions usually begin with “What” or “How.”When you ask questions, LISTEN to the whole answer Listen selectively, and then ask FOLLOW UP questionsabout the parts of your prospect's previous answers you'd like to emphasize. Ask FACT FINDING questions. Ask FEELING questions to uncoveryour prospect’s beliefs on issues related to education.Ask REACTION questions.Ask NEED questions (e.g. Have you considered the tax benefits?)Always…Always…Alwaysprepare questions for each prospect IN ADVANCE!

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The Anatomy of an The Anatomy of an EncounterEncounter

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

How do you feel about…?How would you describe the problem of _____ in our community?What do you think we should be doing about ____?If you had $1,000,000 to spend on improvingthe quality of life in our community, what would you do with it?In you opinion, what are the most important things we do?Exactly what do you mean when you say _____?I think the most important issue is _____. How do you feel about that?Last year, you gave us $____. What made you donate to us?How do you think your late husband would feel about this?If you were in our position, what would be your next step?Who else do you think would be interested in this project?

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The Anatomy of an The Anatomy of an EncounterEncounter

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

Talk about their role in a broad, general subject area.Leadership giftMemorial to the work of your family“You can be a leader in this campaign.”“We know you are a major philanthropist.”Use the words “big,” “major” and “significant”“For the campaign to be successful, we must have gifts in the _______ range ”“This problem takes millions...”“The goal of this campaign is...

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How To Set The Tone Before Presenting

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

Solicitor represents the special/advanced gifts committee.“We understand you are a major philanthropist.”“You have been referred to us by one of our major supporters.”“We are seeking a select group of substantial givers.”“Here is an opportunity for you to play a major role…..”“This will be the most expensive lunch you've ever eaten.”“We are here on serious business.”

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How To Set The Tone Before Presenting

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

“We are here to discuss your major role in…”“You are a leader...” “Start-up costs are high for this project,but let's look at the long-term benefits.”“What we really need now is a pacesetting gift...”“We are here today to discuss a serious investment.” “I'd like to give you the opportunity to immortalizeyour name (or the name of your family).” “I'd like to invite you to join our $10,000 club.”

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How To Set The Tone Before Presenting

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

“Wouldn't it be wonderful if we could...”“I am sure we share this dream...”“Wouldn't you like to encourage...”“We'd like you to share...”“Let me share with you...”“We'd like you to know somespecial inside information.”“Confidentially, ...”“Can you explain to me why...”“Because of your past interest in...”

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How To Set The Tone Before Presenting

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

“Have you ever had the opportunity to become acquainted with...”“We discovered some exciting things we’d like to share” “If we can accomplish this together several things will happen.”“Without you, it won‘t work...”“Thank God for people like you who understand….” “As you know, ...”“You may be as surprised as I was...”“It's not generally known...”

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How To Set The Tone Before Presenting

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

Include drama.Include human interest.Tell a story.State a conflict, then show your donor how she/he can resolve it through your organization.Use vivid metaphors.Use humor.Appeal to senses and emotions.

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14 Ways to Add Excitement to Your Presentation

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

Use action words.Quote clients, other donors, famous people, or authorities.Use visuals and audiovisuals.Talk about the great challenge you face together.Emphasize the uniqueness of your program.Emphasize the urgency when appropriate.Leave something tangible with your prospect, so your prospect will remember you.

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14 Ways to Add Excitement to Your Presentation

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

Use minor point closings rather than asking outright.Give two alternatives, never “yes” or “no.” (Would you like to make a cash gift or gift of stock?)Ask for more than you expect, and be prepared to negotiate downward. Don't give up after the first “no.”Don't just ask for money. Ask for volunteer time, names of other donor prospects, a commitment to solicit for you-and then the gift. Once you ask for the gift, be silent. Explain the rule of thirds. Tell the prospect he is capable of giving in the highest category. Ask him to.

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Asking for the Gift:

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

“We hoped you might consider giving a gift in the range of $____.”“We hoped you might consider giving a gift of $____ each year for the next three years.” “We hope you might participate at ___level. Will you join us in this great effort?”When it’s time to ask for the gift, summarize the important reasons for giving, putting special emphasis on those to which the prospect has had a positive reaction during the meeting. Appeal to basic emotions - A decision to give a major gift is often irrational.Reserve one powerful reason to give. Use it when your prospect is hesitating near the commitment point. It will help him/her make the decision more quickly.Don’t forget to ask! (Many gifts are lost by solicitors too timid to ask for the gift.)

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Asking for the Gift:

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

- Diminish the objection by listening. If you don't listen, it inflates; if you suppress the objection, it may burst like a balloon.

- Never let an objection lead to an argument. - Avoid who is right – stress what is right.- Compromise on minor objections to reach major goals.- Handle objections as they come up – react positively- Show respect for objections. “However…”- Identify honest objections – respond with facts – try to ignore excuses.- Find common ground – “I, too, do not like…”- Convert objection into a question.- Question before you answer. Try to understand the why…

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Asking for the Gift:

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

- Diminish the objection by listening. If you don't listen, it inflates; if you suppress the objection, it may burst like a balloon.

- Never let an objection lead to an argument. - Avoid who is right – stress what is right.- Compromise on minor objections to reach major goals.- Handle objections as they come up – react positively- Show respect for objections. “However…”- Identify honest objections – respond with facts – try to ignore excuses.- Find common ground – “I, too, do not like…”- Convert objection into a question.- Question before you answer. Try to understand the why…

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Asking for the Gift:

Contact Information

Steven Virgadamo Follow: Twitter@Svirgadamo Email: Svirgadamo@msn.com

Phone:203-314-4850

Over 20 years ACE has partnered with hundreds of schools and leaders in dioceses throughout the nation.

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