Getting to ‘yes’ and dealing with ‘no’
Joseph T. Mixer, 1993
All effective solicitations contain four stages …
- An introduction in which social amenities and relationships between the parties are covered.
- A dialogue that allows the prospect to express his or her personal views regarding the need, the agency, and his or her individual values.
- A description of the needs to be met and the benefits for the prospect and the asking of questions that can be answered positively.
- A conclusion in which a gift is requested.
The exact format for a solicitation will vary with the characteristics of the persons involved. However, to produce the desired results, the content of the four stages must satisfy the donor’s personal ...
Get The Fundraising Reader now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
