When it comes to raising more money, a significant predictor of your success involves how effectively you ask for the gift. Asking too soon in the donor relationship, waiting too long, asking for too little, or not being joyfully persistent in how you handle objections can all lead to reduced results. The process of successfully asking for a donor’s very best gift is both an attitude and an aptitude that can be learned and developed. And in this Virtual Workshop, you will learn and practice the tactics, strategies and approaches that set you on a path of becoming more confident in inviting your constituents to make personally significant gifts.
In this one-day, Virtual Workshop, brought to you by the Gonser Gerber Institute, our faculty will guide you through the thinking and actions for asking donors for their best possible gifts, both through in-person solicitations as well as virtual solicitations. You will learn the cues for timing the ask, how to phrase a solicitation, and how to respond and follow-up to a donor’s reaction to your request. We will also be spending our time doing role-play activities, scenarios and demonstrations so that you are actually simulating a gift request in a friendly, no-pressure virtual environment. You will walk away with the tools and skills to successfully close more gifts for more money. This Virtual Workshop will be especially helpful for all gift officers, development leaders, campaign volunteers, and others who are asking donors for major gifts, as well as those who are now expected to solicit donors virtually for the first time.
The fee for this one-day, Virtual Workshop is $595 for the first registrant, and $495 for each additional person from your institution. Current clients of Gonser Gerber consulting get a discounted rate of $495 per person. Attendance is limited to 14 people.
Gonser Gerber Institute workshops allow you the opportunity to work with experienced faculty, learn from your peers, and offer you the tools you need to develop work plans that will help you do your job better. Join us for this program to refresh your skills, learn new techniques, explore what your peers are doing, and provide you with the time to enhance your program.
Charlie Shepard, partner at Gonser Gerber, provides development consulting services to non-profit organizations in all aspects of institutional advancement. Prior to joining Gonser Gerber, Charlie served the Advancement field for more than 18 years, with his most recent position as Vice President for Institutional Advancement at Asbury University in Kentucky and The University of Findlay in Ohio.
Kent Huyser, senior consultant at Gonser Gerber, has more than 16 years of experience in non-profit and advancement leadership. Prior to joining Gonser Gerber, he worked in Advancement leadership positions in three different institutions of higher education in the Kansas City metropolitan area (William Jewell College, University of Missouri-Kansas City, and Metropolitan Community College, Kansas City).
Agenda – Friday, October 2, 2020
9:00 – 9:30 am Welcome and Introductions
9:30 – 10:15 am Asking Starts with Identifying The Best Donors
10:15 – 10:30 am Morning Break
10:30 – 11:30 pm Preparing for a Solicitation – What You Really Need
11:30 – 12:00 pm Virtual Solicitations
12:00 – 12:30 pm Lunch
12:30 – 1:30 pm What To Do Before the Ask To Know You Are Ready
1:30 – 2:45 pm Phrasing The Ask and How to Overcome Donor Objections
2:45 – 3:00 pm Afternoon Break
3:00 – 4:00 pm Role Play – Asking for the Gift (Break out rooms)
4:00 – 4:30 pm What You Heard, What You Learned, and Tips from the Field
4:30 pm Final Questions and Wrap-Up