Fund Raising - Capital Campaign
Leadership Training
The Leadership Training program consists of one or more seminars conducted for the volunteers who will be performing the capital campaign fund raising activities. Seminars are normally conducted on one or more weekday evenings, or a Saturday morning

We Help Prepare Your Fund Raising Team

• Help Them Develop a Positive and Enthusiastic Attitude
• Help Them Know the Case Statement
• Help Them To Know The Prospects.

We Help Facilitate The Three Steps to Success

• Preparing Yourself and Each Team Member
• Preparing Your Prospects
• Asking for the Gift

The 10 Hats of Giving and What They Mean.

Because people give for different reasons, we teach you to learn which "hat" your prospect wears

We teach you how to prepare your prospects
We discuss several methods of in-person requesting of donations - gift giving.

We explore the key Do’s and Don'ts
For example, DON’T SAY…I’m sorry to bother you. DO SAY…I feel very strongly about this campaign.
TAILOR YOUR PRESENTATION

Ask for the Gift
Fund raising is not begging for money. You are giving the prospect the opportunity to participate in something very special and wonderful for your organization. Every prospect is unique. Thus, every ASK should be designed and executed in a unique, personalized way.

Four Principles of Every ASK
Principle No. 1 - Listen
Successful solicitation involves the skill of listening. This means knowing how to empathize. Allow the prospect to tell you what he or she likes about the organization and how their gift will help.
Principle No. 2 - Watch Your Posture
Be positive and enthusiastic. Maintain eye contact. Stand and sit erect. Smile. Know that your facial expressions say as much as your words.
Principle No. 3 - Speak with Confidence
Your solicitation, your ASK, will be much more effective if you have made your own generous gift to the campaign. This will give you the confidence to speak about how important the Campaign is to the organization.
Principle No. 4 - Ask for Advice
Get your prospect involved in the Campaign. Ask for his or her advice on how we can be more successful. Ask if he or she would like to volunteer.

Defining The Secret of Effective Asking
We coach the team on the key tips to remember when asking.
How to Handle The Five Possible Responses
The prospect asks for more time to consider the matter…
You receive the gift you asked for…
The prospect will offer you less than what you have asked for...
The prospect will offer you significantly less than what you have for...
The prospect indicates a complete refusal…

For more information on fund raising programs click here