Salvation Army Development Conference

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Presentation transcript:

Salvation Army Development Conference Asking for the Gift – Practice, Practice, Practice Salvation Army Development Conference Dr. Eugene Tempel Founding Dean, IU Lilly Family School of Philanthropy Professor, Philanthropic Studies April 23, 2014 www.philanthropy.iupui.edu

Improving Philanthropy to Improve the World April 23, 2014 2

Improving Philanthropy to Improve the World April 23, 2014 3

Why people don’t like to ask Improving Philanthropy to Improve the World April 23, 2014 Why people give Why people don’t give Why people don’t like to ask 4

Why people don’t like to ask Improving Philanthropy to Improve the World April 23, 2014 Why people give Belief in mission Belief in cause Someone asked them to give Why people don’t give Don’t believe in mission Lack of a connection with the organization Fear increased requests from others Why people don’t like to ask Fear of rejection Fear of begging Fear of reciprocity Haven’t given themselves 5

Schervish Scolding Discernment Demand side Supply side 6 Improving Philanthropy to Improve the World April 23, 2014 Schervish Scolding Demand side Discernment Supply side 6

Effect of the Gift on the Giver Improving Philanthropy to Improve the World April 23, 2014 Effect of the Gift on the Giver Sara Konrath “Giving to others associated with positive health outcomes including fewer health conditions among older adults” Such as: lower blood pressure, lower viral loads and a significantly lower risk of mortality in older adults or chronically ill patients Effects particularly strong when the recipients of giving are close others Panel Study Giving good for the donor Those who give live longer, healthier lives 7

Matching prospects and advocates Improving Philanthropy to Improve the World April 23, 2014 Preparation Social Exchange Matching prospects and advocates 8

Social Exchange Satisfaction Advocate Asker Prospect Needs Improving Philanthropy to Improve the World April 23, 2014 Social Exchange Satisfaction Advocate Asker Prospect Needs Needs (mission) Organization $ 9

Improving Philanthropy to Improve the World April 23, 2014 10

Solicitation (Asking for the Gift) Improving Philanthropy to Improve the World April 23, 2014 Solicitation (Asking for the Gift) Four-step conversation Close Presentation Involvement Opening 11

Summary of involvement Permission to present Improving Philanthropy to Improve the World April 23, 2014 Solicitation Plan Summary of involvement Permission to present After close PLEDGE FIVE TIME CLOSE 1. Benefits: “join” 2. Agreement 3. Disagreement 4. Results of nonsupport 5. something different STOP Lead into close PRESENTATION “F – B - Q” Features Benefits Questions INVOLVEMENT Explore: relationships needs feelings mutual concerns OK to Probe OPENING Warmth & rapport Purpose The big need Service required Meeting objections Reassurances 12

Solicitation Exercise Improving Philanthropy to Improve the World April 23, 2014 Solicitation Exercise Roles 1. Division Development Director or Corps Officer 2. Volunteer 3. Prospect 13

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