1. The Seven Secrets of Successful Solicitations
Anne T. Melvin
Deputy Director of Gift Planning, Harvard University
Program Manager of Fundraiser Training and Education

2. Outline Aimed at the intermediate audience (some basics)
Role of fear and hope
Solicitation 101: setting the base and building your solicitation
Urgency
How to avoid planned giving-ese
Solicitation 301: more advanced techniques: walking the gift up, upping the ante, turning a bequest into a LIG
Leverage
Responding effectively to resistance
Bonus tips!
Role-playing solicitations
Audience suggestion cards
You will be a ‘Solicitation Whisperer!’
ONE CLICK PER LINE

3. Secret # 1: Hope Confidence is the enemy of fear
FIRST GREAT SECRET of soliciting lies in having Hope, confidence and enthusiasm.
It shines through when you do. People want to say “yes” to people who are upbeat, confident, self-assured.
If you hesitate, they will hesitate to make a gift.
Confidence is the enemy of fear

4. Secret # 2: Set a Solid Base for Your Solicitation and Build From There
SECOND GREAT SECRET: Set a Solid Base for your solicitation and build from there.
Cultivate the donor correctly: a whole other talk!
ASSUMING you’ve done that…..!

5. Secret # 3: Urgency
THIRD SECRET: URGENCY. Not critical, but extremely helpful
Maybe there is a limited time opportunity for gift
Maybe you can’t realize the prospect’s vision without this gift
(CLICK) what WILL happen if they DON’T ACT NOW?

6. Secret # 4: Ask in English, Not Planned Giving-ese
Such a canard in our profession
Not talking about “don’t use jargon” like “undivided fractional interest” . I mean use an ANALOGY

7. Secret # 5: Get Out the Toolbox (There’s more than one way to skin the cat)
SECRET # 5: Get out the Toolbox: PG 301. Lots of different tips and techniques here.
Physical piece of paper is comforting as a prop….and useful (CLICK)
Give ‘em a sense of scale. Set the bar high.
Show how big the gifts CAN get. Show them where their peers are.
Shows them where their gift NEEDS TO BE to make an impact. Wake up call.
Here’s a great way to use it: “As you can see from this chart, gifts at the $25,000+ level really drive the campaign and make you a leadership donor.”
The Soft Ask
(gift scale)

8. Secret # 6: Leverage (What is it with your prospect?)
Sixth SECRET: LEVERAGE
What do you have that will (CLICK) tip the scales?
All our prospect review meetings; essential question is “what is our leverage with this prospect”
Lots of elements that will tip the scales in your favor.

9. Secret # 7: Respond Effectively to Resistance
Don’t give into resistance; respond to it
Ask questions
Identify the prospect’s concerns: address them
Draw the donor out to talk more about the concerns. Is it something about your organization or the project?
Is the resistance more about the donor’s situation?
FINAL SECRET: Don’t give into resistance when you encounter it after an ask; respond to it (CLICK)
Ask questions (CLICK)
Identify the prospect’s concerns: address them (CLICK)
Draw the donor out to talk more about the concerns. Is it something about your organization or the project? (That’s more in your control and you can gather more information or alter the project design). (CLICK)
Is the resistance more about the donor’s situation? (With this, you have less control, but with a planned gift, you can change the type of life income gift proposed to alter the benefits).