32 of 34 people found the following review helpful:
5.0 out of 5 stars
Great basic advice and encouragement, September 17, 2003
This review is from: Asking: A 59-Minute Guide to Everything Board Members, Volunteers, and Staff Must Know to Secure the Gift (Paperback)
The book's twenty-five chapters are only about three pages each, and cover topics such as "Great Opportunity Stands in Front of You, In the Form of Objections," "Thanks for Being a Friend," and "You Won't Get Milk From a Cow by Sending a Letter." Some of the advice is a little hokey and artfully cute, but it's all based on solid experience and it will work.
The appendices are almost as valuable as the rest of the book. They include sample letters to donors and prospects, how to deal with a prospective donor's
objections to making a gift, a side-by-side list of differences between annual giving and major gifts, and rough guidelines for prospecting donors for each
type of gift.
Objections are the stated reasons why a prospect is hesitant about making a gift. Objections aren't "no"; they are the last hurdles to saying "yes." One technique described in the book is the "feel, felt, found" approach to overcoming objections. Identifying with the prospect's objection ("feel"), placing it in the past tense (felt"), by demonstrating how others were able to overcome that objection ("found") is a powerful way to move the prospect toward making the desired gift.
The mix of techniques, hard information, and empowering inspiration makes this book valuable for professional as well as volunteer fund raisers. As I read it, I thought of several friends and colleagues (like you) who would appreciate its lessons, and I'm sure you will, too.
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11 of 12 people found the following review helpful:
5.0 out of 5 stars
An excellent book for anyone who needs to raise money, March 21, 2005
This review is from: Asking: A 59-Minute Guide to Everything Board Members, Volunteers, and Staff Must Know to Secure the Gift (Paperback)
In just 108 pages, Jerold Panas explains how to learn to obtain large gifts for charitable causes, whether you know the people or not. He sets down the process, provides multiple "conversations with donors" to help you learn to ask, handle objections and get the gift. In less ant an hour you can be well on your way to raising significant funds for your cause.
The author's examples and down-to-earth advice will be invaluable to you. This is a must for anyone who has to do fundraising.
Lois Carter Fay
http://www.MarketingIdeaShop.com and
http://www.WomenMarketing.com
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9 of 10 people found the following review helpful:
5.0 out of 5 stars
Practical and Demystifying, August 11, 2005
This review is from: Asking: A 59-Minute Guide to Everything Board Members, Volunteers, and Staff Must Know to Secure the Gift (Paperback)
Fundraising is both art and science--and Jerry Panas is a master of both sides of the fundraising equation. This is a fast read with practical ideas that anyone raising charitable funds can use. Asking people for money can be terrifying if you're not (emotionally) prepared. Panas walks you through the process and builds your confidence---and makes plain that the act of asking is in itself the victory, because not asking is the failure. This takes the pressure off, and whether the gift comes from the first ask or the hundred-and-first, you're on your way to fundraising success.
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