Customer Reviews

Asking: A 59-minute Guide to Everything Board Members, Volunteers, and Staff Must Know to Secure the Gift

5 star:		(15)
4 star:		(6)
3 star:		(2)
2 star:		(0)
1 star:		(0)

 

 

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.

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

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.

The title made my laugh, and the pages turned pretty quickly inside. Written a bit like a self-help book, Panas' guide contains a series of short, easily digested chapters on the main relational aspects between organizations and donors. Person-to-person skills. Thank you's. The book says a lot in relatively few words.

Panas uses his considerable success in the field of fundraising to brief the novice to this profession. The result is a pithy collection of principles newcomers can use to develop their own skills and strategies. Included are sample letters and a useful collection of responses to common objections. The author's use of cliches detracts from what is otherwise a valuable primer to the field of fundraising.

Even after more than 25 years in the fundraising business, I still find myself moved to reread Jerry's book Asking now and again. It refreshes and inspires me, raising me up from the mundane of every day life and the challenges of the business. Thank you, Jerry, for this wonderful contribution to the field of fundraising. May it inspire ever more people to find the courage to ask and the grace to give.

Because of all the great reviews, I was expecting a lot more. This book is very small, less than a hundred pages and can easily be read in a few hours. I would never expect this book to be nearly as expensive as it was (I'm so glad I checked it out at the library!)

This book is very short and succinct. It has 25 chapters from 1-6 pages each. Most of the concepts are common sense: you won't get the money if you don't ask for it, enthusiasm is contagious.... However, this little book is motivating and gets its point across simply, which is good.

Though I do think Jerry's approach may be a little too pushy and even manipulative for my comfort level. And if he said "I'm not smart enough for ..." one more time, I thought I was going to gag.

Easy to read and a lot of good tips and ideas. Incldues sample letters. I think this book could be very helpful for Boards and other non-fundraisers who need to ask for gifts.

For a novice in the work of fundraising, this book is right on. It is fairly short and quite readible. The author, James Panas, shares from his many years of successful fundraising suggestions that help one to understand the process as well as the philosophy behind the outlined procedures. I can highly recommend it to all who are moving into this type of effort for the first time.

I liked the book because it eliminated the mystery in how to structure a one-on-one interaction with donors when you ask for a gift. The book is a quick read also. What I didn't like is that he recommended being really assertive about getting an appointment or getting a firm answer from a donor. I don't like to push donors that hard because I would not want that type of pressure from one of the nonprofits I support.