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Employ "selling" technique to generate planned gifts
Fund Raising Management
|July 10, 1980
Summary
Soliciting planned gifts involves basic sales techniques. A structured methodology motivates donors, guides purchasing decisions, and educates them on institutional needs.
Area of Science:
- Philanthropy and Non-profit Management
- Sales and Marketing Strategies
Background:
- Planned giving is a crucial fundraising method for non-profit institutions.
- Effective solicitation requires understanding donor psychology and sales principles.
Purpose of the Study:
- To analyze the application of sales methodologies in planned gift solicitation.
- To demonstrate how a structured approach can enhance donor engagement and giving.
Main Methods:
- The study examines a step-by-step methodology for planned gift solicitation.
- Analysis focuses on the core components of a successful sales approach.
Main Results:
- The methodology effectively motivates potential donors.
- It successfully directs donors towards making a planned gift.
- Donors are educated on the institution's needs, aligning with the 'product'.
Conclusions:
- The described sales methodology is effective for planned gift solicitation.
- Applying sales principles enhances the donor's understanding and commitment.
- This approach optimizes the process of securing planned gifts for institutions.
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