Cause Selling Fundraising Academy - 3 Part Virtual Series
Part 1: How to Find Qualified Donors and What To Do Before You Meet
Monday, September 21, 2020 - 10:00 am to 12:00 pm ET
This first session of the Cause Selling Fundraising Academy is about finding donors, qualifying donors, and preparing for the first face-to-face meeting. We are going to do an overview of the Cause Selling Cycle, gain some new prospecting tools, and learn what information is the most important in getting prepared for the face-to-face meeting.
Part 2: First Impressions, Effective Listening, Telling Your Story, and Turning a “No” Into a “Yes”
Monday, October 19, 2020 - 10:00 am to 12:00 pm ET
This second session focuses on building relationships with the prospective donor, from the initial in-person contact to need discovery, presentation, and dealing with objections. Need discovery allows you to uncover a donor’s underlying motivations, needs, and priorities. The right presentation will continue to build on the connection and rapport you have already begun to establish and convey to the donor that forming a partnership with your organization helps them achieve one or more of their philanthropic objectives. You will learn how to identify the various types of objections you will encounter, and the best ways to overcome them.
Part 3: Confirming the Gift and Fostering Loyalty
Monday, November 16, 2020 - 10:00 am to 12:00 pm ET
A close can be defined as a question asked or an action taken by a fundraiser designed to elicit a favorable donation decision from the prospect. This session will cover: a) learning to love “The Ask”; b) reviewing closing strategies; c) understanding reasons for failure to close; d) learning to recognize signals that the donor is ready; e) learning ways to deal with rejection. This session will end with an overview of continuing the donor relationship, with tactics for retaining donors and for winning back lapsed donors.
Each part applied for 2 CFRE credits
Dave Holmes, Programs Manager, Midwest, Candid
Cost to Attend:
(Includes attendance for all 3 parts. Offered only as a 3 part series)
AFP Members: $99/person
(Presenting Partner for the Chapter's Mentoring Program)