Conference Roundup: Major-Gift Fundraising for Anyone

“Major gifts are what you define them to be, and they can be a part of every successful fundraising program,” Ginn said.

Finally, he offered these quick dos and don’ts for closing a major-gift solicitation.

Do:

* summarize the conversation highlights and points of agreement;
* assume the commitment and then convince the prospect that he/she is making the right decision;
* time your close so that it is natural;
* tailor each close to a specific opportunity;
* close at the prospect’s pace, but avoid getting caught up by any potential stalling tactics;
* seek areas of agreement to launch the close;
* underscore emotions, as they are very important; and
* leave on an optimistic note.