Major and Planned Giving: Face to face wins the race

The ability to motivate donors is concerned with helping them do things they never thought possible. So open with a purpose or consideration. Later you’ll offer technical and tax information (benefits).

Finally, your success is measured by getting people to respond. There are times you don’t even have to ask a direct question; you simply present the opportunity to them, and they see the vision. They are inspired to move. Panas says that motivation isn’t salesmanship. It is helping people understand what must be done and giving them the opportunity to experience the magical joy of doing it.