Nine Tips for Major-Gift Solicitors
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8. Questions, objections and dialogue
Answer the questions as best you can, but don't get into a debate. If you're unsure as to how to properly answer a specific question, tell the prospect you will find out the answer and get back to him or have one of the staff provide them with the details. (Make sure you or staff follow up promptly.) If the donor offers a gift significantly lower than what was requested, you can supportively ask if they might be inclined to give a more substantial donation if they could pay off the gift over time or structure it as a deferred gift, with certain tax benefits. Do not press if they indicate that what they had offered is the limit to what they want to do.
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- People:
- Norman Olshansky
- Places:
- Sarasota, Fla.
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