Six Steps of Capital Campaign Solicitation
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Below are the basic steps Weinstein suggests representatives follow to navigate through the capital campaign solicitation process.
1. Building rapport. This is the first stage of the solicitation process, in which you break the ice and establish a relationship with prospects. Look around at the things in their homes or offices for clues to what is most important to them. It could be photographs of family and friends, mementos that they have on display, etc. Ask an opening question that pertains to one of those clues and let them tell you about it. “Spend more time listening than talking,” Weinstein writes. “Don’t try to top the prospect’s story.”
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- People:
- John Wiley
- Stanley Weinstein
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Abny Santicola
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