salvation army development conference

Salvation Army Development Conference

Dr. Eugene TempelFounding Dean, IU Lilly Family School of Philanthropy

Professor, Philanthropic Studies

April 23, 2014

Asking for the Gift – Practice, Practice, Practice

www.philanthropy.iupui.edu

April 23, 2014Improving Philanthropy to Improve the World

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April 23, 2014Improving Philanthropy to Improve the World

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Why people

give

Why people don’t give Why people

don’t like to ask

Why people give

• Belief in mission

• Belief in cause

• Someone asked them to give

Why people don’t give

• Don’t believe in mission

• Lack of a connection with the organization

• Fear increased requests from others

Why people don’t like to ask• Fear of

rejection• Fear of

begging• Fear of

reciprocity• Haven’t given

themselves

April 23, 2014Improving Philanthropy to Improve the World

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Schervish

Scolding• Demand side

Discernment• Supply side

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Effect of the Gift on the GiverSara Konrath• “Giving to others associated with positive health outcomes

including fewer health conditions among older adults”• Such as: lower blood pressure, lower viral loads and a

significantly lower risk of mortality in older adults or chronically ill patients

• Effects particularly strong when the recipients of giving are close others

Panel Study• Giving good for the donor• Those who give live longer, healthier lives

April 23, 2014Improving Philanthropy to Improve the World

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Preparation

Social Exchange

Matching prospects and advocates

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Social ExchangeApril 23, 2014Improving Philanthropy to Improve the World

Satisfaction

Advocate Asker

Prospect

Needs

Needs(mission)

Organization

$

$

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Solicitation (Asking for the Gift)April 23, 2014Improving Philanthropy to Improve the World

Four-step conversation

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Solicitation Plan

April 23, 2014Improving Philanthropy to Improve the World

Summary of involvementPermission to present After close

PLEDGE

FIVE TIME CLOSE1. Benefits: “join”

2. Agreement3. Disagreement

4. Results ofnonsupport

5. something different

STOP

Lead

into

close

PRESENTATION

“F – B - Q”

Features

Benefits

Questions

INVOLVEMENT

Explore:

relationships

needs

feelings

mutual concerns

OKto

Probe

OPENING

Warmth & rapport

Purpose

The big need

Service required

Meeting objectionsReassurances

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Solicitation Exercise

Roles1. Division Development Director or Corps Officer

2. Volunteer

3. Prospect

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