salvation army development conference
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Salvation Army Development Conference. Asking for the Gift – Practice, Practice, Practice. Dr. Eugene Tempel Founding Dean, IU Lilly Family School of Philanthropy Professor, Philanthropic Studies . April 23, 2014. www.philanthropy.iupui.edu. 2. 3. 4. 5. Schervish. 6. - PowerPoint PPT PresentationTRANSCRIPT
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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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
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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
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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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