7 August 2015
Tips for Success in Asking for the Major Gift
Gonser Gerber Tinker Stuhr
•Assume success – be positive.
•Visualize prior to the ask how you will make the ask and practice possible answers for objections before the call.
•Be sure the setting is right with the right people asking for the gift.
•Be enthusiastic – if you don’t believe in your cause, why should anyone else?
•Ask questions – the more the prospect talks, the more you learn.
•Be an effective listener – learn what “moves” them, connect their need to give to the opportunity you are presenting.
•Be persistent in a cheerful way.
•Let your sincerity show.
•Don’t treat “no” as really “no.” “No” often means the prospect needs more information, time to deliberate, or is interested in another project. “No” is often a “yes” deferred.