Using Sales Techniques to Improve Fundraising: Embracing Donor Objections

More and more nonprofits are borrowing business selling techniques as they seek to improve their big-gift solicitations.

ThatÕs because donor relations, much like sales, often involves overcoming resistance from potential supporters. This one-hour webinar will give you tools to work through a donorÕs objections, delay tactics, and excuses for making a commitment, all with the goal of helping you improve your fundraising results.

YouÕll hear from Dr. Lena Rodriguez, endowed director of the Sanford Institute of Philanthropy at National University, whose fundraising track record includes helping one nonprofit increase its annual revenue from $1 million to $14.5 million in just three years.

Dr. Rodriguez will explain how applying sales techniques differs from traditional fundraising and share a 6-Step Plan for Overcoming a DonorÕs Concerns that will help you make a successful pitch. She also will share seven effective techniques for dealing with objections, and share real-world scenarios so you can put these ideas into action right away.

YouÕll also hear from Dani Dawson, Executive Director of Development at the University of California at San Diego, who oversees a team of four fundraisers who raised more than $100 million in planned gifts last year. Ms. Dawson will explain how adopting a sales approach has helped improve her campusÕs fundraising results.

What Will You Learn?
How to identify a donorÕs style and frame your pitch to match it.
How to uncover hidden concerns or questions the donor has not raised in conversation.
How to use proven techniques to overcome objections.
Who Should Attend?
Chief development officers and development directors
Communications directors and online marketers
Executive directors