In Secrets of Power Persuasion by Roger Dawson, he shares key points to keep in mind when approaching sales prospects. I've taken his basic framework and used it as a starting point for a list of Twelve Tips for nonprofit volunteers and staff who are approaching prospects for funding.

1. Never assume that a prospect believes you when you walk in the door. You must earn your credibility.
2. Tell your prospect only as much as they'll believe. Don't overload them or you'll dilute your "ask."
3. Tell the truth, even if it hurts. It's obvious if you're evading or dancing around it.
4. Point out any objections. If you raise them affirmatively, you've already acknowledged that they exist and answered them.
5. Know your organization's financial status intimately. Too often, people making the ask can't explain how it will be spent. 20 financial questions every nonprofit leader should be able to answer.
6. Don't make an ask without first giving yourself. Whether you're a volunteer or paid staff at any level, you need to make your own person gift first and share that you've done so.
7. Keep prospects focused on the outcomes of their gifts. What awesome things will the gift allow you to do?
8. Dress appropriately. Know your prospect and plan your attire to match what you expect they'll be wearing. It'll put you both at ease.
9. Use the power of the printed word. It doesn't need to be fancy, but always leave something behind that includes the fundamental elements of your ask.
10. Let them know who else has given. If you've got a number of other contributors, now's the time to use them to your advantage.
11. Build and use a portfolio of testimonials about how you've already made a difference.
12. Make the actual ask. Sounds odd, but many people visit with prospects and never say, "Mary, can we count on your contribution for this important initiative?" You can't get a "yes" if you don't ask a question.

Happy Prospecting!

Norman Olshansky, President of NFP Consulting Resources, has been a nonprofit leader, executive and consultant for over 25 years. In a recent blog post, he offered some great tips for leaders who are asking for gifts from major donors, and walks you step-by-step through the process. Here are a just a few of our favorites:

• Be prepared to share a personal experience that impressed you about the special work that the organization provides.
• As a leader of the campaign, it is important that you make your own gift prior to soliciting others.
• At least two solicitors should participate in the solicitation. It demonstrates to the prospect the importance you have put on their gift, it shows that there are others equally committed to the success of the campaign and it provides for different perspectives to be heard.
• Do not try to close too quickly. Share the vision, services, benefits, points of pride and needs of the organization.
• Once you have asked for the gift, it is time to be silent and let the prospect respond with questions or other comments.
• A handwritten thank you, from the individual who initially set up the appointment and/or was the solicitor, in addition to whatever is sent officially by the organization, is always appreciated.

You can get Norman Olshansky's entire step-by-step tips here.

Are you just getting started with a major donor campaign?

We stumbled upon this great basic powerpoint presentation called "Holistic Approach to Major Gifts" given by Marshall H. Ginn from Capital Development Strategies. His advice includes:

• Basic elements of a major donor campaign
• Checklist of ideas
• Making the "ask"
• The "Dos and Don'ts" of Closing

View the full presentation here.