The Influential Fundraiser: Using the Psychology of Persuasion to Achieve Outstanding Results - Hardcover

Ross, Bernard; Segal, Clare

Hardcover

ISBN 10: 0787994049 ISBN 13: 9780787994044

Publisher: Jossey-Bass Inc Pub, 2008

Synopsis

How to apply the latest developments in psychology and neurology for better fundraising and influencing skills

Leading fundraising expert Bernard Ross offers an alternative yet effective model for asking and influencing potential donors and peers, using the latest techniques developed in the neural and psychological sciences. He shows individuals how to make a compelling ask to mid- and high-value donors, win board members over to a new campaign strategy, convince reluctant colleagues to commit to their ideas, and confidently handle the objections of a skeptical venture philanthropist.

Bernard Ross and Clare Segal (London, UK) are Directors of the Management Centre, the United Kingdom's largest nonprofit management consultancy and training organization.

About this title

From the Inside Flap

The Influential Fundraiser

With the explosion of uninspired e-mail solicitations, dull fundraising dinners, and cookie-cutter direct mail campaigns, donors are demanding a new, personalized approach when being asked for money.

Drawing on the authors' practical experience and the most current psychological and neurological research, The Influential Fundraiser offers a wealth of approaches that will help fundraisers make significant and successful creative "asks" for money from donors . . . in person. Written by Bernard Ross and Clare Segal—two leading experts in the field of international nonprofit fundraising—the book offers step-by-step guidance for gaining confidence and learning the necessary skills and techniques fundraisers must have to build successful relationships and raise substantial amounts of money.

Written in a accessible, engaging style, The Influential Fundraiser will help you to be both highly effective and very flexible. The 5 P model outlined in the book—Passion, Proposal, Preparation, Persuasion, and Persistence—will help fundraisers and volunteers learn invaluable skills needed for fundraising success including how to:

• Meet specific donor challenges

• Shape ideas into effective, memorable messages

• Decide what can be gained from a particular situation

• Build rapport with "difficult" or "different" people

• Handle a "no" response

• Create an impact with large groups

• Learn from failure

The Influential Fundraiser is international in scope and includes helpful suggestions for dealing with a wide range of cultural and diversity issues.

In addition, the book explores the importance of influence more generally and offers techniques for persuading your board to invest in your ideas, engage a powerful advocate to speak for your cause, and motivate teammates when their confidence is low.

With this toolbox of different approaches, any nonprofit professional can be transformed into an influential fundraiser.

From the Back Cover

Praise for The Influential Fundraiser

"The Influential Fundraiser is dazzling! This is the most original piece of work I've seen in the field of fundraising in years—yet it's down-to-earth, wonderfully readable, and eminently practical. If you're involved in fundraising, whether major gifts, legacies, direct mail, telefundraising, or just about any other specialty, do yourself a favor: buy this book! If you follow Bernard Ross' and Clare Segal's advice, you'll be sure to raise more money."
—Mal Warwick, author and president, Mal Warwick and Associates

"How curious are you? Curious enough to dive into the most recent work of Ross and Segal as they apply their vast insights and intuition into developing professional fundraisers? Packed with common sense, intellectual rigor, and practical steps, The Influential Fundraiser explores the psychology of twenty-first century philanthropy and provides key tools for the fundraiser to succeed in this challenging charitable environment."
—Sue-Anne Wallace, CEO, Fundraising Institute Australia

"Ross and Segal bring fresh perspectives and a host of new ideas to the fundraiser-donor relationship, and The Influential Fundraiser itself is an easy and fascinating read that will be useful on many levels. They have pioneered a new approach in fundraising that will be used for decades to come."
—Paulette V. Maehara, CFRE; CAE; president and CEO, Association of Fundraising Professionals

"Fundraisers at every level will find Ross' and Segal's ideas on how to improve the ways they talk to—and win over—high-value donors both exciting and stimulating."
—Lindsay Boswell, CEO, Institute of Fundraising UK

Edition details

• Publisher: Jossey-Bass Inc Pub
• Publication date: 2008
• ISBN 10: 0787994049
• ISBN 13: 9780787994044
• Binding: Hardcover
• Language: English
• Edition number: 1
• Number of pages: 295