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Salvation Army Development Conference

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.

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Salvation Army Development Conference

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  1. 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. Improving Philanthropy to Improve the World 2

  3. Improving Philanthropy to Improve the World 3

  4. Improving Philanthropy to Improve the World 4

  5. Improving Philanthropy to Improve the World 5

  6. Improving Philanthropy to Improve the World Schervish 6

  7. Improving Philanthropy to Improve the World Effect of the Gift on the Giver 7

  8. Improving Philanthropy to Improve the World Preparation 8

  9. Improving Philanthropy to Improve the World Social Exchange Organization Prospect Needs(mission) Needs $ Advocate Asker $ Satisfaction 9

  10. Improving Philanthropy to Improve the World 10

  11. Improving Philanthropy to Improve the World Solicitation (Asking for the Gift) Four-step conversation 11

  12. INVOLVEMENT Explore: relationships needs feelings mutual concerns PRESENTATION “F – B - Q” Features Benefits Questions STOP Improving Philanthropy to Improve the World Solicitation Plan Summary of involvementPermission to present After closePLEDGE FIVE TIME CLOSE 1. Benefits: “join” 2. Agreement 3. Disagreement 4. Results ofnonsupport 5. something different OPENING Warmth & rapport Purpose The big need Service required Lead into close OK to Probe Meeting objections Reassurances 12

  13. Improving Philanthropy to Improve the World Solicitation Exercise 13

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