In this presentation, Jerold Panas tells how to prepare the right people...to call on the right prospects... for the right amount... and in the right way. He cautions about the nine reasons prospects decide not to make a gift.
And he describes the eight factors that distinguish an annual campaign from a major effort.
Jerry is regarded as the doyen of major gift fundraising. In this session, he takes you through a step-by-step analysis of the actions necessary to achieve a successful ask.
Panas explains how setting the appointment is the single most difficult part of calling on a prospect— and how everything after that is easy! He explains how to overcome negatives to getting the visit.
In the presentation, Panas explores the importance of silence and not filling the air— and how to listen the gift. He shows how feel ...felt...found are your best friends in answering objections and are a sure way to turn a situation around.
There is a listening exercise and role playing. And he explains how his C.I.N.C.H. process moves the session from the first moment of uneasiness to the gift.
Best of all, he tells you how to use his Four Magic Questions. This ensures the gift.
There is a discussion on how to determine the right amount to ask for and identify the factors that go into a major gift. There’s plenty of group participation throughout.
This session is a lively step-by-step compendium of how to take the fear out of asking (not that you have that problem!). And it will help you crack your volunteers.
Panas is considered a Giftsmith. In this presentation, you learn how to coach your volunteers to be their most effective best. It will demonstrate how to reinforce their comfort and confidence. This session is a step-by-step success-builder.
To schedule a presentation, contact Cathy at Jerold Panas, Linzy and Partners, 800-234-7777 or email her: Cathy Pizana