This 46-page manual features:

• Expert advice on how to approach donors for major gifts.
• Resources to improve the solicitation skills of everyone on your team - staff, board members, volunteers.
• Techniques and procedures for tailoring calls to individual donors.
• Several examples of solicitation-related resources you can put to immediate use.

Here's a small sampling of topics covered in Making the Ask:

• Closing techniques: bandwagon close, bottom-up method, etc.
• Phrases that major donors like hearing
• Dealing with and overcoming call reluctance
• The science of asking questions
• Ways to improve negotiation skills
• Tips for setting the ask amount
• How to react when the prospect says 'no'
• Prospect conversation starters
• How a major gifts advisory committee can help
• Take time to evaluate gift refusals
• Listening skills tips
• How to respond to decision delays
• How to upsell through comparisons
• Help your team anticipate questions
• Use smaller projects to cement a relationship
• Corporate solicitation tips, techniques
• How to lead up to the close
• The role of passion and confidence in achieving success
• Proposals should quantify gifts' impact
• What follows after hearing 'yes'
• Offer businesses choices for gifts
• Recognize timing issues
• Overcoming objections
• Ways to sharpen your sales skills
• How to use analogies during the close
• Include an executive summary with all proposals
• Deal with and learn from rejection
• Judge prospects' propensity to give