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Product Description
Product Description
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.
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.
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.
Inside This Book
(Learn More)
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Most helpful customer reviews
2 of 2 people found the following review helpful
5.0 out of 5 stars
Become your organizations competitive edge - Buy This Book!,
By
This review is from: The Influential Fundraiser: Using the Psychology of Persuasion to Achieve Outstanding Results (Hardcover)
When I heard about the idea of using psychology to raise more money I couldn't imagine how that would fit into my previous learning about the pyramids, loops and ladders that are so familiar to many of us fundraisers. The fact is - it doesn't. Bernard Ross and Clare Segal are revolutionising fundraising with their new book The Influential Fundraiser. Forget what you know or thought you knew about this business. You won't find any gift charts or moves management tables - no scripted asks either. Ross and Segal have outlined in detail the steps required not only to raise more money, but to also win over your board or staff. This book will even help to get your teenagers to clean their rooms!The practical advice laid out in this book will help you to: * Understand what motivates your donors. * Immediately establish and build rapport. * Present your proposal in a way that is tailored to the psychology of the person you are trying to influence. * Know which of the nine `nos' actually means no. (Hint: there is only one.) With so much information, you expect the book to read like a textbook. That's not the case. It is so well written that the words fall off the page. The authors outline how the five cogs of passion, proposal, preparation, persuasion and persistence work together and explain how this has raised hundreds of millions of dollars for clients of the Management Centre around the world. Now Ross and Segal are sharing their secrets of success so that more fundraisers and causes will benefit. I would have liked to see more about maintaining our integrity as fundraisers while using this powerful psychology to ask for gifts. The book quickly points out this dilemma at the beginning, stating that, `If you feel like you are manipulating someone, then you probably are. So stop whatever you are doing.' At a time when we need to be even more accountable and even more ethical, I'd like to better understand that grey area. Fortunately there is also website for just such a discussion http://www.influentialfundraiser.com. While the concepts are quite simple to set out they won't be all that easy to learn and apply. It will take time and practice for me to become the influential fundraiser I need to be in order to have that `competitive edge'.
1 of 1 people found the following review helpful
5.0 out of 5 stars
Click "Add to My Shopping Basket" NOW!,
This review is from: The Influential Fundraiser: Using the Psychology of Persuasion to Achieve Outstanding Results (Hardcover)
So you must be thinking about buying this book. You're reading reviews for heaven's sake.What can I say to get you to click "Add to shopping basket"? (Please feel free to do this any time.) How about this: Here are three reasons this book will help you raise more money. First, Bernard and Claire skillfully and clearly apply the most up-to-date knowledge of how our brains work to the cause of raising money. Second, Bernard and Claire have dirt under their fingernails! The book is full of real life stories told by dynamic people raising money for some of the world's most worthy causes. Third, despite being full of challenging ideas, Bernard and Claire write with clarity and precision. And at the end of every chapter, there is a summary to die for. So have you clicked "Add to my shopping basket" yet? Do it now. The Influential Fundraiser will pay for itself by the time you've finished page 10. David Love Executive Director The Conservation Foundation of Greater Toronto dlove@trca.on.ca
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Most Helpful Customer Reviews on Amazon.com (beta) Amazon.com:
4.7 out of 5 stars (7 customer reviews) 8 of 10 people found the following review helpful
3.0 out of 5 stars
A book for mere salesmen. The last I heard NP fundraising was not supposed to be about doing mere sales work when soliciting.,
By Jeff Lippincott "JLIPPIN" - Published on Amazon.com
This review is from: The Influential Fundraiser: Using the Psychology of Persuasion to Achieve Outstanding Results (Hardcover)
This book was merely OK. I found it to be a book on sales for fundraisers in the nonprofit community. There are a ton of such books on the subject that fill the racks at Barnes & Noble in the sales section of the store. Basically they all say: (1) know your product inside and out, (2) be enthusiastic about your product, (3) be a people person when stuffing the product down the throat of the prospect, and (4) don't accept a no for an answer.The influential fundraiser is a major gifts fundraiser. This is not something the authors specifically say in the book. And that is one of the reasons for the low rating. I could not believe the authors mixed (1) uninspired email solicitations, (2) dull fundraising dinners, and (3) cookie-cutter direct mail campaigns with the subject matter of this book. Those tools and techniques for nonprofit fundraising have their time and place. But it is not during the major gift solicitations that are done face-to-face. In my humble opinion there are two great books on high-end gift solicitation. The first is "Major Gifts" (ISBN: 0471738379), and the second is "The Ask" (ISBN: 0787978566). I have read them both and posted positive reviews on Amazon for them. Another book that might be considered related (and I think definitely a good resource) is "Developing Your Case for Support" (ISBN: 0787952451). I have gotten positive feedback from some of my SCORE clients who have used it after I recommended they take a look at it. Major gift solicitation is about planning how to extract cash from a donor. It requires investigation, research of the prospect's 5Cs (capacity, connection, commitment, care, & contribution), and planning. It requires having a written Case for Support. And it requires having someone who has made a large cash gift to the organization to do the ask. The person performing this last step may enjoy reading the instant book being reviewed. But as long as that person has good people skills and has made a large gift to the organization already, then everything will probably fall into place just fine without reading the book being reviewed. 3 stars! PS. Examine the Search Inside feature Amazon offers. There you can examine the detailed Table of Contents for this book. I found it quite odd that the book was divided into 5 parts, but some parts only has 1 or 2 chapters when others had as many as 3.
5.0 out of 5 stars
Know Your Donor Prospect,
By Marc Lee - Published on Amazon.com
This review is from: The Influential Fundraiser: Using the Psychology of Persuasion to Achieve Outstanding Results (Hardcover)
Fantastic. Original. Fresh. Every fundraiser who's ever been turned down will learn from this book. For Ross and Segal, the face-to-face ask is the science of understanding the donor's needs and approaching them on their terms. This book describes with precision and clarity what most fundraisers require years to learn intuitively.
5.0 out of 5 stars
You need to buy two copies of this book,
By Harvey McKinnon - Published on Amazon.com
This review is from: The Influential Fundraiser: Using the Psychology of Persuasion to Achieve Outstanding Results (Hardcover)
This is a wonderful book that belongs on the shelf of every smart fundraiser. Bernard Ross and Claire Segal have unearthed the best and latest research on the psychology of persuasion. Then they matched it with their decades of management and fund-raising experience. In this process, they have provided new insights that will help you do your job -- virtually any job -- better. I am confident that the ideas and the techniques they explore in this book will also help you in your personal life.When you buy this book -- and you must -- I encourage you to get two copies. That's because someone will almost surely want to borrow the book, and I'm equally certain they won't return your copy because they'll want to keep to themselves. I'm usually happy if I get one or two new, highly useful ideas in a book. This book literally has dozens of great ideas. It is also destined to have a special place in the top 10 fundraising books of all time. Harvey McKInnon, is co-author of The Power of Giving: How Giving Back Enriches Us All, and three books on fundraising. |
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