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Winning Gifts: Make Your Donors Feel Like Winners Hardcover – Jan 9 2008


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From the Inside Flap

Winning Gifts Make Your Donors Feel Like Winners

Raising money to accomplish your mission is at the very heart of a nonprofit organization's goals. While asking for gifts is part of the staff and volunteers' job, shouldn't you do everything possible to make sure your donor also comes out feeling like a winner? In Winning Gifts: Make Your Donors Feel Like Winners, longtime fundraiser Tom Wilson uses a win-win approach to help both recipients and benefactors feel great about their gifts.

What motivates donors to give, large and small, to the charity of their choice? Donating to an organization goes far beyond the fiscal incentives of a taxdeduction; gift giving is a rewarding, feel-good experience. When we give to a cause, we give back to our communities and ourselves. And those fortunate enough to develop careers in philanthropic causes have already learned that the secret to successful fundraising is securing gifts that the donor enjoys making.

Taking a people-centered approach, Winning Gifts taps into the art and science of gift giving. Based on Wilson's own experience as a leader in a well-known national nonprofit consulting company—Tom, who has closed hundreds of millions of dollars of gifts during his philanthropic career—provides this valuable step-by-step guide for philanthropic fundraisers, nonprofit managers, board members, and volunteers with the tools needed to not only secure the gift, but more importantly, make the donor feel like a winner in the process.

Taking a nontraditional marketing approach to fundraising, Winning Gifts walks nonprofits through the steps of securing winning gifts by exploring:

  • Background on donor motivations and values for giving

  • People-centered fundraising

  • Corporate motivations for giving

  • The Six I's of Philanthropic Fundraising

  • The Seven Faces of Philanthropy

  • Making your case memorable and "sticky"

  • How to use ethical influence in your fundraising

  • The role of executive director

  • Fundraisers, program managers, and volunteers' roles in the win-win ask

  • Factors that stop people from asking for the order

  • Direct ways these concepts can be applied in a variety of fundraising settings

Winning Gifts features numerous real-world examples of nonprofit organizations of various types and sizes, taken from the author's personal experiences, that bring concepts to life. Sample lists of questions to ask as well as sample tabulations from study interviews give readers concrete examples to work from. In addition, each chapter includes three tips to put to immediate use. Plus, Tom's listening skills chapter alone will help you meet and exceed your fundraising goals for years to come.

Essential for any nonprofit professional or volunteer, Winning Gifts will challenge and inspire you to succeed at the greatest job in the world—enabling donors to find fulfillment throughout their philanthropic investments.

From the Back Cover

Praise for Winning Gifts Make Your Donors Feel Like Winners

"If you read nothing else this year, put Winning Gifts on your list. From the basics to the advanced, Wilson stresses the relationship elements in all fundraising success and creates a truly donor-centered skill set for fundraising professionals in all fields. The listening skills chapter alone is worth the price of admission along with the practical advice and counsel."
—William C. McGinly, PhD, CAE, PA, President and Chief Executive Officer,Association for Healthcare Philanthropy

"With Winning Gifts, Tom Wilson has provided invaluable insight into the psychology of successful giving and the long-term benefits that flow both to the recipient and benefactor."
—Robert B. Cialdini, author of Influence: Science and Practice

"Winning Gifts is aimed toward fundraising professionals, but it is invaluable for volunteers leading and working with those professionals in the rewarding and high-stakes world of charitable campaigns. After reading Tom's book, volunteer leaders will understand the intricacies of fundraising, will see the roles they can play more clearly, will know how to work more productively with their fundraising professionals, and will have the confidence and knowledge to meet and exceed their charitable goals for the institutions and causes they hold so dear."
—Val E. Vaden and Lilli J. Rey, The Rey-Vaden Family Foundation

"This is a great book... for anyone who is serious about success in major gift fundraising! In addition to its value to development professionals, I think it should be mandatory reading for CEOs and board members of nonprofit organizations to help them understand the fundamental fact that donors give to fulfill their needs and interests, not ours."
—Mark A. Neville, CFRE, Director, Foundation and Corporate Relations, Mayo Clinic

"Whether you're asked to give money or get money, Winning Gifts is one to add to your 'must-read' list! Tom's practical examples and helpful hints will take you right to the finish line of your project. This is a handbook for success!"
—Linda Wright, retired corporate grantmaker, U.S. Bank

"Tom Wilson has distilled his decades of experience into this fine book. It's a gem, and bound to help you raise much more money. Tom Wilson is a smart man with great fundraising experience. He generously shares it in this highly useful book. One great idea can raise millions. There are dozens in his book. It always thrills me when a great fundraiser takes decades of success and distils it into a book. For a few dollars and a few hours you get invaluable, career-enhancing benefits. Thank you, Tom!"
—Harvey McKinnon, President, Harvey McKinnon Associates, and author ofTiny Essentials of Monthly Committed Giving and Hidden Gold


Inside This Book (Learn More)
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Front Cover | Copyright | Table of Contents | Excerpt | Index
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Amazon.com: 7 reviews
7 of 7 people found the following review helpful
A Great, Honest Fundraising Book July 8 2008
By Theodore O'Brien - Published on Amazon.com
Format: Hardcover
Winning Gifts is a great book on major gifts fundraising. Wilson incorporates humor and his personal experience to create an excellent guide to successful fundraising. Winning Gifts covers all stages of securing a donation from finding potential qualified donors to keeping up with the donor after receiving the gift. He explains text-book basics of fundraising, of gracefully approaching a donor for a major gift and making an appealing, memorable case. But Wilson goes beyond this institutional approach to a customer focused approach and nails it. Wilson has obviously perfected the art of building a relationship with donors, and his emphasis on "people centered fundraising" shows that he really cares about making people happy. He writes of satisfying the donor first, straying away from institutional fundraising to really care and understand the donor. He hammers in the concept of listening to donors with a comprehensive lesson in becoming a better listener with helpful tips and exercises. I especially enjoyed this section and my listening ability has dramatically improved from this book. It is rare to see fundraising professionals focusing so much on what the donor wants, without the underlying financial incentive. This book offers a unique perspective on the subject, focusing on the donor first, everything else is secondary. Winning Gifts is informative and enjoyable, a must have for any fundraising professional.
4 of 4 people found the following review helpful
A helpful read written from the position of experience July 9 2008
By Robyn G. Peterson - Published on Amazon.com
Format: Hardcover
I found this book an upbeat guide to a field that can seem offputting and depressing to the inexperienced. While not necessarily a step-by-step recipe for every stage of the fundraising process, it nevertheless made dozens of salient points and offered a way to get into the mindset of success. It leaves many of the details to the individual reader to apply to her own situation. This book helped often through "case studies," or examples of specific situations.
3 of 3 people found the following review helpful
Chuck Full of Insightful Nuggets of Wisdom July 23 2008
By Macward - Published on Amazon.com
Format: Hardcover
Fund raising is all about relationships and Winning Gifts provides an insight in both the art and the science of fund raising. The book is an easy and fun read with comprehensive detail on the critical aspects of bringing the donor home. It's also a good reminder of the strategy needed in not only securing the gift but also the importance of laying the ground work for future support.

For those who have made development their career it is clear that the ask is a small percentage of the overall strategy. Winning Gifts helps bring into perspective the importance of all the activities and planning that go into securing support. This book provides a good overview for seasoned professionals and all the other good folks who support campaigns. This is not a quick read book in one day but rather an excellent presentation of the importance of working with and treating donors as a treasured resource.
2 of 2 people found the following review helpful
Capital Campaign Consulting Resource Aug. 4 2008
By Richard Wilson - Published on Amazon.com
Format: Hardcover
This is a great book for anyone who is in charge of either annual fundraising activities or an upcoming capital campaign. Capital Campaign planning requires a diverse skill set which involves planning, relationship building and conveying a compelling story that resonates with all different personality types. This book helps provide tips, stories and guidance on many areas which can help both the novice and expert fundraiser.
1 of 1 people found the following review helpful
"We should think more highly of others than ourselves" Jan. 6 2012
By D. C. Dreger - Published on Amazon.com
Format: Hardcover
Just imagine! You're sharing your organization's story and the prospect in front of you is trying to interject, but you know you need to get all of your talking points on the table. Wrong! Wilson points us to the right way to communicate with our prospects and donors: listen. What are their needs and desires? How can we be a part of their solutions? Wilson also takes advantage of Malcolm Gladwell's The Tipping Point (as I have in my own writing), to show how personal characteristics can be used to advantage for fundraising. Beyond the philosophical, the book also has pragmatic questions, tabulations and tips.

Wilson's approach focuses on a great need in our profession: being donor- and outcomes-oriented.


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