2. Identifying People Who Share the
Same Values and Managing that
Relationship
Why People Give?
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3. Your Cause & Why People
Give
We believe in your cause
We know you
We have benefited from your service
We enjoy a tax break
We know your chairperson
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5. Why do we need Money?
Survival.
Expansion & Development.
Reduce Dependency.
Build a Constituency.
Create a Viable & Sustainable
Organization.
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6. The Social Exchange
For Profit Firm:
Exchange Good & Services
Not-for-Profit:
Exchange Values
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7. Key Principles
People don’t give money to causes, the
give money to people with causes.
People give money to success not to
distress.
Resources are a means to an end: the
MISSION.
You need money to raise money.
No quick fixes.
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8. A Constituency
Consists of members.
Contributors (past & present)
Participants (past & present)
Volunteers
People with similar interests.
All people who have been Involved
in some way with your organization.
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9. Major Participants in
Constituency
People with similar interests.
Former par ticipants Clients.
Major donors.
General donors.
Volunteers.
Board members.
Ser vice clients.
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10. T he 4 ‘R’s in Relation
Building
for
Prospect Cultivation
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11. WHAT MAKES A GOOD
FUNDRAISER?
Impeccable Integrity.
Love of the work.
Ability to listen well.
Perseverance.
Ability to motivate.
Presence.
High energy.
A quality of
leadership.
Concern for people.
High expectations.
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12. Thank You
Sultan Mohammed Giasuddin, Chittagong,
Bangladesh, E-mail: manik_gias55@yahoo.com
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Editor's Notes
Selling your ideas is challenging. First, you must get your listeners to agree with you in principle. Then, you must move them to action. Use the Dale Carnegie Training® Evidence – Action – Benefit formula, and you will deliver a motivational, action-oriented presentation.
Open your presentation with an attention-getting incident. Choose an incident your audience relates to. The incidence is the evidence that supports the action and proves the benefit. Beginning with a motivational incident prepares your audience for the action step that follows.
Next, state the action step. Make your action step specific, clear and brief. Be sure you can visualize your audience taking the action. If you can’t, they can’t either. Be confident when you state the action step, and you will be more likely to motivate the audience to action.
To complete the Dale Carnegie Training® Evidence – Action – Benefit formula, follow the action step with the benefits to the audience. Consider their interests, needs, and preferences. Support the benefits with evidence; i.e., statistics, demonstrations, testimonials, incidents, analogies, and exhibits and you will build credibility.
To close, restate the action step followed by the benefits. Speak with conviction and confidence, and you will sell your ideas.
