I’m looking at the similarities between professional selling and volunteer fundraising. After setting the date and preparing for the donor visit fund raisers are ready to meet the donor. Just like a well-planned sales call, the fund raiser has an agenda for the meeting. First he builds rapport then moves on to learning what drives…
I’m looking at the similarities between professional selling and volunteer fundraising. The first step was to schedule a visit with the donor. Now you are off to visit the donor. Just like great salespeople know asking good questions and learning from the answers is the purpose of a sales meeting; likewise, the fundraiser is interested…
In this series of blogs I’m looking at the similarities between professional selling and volunteer fundraising. Great salespeople know the first step is to convince the prospect to meet with you. Likewise in fundraising, getting a visit with the donor is the first step. I’m reading the book “Asking” by Jerold Panas. In chapters Seven,…
After retiring from 45 years as a successful professional salesperson, I thought I could contribute to my community by helping organizations with their fundraising. Not having much experience in fundraising I wondered how different asking people to support a valuable community organization was than asking someone to make a purchase. I was surprised to find…
Did you ever take a look in the maintenance bay of an auto repair shop? See all those large toolboxes? One at every workstation. They contain the tools a mechanic needs to do his job. Like the mechanic, great salespeople have a “toolbox”. It’s a collection of the attitudes, behaviors and knowledge a salesperson needs…
Lois and I recently spent a few lovely days with Shel Horowitz and his wife Dina Friedman at their home. Lois, my wife, had known Shel for many years but this was the first time we had the pleasure of spending time with them in person. While it was mostly a social visit we did…