The Influential Fundraiser: Using the Psychology of Persuasion to Achieve Outstanding Results Review

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The Influential Fundraiser: Using the Psychology of Persuasion to Achieve Outstanding Results Review
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.The Influential Fundraiser: Using the Psychology of Persuasion to Achieve Outstanding Results Overview

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