The 11 Questions Every Donor Asks and the Answers All Donors Crave: How You Can Inspire Someone to Give Generously

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Emerson & Church, Publishers, 2008 - Business & Economics - 104 pages
Years from now don't be surprised if The 11 Questions Every Donor Asks and the Answers All Donors Crave is singled out as a watershed book in the field of fundraising. People might well point to Harvey McKinnon's work and say, "That's when the conversation with our donors changed - literally." And they'd be right. McKinnon has identified 11 core questions, ranging from "Why me?" to "Will my gift make a difference?" to "Will I have a say over how you use my gift?" And the suggested answers are illuminating. One thing is certain: McKinnon is an eloquent instructor. Rather than dryly tell you to "Do this" or "Do that," the author punctuates his prose with dramatic real-life stories. And they're highly engaging, each one skillfully selected to drive home a point. You'll discover, for instance: 1) How a volunteer coached by a nationally known consultant secured a gift of $175,000 without ever once asking for the gift. 2) How the chair of a YWCA sparked a first-time gift of $100,000 with a single disarming question from her heart. 3) How by sensing his donor's ability to give, a development officer at a technical institute turned a $100,000 gift into a $1 million gift. 4) How by artful negotiation the head of fundraising for a leading HIV/AIDS organization prevented the rock band Queen from donating a vast sum of money to something entirely wasteful. 5) How with an exquisite 30-minute presentation, and a double-shot of espresso, the Head of Fundraising for Greenpeace International transformed a $1 million gift into a $10 million gift.

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Why me?
Why are you asking me?
Do I respect you?
How much do you want?
Why your organization?
Will my gift make a difference?
Is there an urgent reason to give?
Is it easy to give?
How will I be treated?
Will I have a say over how
How will you measure results?
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About the author (2008)

Harvey McKinnon is co-author of the international bestseller, The Power of Giving (Tarcher/Penguin), selected as an Amazon Best Book for 2005. His other works include, Hidden Gold, and the audio CD How Today's Rich Give (Jossey-Bass), as well as the Tiny Essentials of Monthly Committed Giving (White Lion Press). McKinnon, who is one of North America's leading fundraising experts, runs the Vancouver/Toronto based fundraising consultancy, Harvey McKinnon Associates (HMA).

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