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Product Description
Product Description
How to apply the latest developments in psychology and neurology for better fundraising and influencing skills
Leading fundraising expert Bernard Ross offers an alternative yet effective model for asking and influencing potential donors and peers, using the latest techniques developed in the neural and psychological sciences. He shows individuals how to make a compelling ask to mid– and high–value donors, win board members over to a new campaign strategy, convince reluctant colleagues to commit to their ideas, and confidently handle the objections of a skeptical venture philanthropist.
Bernard Ross and Clare Segal (London, UK) are Directors of the Management Centre, the United Kingdom′s largest nonprofit management consultancy and training organization.
Leading fundraising expert Bernard Ross offers an alternative yet effective model for asking and influencing potential donors and peers, using the latest techniques developed in the neural and psychological sciences. He shows individuals how to make a compelling ask to mid– and high–value donors, win board members over to a new campaign strategy, convince reluctant colleagues to commit to their ideas, and confidently handle the objections of a skeptical venture philanthropist.
Bernard Ross and Clare Segal (London, UK) are Directors of the Management Centre, the United Kingdom′s largest nonprofit management consultancy and training organization.
From the Inside Flap
The Influential Fundraiser
With the explosion of uninspired e–mail solicitations, dull fundraising dinners, and cookie–cutter direct mail campaigns, donors are demanding a new, personalized approach when being asked for money.
Drawing on the authors′ practical experience and the most current psychological and neurological research, The Influential Fundraiser offers a wealth of approaches that will help fundraisers make significant and successful creative "asks" for money from donors . . . in person. Written by Bernard Ross and Clare Segal—two leading experts in the field of international nonprofit fundraising—the book offers step–by–step guidance for gaining confidence and learning the necessary skills and techniques fundraisers must have to build successful relationships and raise substantial amounts of money.
Written in a accessible, engaging style, The Influential Fundraiser will help you to be both highly effective and very flexible. The 5 P model outlined in the book—Passion, Proposal, Preparation, Persuasion, and Persistence—will help fundraisers and volunteers learn invaluable skills needed for fundraising success including how to:
Meet specific donor challenges
Shape ideas into effective, memorable messages
Decide what can be gained from a particular situation
Build rapport with "difficult" or "different" people
Handle a "no" response
Create an impact with large groups
Learn from failure
The Influential Fundraiser is international in scope and includes helpful suggestions for dealing with a wide range of cultural and diversity issues.
In addition, the book explores the importance of influence more generally and offers techniques for persuading your board to invest in your ideas, engage a powerful advocate to speak for your cause, and motivate teammates when their confidence is low.
With this toolbox of different approaches, any nonprofit professional can be transformed into an influential fundraiser.
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Customer Reviews
Most Helpful Customer Reviews
17 of 17 people found the following review helpful
Format:Hardcover
The Influential Fundraiser by Bernard Ross and Clare Segal is a must read for breakthrough fundraisers everywhere. As a Director of Fundraising with over 17 years fundraising experience in the voluntary sector it reminded me of what I tend to do often without thinking, but not always brilliantly. Why do people give when there's not much in it for them, and how do we make them give when it's all we want them to do? In a few hundred pages Bernard and Clare remind us what it's all about to be a brilliant fundraiser. Great fundraisers can read this book and be even better. Good fundraisers will start to understand what makes great fundraisers. In recent years there has been an awful tendency to place donors in pots and buckets and pretend they're all the same. This book reminds us we're all different yet we share similarities and understanding our donors at this time when resources can only be tighter and harder to find, has got to mean that knowing, understanding and loving your donors will be the only game in town. I enjoyed this read immensely. All too often fundraising books are like DIY books (how to fix your car in 5 minutes) full of technical and how-to stuff. They rarely make you think which is all well and good but if you've been there, done that, what more do you have to learn. This was a book that I learned lots from. It set me thinking and it will keep me thinking and I'm sure it will make me better at what I do. Read it, enjoy it, it's worth buying it. I only wish Bernard and Clare had told me alone and kept it a secret from the rest of you!
Mark Astarita Director Fundraising British Red Cross
Mark Astarita Director Fundraising British Red Cross
11 of 11 people found the following review helpful
Format:Hardcover
This is one of the best books on influence I've read. It goes way beyond sales and fundraising techniques - it's about the whole package that, conciously or unconsciously, affects your chances of closing the big deal.
Without bypasssing the esentials, such as making sure you've got a water-tight and compelling case , the authors really make you think about the effect you personally have on donors. Unlike other books on influence which degenerate into psychobabble, Ross and Segal manage to ground their arguments in the real world and in real language.
I particularly liked the chapters on building self confidence and developing rapport with potential donors, reminding you of role model behaviours and suggesting practical actions for making that emotional link with your target. Whilst not always having the energy, willpower or time in real life to practice all the exercises, it has just about enough practical tips and gidances to make appplications realistic and manageable.
Subtle reasons for failure are at times painfully rehearsed but in and engaging and reassuring way. - we've all been there, believing we have the deal in the bag, only to be left deflated and esometimes even humiliated.But this book offers a toolkit for at least making sure the 9th 'No' is a rare experience (see chapter 11).
There's no doubt this book will be of most use to major donor and corporate fundraisers, but it could teach CEOs a thing or two about a leader's influence.
Without bypasssing the esentials, such as making sure you've got a water-tight and compelling case , the authors really make you think about the effect you personally have on donors. Unlike other books on influence which degenerate into psychobabble, Ross and Segal manage to ground their arguments in the real world and in real language.
I particularly liked the chapters on building self confidence and developing rapport with potential donors, reminding you of role model behaviours and suggesting practical actions for making that emotional link with your target. Whilst not always having the energy, willpower or time in real life to practice all the exercises, it has just about enough practical tips and gidances to make appplications realistic and manageable.
Subtle reasons for failure are at times painfully rehearsed but in and engaging and reassuring way. - we've all been there, believing we have the deal in the bag, only to be left deflated and esometimes even humiliated.But this book offers a toolkit for at least making sure the 9th 'No' is a rare experience (see chapter 11).
There's no doubt this book will be of most use to major donor and corporate fundraisers, but it could teach CEOs a thing or two about a leader's influence.
7 of 7 people found the following review helpful
Format:Hardcover
A truly inspirational book offering a systematic way to deal with donors and practical ideas for overcoming the ever increasing challenges of fundraising. It's packed with useful insights from psychology which I just can't wait to try out. I already feel more confident as a fundraiser. Superbly written. Pure genius.
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Most Recent Customer Reviews
My Best Buy
This book should have beeen available when I started fundraising many years aago. it is probably the most enlightening book I have read on this subject. Read more
Published on 6 Nov 2009 by aid-raiser
Not one for the bookshelf
The Influential Fundraiser is perhaps the most important book about fundraising to appear in the past decade. Read more
Published on 16 May 2009 by Ken Burnett
A book with something new to say
I found that unlike most management texts Ross and Segal's new book `The Influential Fundraiser', neither needs a MBA to work through nor is it just a `how-to' guide. Read more
Published on 9 Mar 2009 by Paul Farthing
Creative approach for troubled times
I am a CEO of an international development organisation, facing these uncertain times with some trepidation. Read more
Published on 28 Feb 2009 by C. A. Harper
Influential Fundraiser
To tell the truth, I didn't buy this book. My wife has it and I picked it up the other day to have a quick flick through. Next thing you know, I'd read it from front to back. Read more
Published on 26 Feb 2009 by Andrew Frostick
A great book to read no matter where you are from!
The influential fundraiser brings a fresh and refreshing insight into how fundraisers can use their power of influence and learn how the donors and any other stake holders can be... Read more
Published on 17 Feb 2009 by Norma Galafassi
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