Zimmerman Lehman – Major Donors: The Key to Successful Fundraising

Major Donors: The Key To Successful Fundraising

by Robert Zimmerman, $16.99

Paperback (48 pages, 6×9)

Revised Version (2006)

Now Available in Digitial Format ($9.99)- Perfect for Trainings

Available on Amazon (paperback only) or (digital only)

The greatest gap between potential and reality in nonprofit fundraising is in the area of major donor solicitation. Every day organizations are sending letters to folks who could make contributions of $5,000 or $500,000 but are only asking for $50. Every organization should be thankful for small contributions from donors of modest means, but it is wise to keep in mind that 90 percent of donations to nonprofits come from 10 percent of the donors. It is no exaggeration to state that the principal reason to do any sort of individual donor appeal is to locate the relatively small number of contributors who have the ability to make a large gift.

Zimmerman Lehman’s Major Donors: The Key To Successful Fundraising is an easy to follow guidebook designed for busy board members and volunteers of nonprofits who want to help solicit funds through a major donor effort, be it an annual, capital, or endowment campaign. In simple to understand “how to” language you learn the specifics of a major donor campaign. It answers the questions:

What is a major donor?

How do you find one?

How do you conduct research about the individual?

How do you cultivate him or her?

Who should ask and how to ask?

What s active listening and how do you close the deal?

Included is a detailed task list reviewing the mechanics of an organization’s major donor campaign, along with sample major donor solicitation scripts and dialogues on making the appointment, the “dollar” ask and the visit. New in this revised section is a Prospect Worksheet form and an expanded campaign overview and practice role play.

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