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The Influential Fundraiser
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Using the Psychology of Persuasion to Achieve Outstanding Results
E-Book
Sofort lieferbar | Lieferzeit: Sofort lieferbar
Artikel-Nr:
9780470472187
Veröffentl:
2008
Einband:
E-Book
Seiten:
320
Autor:
Bernard Ross
eBook Typ:
EPUB
eBook Format:
Reflowable E-Book
Kopierschutz:
Adobe DRM [Hard-DRM]
Sprache:
Englisch
Beschreibung:
How to apply the latest developments in psychology and neurologyfor better fundraising and influencing skillsLeading fundraising expert Bernard Ross offers an alternative yeteffective model for asking and influencing potential donors andpeers, using the latest techniques developed in the neural andpsychological sciences. He shows individuals how to make acompelling ask to mid- and high-value donors, win board membersover to a new campaign strategy, convince reluctant colleagues tocommit to their ideas, and confidently handle the objections of askeptical venture philanthropist.Bernard Ross and Clare Segal (London, UK) are Directors of theManagement Centre, the United Kingdom's largest nonprofitmanagement consultancy and training organization.
Acknowledgments.Preface.Introduction.1. Influence--What It Is and Why You Need It in YourFundraising.Part I Passion.2. Focusing Your Passion--Intelligently.3. Understanding Donor Motivations.Part II Proposal.4. Making Your Case.Part III Preparation.5. Shaping Outcomes.6. Building Self-Confidence--The Inner Game ofInfluence.Part IV Persuasion.7. Building Rapport.8. Speaking the Language of Influence.9. Understanding Their Point of View--PerceptualPositions.Part V Persistence.10. Helping Donors Say ''Yes''.11. Dealing with Objections.12. Conclusion.Appendix A Accessing Eye Cues.Appendix B Using Richer Language.Appendix C Translating Your Case--Matching Preferences inProposals.Appendix D Influencing in a Group.Glossary.Bibliography.The Authors.Index.