There is one quick and easy way to turn around your messages to potential donors to make them more compelling!
It's a slam-dunk!
It's a no-brainer!
It will change the tone of your messages faster than you thought possible!
Take one of your messages that you sent to your potential donors. It could be a letter asking for an appointment.
It could be a follow-up letter to a potential donor. It could be an e-mail that you sent.
Then do this - Count the number of times that you used the following types of words:
Then do this – Count the number of times that the word "YOU" was used!
Remember, it's all about the donor!
It's important to write and speak from the donor's point of view. A donor-based message
focuses on the donor's hopes, dreams, fears, desires, passions, and wants.
Introduce more "YOU's" in your communications with potential donors –
whether you are writing to them or speaking with them!
Move from university/college "WWD" messages (What we're doing!) to donor
"WII-FM" messages (What’s in it for me!)
Don't dwell on the institution, emphasize the donor in your messages!
This will help you to personalize your message and make it more compelling.
This is but one, of a total package of skills, that is taught in a new
"eye-opening" seminar for development officers entitled...
Major donor suspects and prospects are exposed to many professionals who are making
propositions to them for products, services, ideas, and donations. So here's the
question to you: How will you distinguish yourself from all of the other professionals?
If their experience is like my experience, many professionals making propositions
act alike, speak alike, and sound alike. One presentation can be someone else's presentation!
There are way too many "me too" presentations!
You want to stand head and shoulders above others! You want to be distinctive!
You want to be compelling!
You want to separate yourself from the many "plain vanilla" propositions that
are being made on a daily basis!
Not many donors are compelled to give on that basis. Learn how to deliver messages that
"pack a punch"! Learn how to create and deliver messages that are memorable,
meaningful, and more effective so that you can captivate the prospect’s attention and
move them along the cultivation cycle.
Topical Outline
- How to burn good persuasive habits into your mind
- You can be more compelling in all of your written and spoken messages!
- Integrity – the underlying value of all compelling messages
- The three powerful rules of a compelling message
- Understanding how donors give emotionally and then justify logically
- The importance of making your institution unique and distinctive
- How to use "Green Zone" skills to make a donor connection
- Actively listening to emotionally "know" your prospect
- How to use the magic "AIDA" formula to supercharge your ability
to persuade, influence, and positively impact potential donors
- Understanding the emotional impact of compelling messages
- How to dramatically improve your persuasive power by moving from "WWD"
messages (What we’re doing) to donor "WII-FM" messages (What's in it for me!)
- Understanding the preoccupation barrier of your donors – you basically have 8 seconds to
break through "the clutter"!
- How to break through the preoccupation barrier of your donors with Headline Language
- How to use opening sentences (written or verbal) to create donor interest
- How to tap into the conversation taking place in the donor’s mind
- How to energize your messages by moving from lackluster words to emotional action verbs that
move the donor along the cultivation cycle
- How to "paint pictures" in the donor’s imagination to stimulate donor giving
- 15 ways to make any donor letter (or e-mail) exciting
- 10 compelling message techniques that you can’t do without
- How to be more compelling with your voice
- How your voice influences the donor
- How to deliver your message (in person or on the phone) with importance and credibility!
- Compelling voice techniques with Alexa Harris Ralf, a prominent New York City voice-over announcer
- A compelling message checklist – a complete blueprint to help captivate your donor
and move them along the cultivation cycle
For more information on Frank, visit Frank's home page.
To speak with Frank personally, kindly call this number: 1 – 800 – 685 - 8509