Day 1, Thursday, March 18

12:30 - 1:30 PM
Registration

1:30 - 1:45
Welcome & Introductions

1:45 - 2:45
What is Personal Solicitation?
The act of asking someone for a gift conjures a variety of preconceived notions and misconceptions. This session examines why people give and how you develop the honest and sincere relationships needed for success.

3:00 - 4:15
Making the Ask
What elements should you consider as you plan your solicitation strategy? Examine the key questions you must address as you set up the meeting to make the ask. Who should be present? How much do you ask for? What exactly do you say? What do you do if the answer is "no?"

4:15 - 5:30
Solicitation Scenarios and Role Playing
Using a case study participants practice developing cultivation and solicitation strategies by writing out a considerate ask and then participating as part of the asking team. You will conduct the solicitation meeting. Participating in role playing sessions provides practical experience building confidence and skills.

5:30 - 6:30
Networking Reception
(Cash bar and complimentary light hors d'oeuvres). Bring your business cards and chat informally with faculty and participants.

6:30
Conference Adjourns for the Day
Dinner on your own

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Day 2, Friday, March 19

8:00 - 8:45 AM
Continental Breakfast/Faculty Consultations

8:45 - 9:45
Solicitation Scenarios and Role Playing (continued)

10:00 - 11:15
Elective Sessions (choose one):

• Knowledge is Power: Preparing for the Ask
  There is a lot to do and learn before you're ready to pick up the phone and make that appointment. What do you need to know about a prospect? What tools are available to get the information you need? Is the prospect prepared for the ask? Put what you learn to use in this interactive exercise by compiling a prospect profile.
• The Call Before the Call
  Before asking for the gift, you must get in the door. This session describes the nuts and bolts: how to make that first contact, get through the door, and into personal meetings with your prospects. How do you handle the potentially difficult questions that can be posed by the prospect? Get hands-on practice for this often-difficult part of the process.
• High-End Solicitations in the Annual Fund
  Creating high-end, face-to-face asks will enhance both your professional value and the credibility of your annual fund program. How do you develop high-end prospects? This session offers techniques for generating useful prospects and solicitation plans.
• Developing a Strategic Action Plan for a Major Gift Prospect
  You have met with a prospective giver and from the qualification meeting; you feel they have major gift potential. Who, what, when, why and how do you thoughtfully and strategically share your time with the prospect to bring them to a positive giving decision.

11:30 AM - 12:15 PM
What Do You Say When......?
Often the prospect will voice one or more issues that stand in the way of making a commitment. What can you learn from these objections and how can you turn them into opportunities to reach agreement on giving the gift? What are the strategic questions you need to ask?

12:15 - 12:30
Words of Wisdom/Final Questions

12:30
Conference Adjourns

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