Conferences & Training
Introduction to Personal Solicitation: Spring Session

Program

Day 1 Day 2
Day 1, Thursday, March 22

12:30-1:30 PM
Registration

1:30-2:00
Welcome and Introductions

2:00-3:00
The Anatomy of the Ask: Breaking It Down
Let’s demystify the idea of “making the ask” by talking about the basics. A solicitation doesn’t need to be anxiety-provoking! Let's discuss the criteria that needs to be in place before we are ready to talk about money. And, as importantly, let’s make sure that our prospects are ready to be asked. We will compile a high-level check list and review the donor engagement cycle to use as a guide for the conference. 

3:15-3:45
Your Role as the Gift Officer: Preparation, Preparation, Preparation!
There is much more to the ask than just "the question." We will discuss the difference between research and preparation and review the steps needed in advance of your meeting. Who will make the ask? For how much and for what purpose? Who else should be there? Have you prepared you own “elevator" speech? Addressing these questions (and more) will increase your likelihood for success.

3:45-4:30
Breakout Sessions
Spend time in small groups talking about the various components that must be in place before we make the ask. Each group will be asked to make the case for an ask by preparing their own "elevator" speech.

4:30-5:00
Report out
Bring your work back to the group and share your discussions.

5:00-5:45
Getting Your Foot in the Door
You can’t make an ask if you can’t get in front of your prospects. The faculty panel will talk about best (and creative) practices for securing and confirming appointments. Be prepared to share your own thoughts on the topic.

5:45
Conference Adjourns for the Day
Dinner on your own

[back to top]

 

Day 2, Friday, March 23


7:30-8:30 AM
Continental Breakfast

8:30-10:00
Small Groups and Role Play
After being grouped by peer institution type, atttendees work through a series of solicitation scenarios in a workshop environment.
Each group will cover:

  • Securing and preparing for an appointment
  • The introductory visit
  • Making an ask—annual giving, major gift, planned gift, etc.
  • Overcoming objections
  • The negotiation–part art, part science
  • Soliciting with a partner (i.e. dean, volunteer)
  • Follow up to the personal call

10:15-11:15
Large Group Discussion
The group will reconvene for discussion and continued conversation about a variety of solicitation scenarios. What worked or didn’t work in your small role-play scenarios? We will continue to add to our list of best practices, tools and tips that will give you confidence as your prepare for any personal visit.

11:15-11:30
Conference Wrap-up
Bring your last questions to the table…wrap up with faculty and with your peers.

11:30
Conference Adjourns

[back to top]

 

Day 1 Day 2