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The 11 Questions Every Donor Asks and the Answers All Donors Crave: How You Can Inspire Someone to Give Generously

The 11 Questions Every Donor Asks and the Answers All Donors Crave: How You Can Inspire Someone to Give Generously

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Years from now don't be surprised if The 11 Questions Every Donor Asks and the Answers All Donors Crave is singled out as a watershed book in the field of fundraising. People might well point to Harvey McKinnon's work and say, "That's when the conversation with our donors changed - literally." And they'd be right. McKinnon has identified 11 core questions, ranging from "Why me?" to "Will my gift make a difference?" to "Will I have a say over how you use my gift?" And the suggested answers are illuminating. One thing is certain: McKinnon is an eloquent instructor. Rather than dryly tell you to "Do this" or "Do that," the author punctuates his prose with dramatic real-life stories. And they're highly engaging, each one skillfully selected to drive home a point. You'll discover, for instance: * How a volunteer coached by a nationally known consultant secured a gift of $175,000 without ever once asking for the gift. * How the chair of a YWCA sparked a first-time gift of $100,000 with a single disarming question from her heart. * How by sensing his donor's ability to give, a development officer at a technical institute turned a $100,000 gift into a $1 million gift. * How by artful negotiation the head of fundraising for a leading HIV/AIDS organization prevented the rock band Queen from donating a vast sum of money to something entirely wasteful. * How with an exquisite 30-minute presentation, and a double-shot of espresso, the Head of Fundraising for Greenpeace International transformed a $1 million gift into a $10 million gift. Jerold Panas, who knows a thing or two about fundraising, calls The 11 Questions "A beautifully polished gem, with real-life stories that unerringly hit their mark." That's high praise from America's grandmaster of philanthropy.