Category Archives: The Front Page

Don’t ask for money, ask for help

Here is a quick way to avoid the dreaded question: “do you want do donate X$?” and start gaining more support by using the more friendly and positive question: “do you want to help”. Continue reading

Posted in Closing, The Front Page | Tagged , , , | 3 Comments

3 Questions You MUST Answer

Every time someone makes a donation, he knows the answer to those 3 questions.

Every time you get a NO, you have not properly answered the 3 questions for him. Continue reading

Posted in Handling Objections, The Front Page | Tagged , | Leave a comment

The Importance of Money

The size of the donation is usually the most important aspect of a donation – but time and time again I hear fundraisers downplay the importance of money.

This post should hopefully cure you of that bad habit :) Continue reading

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Token Resistance and the Power of the Covert Story

When NO means YES. What to do when the person “wants to support” but said no for some obscure reason. Continue reading

Posted in Closing, The Front Page | Tagged , , | 5 Comments

Using the Yes-Ladder

The Yes-Ladder is the oldest trick in the book – anyone who has just spent a little time selling has used this potent and very easy tool. The whole point is to get the person to say yes as many … Continue reading

Posted in Building a Case, The Front Page | Tagged , , | 160 Comments