From the course: Cause Selling: The Secret to Nonprofit Donations
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Questioning techniques
From the course: Cause Selling: The Secret to Nonprofit Donations
Questioning techniques
- Questions play a key role in the beginning of any relationship. As a candidate in a job interview, you'll be asked dozens of questions from your future employer. First dates involve a volley of questions between potential partners. Your initial conversations with prospective donors always begin with many questions. You'll ask questions to help understand a prospect's motivation for giving and identify their capacity for support. In turn, donors will ask you questions to gauge whether your organization meets their philanthropic needs. Because asking questions is such a part of your initial meetings with donors, it should be no surprise that you'll need to develop and polish the skill of asking questions. Successful fundraisers are skilled in using three classes of questioning techniques: amplification, internal summary, and gaining agreement. Amplification questions encourage prospects to provide more information…
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