Description
Acknowledgements
- Usual thanks
- Dedication
Preface
- Background on how the model was developed
- Several examples anecdotes where the approach has worked
- Some of the science background and name check
Introduction/overview
This section outlines the key organising principle/model- the 5Ps and how they are interconnected:
- Passion: how to get yourself, and your donor, into the right mindset to seek and secure support
- Proposal: how to shape and organise a complex story into one that is salient and simple
Preparation: all the key issues you need to consider before you make the call, type the email, prepare the proposal
Persuasion: how to handle the interaction with a prospect- a range of psychological techniques to manage the conversation
Persistence: you rarely succeed in your first approach- this element explores how to deal with challenges
Chapter 1: Passion
- Creating a personal anchor for you and the supporter: getting yourself into a success mindset and your prospects into a [philanthropic mindset
- Understanding hygiene and motivation factors; understanding Hertzberg-inspired safety and motivation factors
- Creating your Personal Brand: establishing how you want to come across in the situation- behaviors, appearance, style
- Chapter 2: Proposal:
- Organising complex messages: the =mc story framework using key psychological drivers: +/- outcomes and future/present
- Creating Powerful Propositions: how to chunk your overall need into propositions related to the needs and interests of a prospect
- Mr Ockham’s Shaving kit: how to ensure you have made your proposition super simple- a key to success
Chapter 3: Preparation
- You can’t always get what you want: dividing up the outcome you want into a LIM-it: Like, Intend and Must. (A range of acceptable outcomes.)
- Taking the prospect on a journey- how to shape the steps for the prospect towards a positive outcome beyond a successful gift
- Think Feel Do: at every step you should consider three ?: what info do I want the prospect to know, how do I want them to feel, what do I want them to do?
Chapter 4: Persuasion
- Building rapport: how to build engagement with people who are not like you- the importance of mirror neurons
- How do people think they decide v how do people actually decide?: System 1 vs system 2 including key unconscious biases
- VAK: the importance of adapting your language and communication style to match that of the prospect
Chapter 5: Persistence
- The 9 Nos: when ‘no’ doesn’t really mean ‘No, but means ‘ask me a better question… ‘and the importance of Killer Questions
- Be Resourceful: techniques to recover form challenges call on your Mental Mentors, or adopt a new Perceptual position
- Learn from the Past: the importance of after action review- answering the three key learning questions
Glossary: explanation of key terms and phrases commonly used
Further Reading: related books and resources to explore
About the Authors: some background info and credibility building
The book will offer access to a range of complementary bonus material. This will be accessible on-line
How to be an effective Volunteer Board Fundraiser
Some specific hints on how to improve the effectiveness of volunteer fundraisers
Writing a Case for Support
A more detailed explanation of the =mc Case for Support Structure
Developing a supporter journey
How to move a prospect along the stages of the 5P model
