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Thank you for taking this quiz! Are you ready to measure your Planned Giving I.Q.? It’s a bit more challenging.
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Question 1 of 25
1. Question
The best time to solicit a prospect for a major gift is when your nonprofit is in great need of funds.
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Question 2 of 25
2. Question
When asking for a major gift, it is helpful to the prospect to present him/her with a written proposal of appropriate length.
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Question 3 of 25
3. Question
It is important, in preparation for and anticipation of a solicitation of a major gift, to understand the prospect’s family, financial and business circumstances, to the greatest extent possible.
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Question 4 of 25
4. Question
It is more important to be able to explain your nonprofit’s work and programs than it is to be able to listen and discern a prospect’s interests and motivations.
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Question 5 of 25
5. Question
An experienced, trained fundraiser is the only person who should solicit a major gift.
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Question 6 of 25
6. Question
It is critical to know who the decision-maker is to successfully solicit a major gift.
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Question 7 of 25
7. Question
When asking for a major gift, it is not necessary or advisable to ask for a specific amount. Let the donor decide.
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Question 8 of 25
8. Question
Knowing why a prospect is interested in supporting your nonprofit is important to successfully solicit a major gift.
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Question 9 of 25
9. Question
When a prospect says “no” to a solicitation of a major gift, you should immediately remove him or her from your prospect list.
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Question 10 of 25
10. Question
Body language – all nonverbal cues – are as important to “hear” as the actual words a prospect states.
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Question 11 of 25
11. Question
When a prospect refuses your request for a meeting, you should immediately remove them from your prospect list.
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Question 12 of 25
12. Question
When you know it is a group of family members that makes all major gift decisions, it is always a good strategy to solicit one family member and have that family member deliver your proposal and be your advocate for the major gift.
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Question 13 of 25
13. Question
Once you have asked for a major gift, the best strategy is to let the prospect contact you with his/her decision.
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Question 14 of 25
14. Question
The fastest way to qualify a major gift prospect is to solicit him or her for a gift.
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Question 15 of 25
15. Question
In planning a major gift solicitation, it is best to have only those who have a role in the discussion/solicitation of the gift in the meeting with the prospect.
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Question 16 of 25
16. Question
A solicitation for a major gift should always include only one option—such as a major gift to one project—and never include a solicitation for the prospect’s annual gift. Annual gift solicitations should always be separate from major gift solicitations.
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Question 17 of 25
17. Question
In delivering a written proposal to a prospect for a major gift, you should not include a pledge card as this exerts pressure on the prospect to make a decision about the gift immediately.
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Question 18 of 25
18. Question
When soliciting a prospect for a major gift for a complex project, it is wise to include the “jargon of the project” to show the complexity and your deep understanding of the project.
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Question 19 of 25
19. Question
It is an intrusion on the prospect to ask for a major gift; therefore it is best to apologize to the prospect when actually soliciting the gift.
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Question 20 of 25
20. Question
A solicitation for a gift from a prospect’s estate—such as a bequest—should be done at a different time from a solicitation of a major gift. Such a “blended ask” is confusing to the prospect and difficult for the solicitor to successfully execute.
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Question 21 of 25
21. Question
One of the most important aspects of a successful major gift solicitation is “trust.” Therefore, prior to the solicitation, it is critical for a prospect to trust the nonprofit to be true to its mission, be prudent in its use of funds, and trust the leadership of the nonprofit. It is a wise use of time for a fundraiser to build this trust with the prospect.
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Question 22 of 25
22. Question
When previous giving and your research indicates a prospect is capable of making a $100,000 gift, it is smart to ask for $100,000 and also tell the prospect what can be accomplished with a gift of $50,000, or $25,000.
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Question 23 of 25
23. Question
Being genuinely curious about a prospect’s work, interests, and philanthropic goals is a trait of highly successful fundraisers.
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Question 24 of 25
24. Question
It is never good to have a person who has a close relationship with a prospect—a friend, business associate, or highly respected individual—in the room during a major gift solicitation, because this puts that person in an uncomfortable situation and violates the prospect’s privacy.
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Question 25 of 25
25. Question
Highly successful fundraisers consider a solicitation strategy that includes the right people, asking the right prospect, for a major gift of the right amount, for the right project, at the right time, in the right way, and with the right follow-up.
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