Table of Contents
Preface xi
Making the ask: 20 power tools xvii
Chapter 1 Passion 1
Tool 1 Create a powerful emotional anchor 6
Tool 2 Establish your personal brand 14
Tool 3 Create a philanthropic PIN code 20
Tool 4 DOSE the prospect - become a donor drug dealer! 33
Chapter 2 Proposal 41
Tool 5 Build an =mc story arc 46
Tool 6 Hold out for a hero 56
Tool 7 Price your philanthropic propositions 62
Tool 8 Check for (sticky) SUCCESS 74
Chapter 3 Preparation 93
Tool 9 Develop a well-formed outcome 96
Tool 10 Set out your LIM-its 108
Tool 11 Flexibly reframe 114
Tool 12 Link think, feel, do 131
Chapter 4 Persuasion 139
Tool 13 Try philanthropic pre-suasion - prime for success 141
Tool 14 Pay absolute attention with the silent listen 149
Tool 15 Build rapid rapport 158
Tool 16 Match language style - switch sensory systems 172
Chapter 5 Persistence 187
Tool 17 Pivot perceptual positions - choose another angle 189
Tool 18 Anticipate killer questions 204
Tool 19 Call your mental mentors - ask for help 208
Tool 20 Manage the nine fundraising 'no's 213
Final summary…and bonus tool
21: Ask three questions 221
Books and online resources 225
Acknowledgements 235