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4 powerful major gift "probing closes" (for moving your proposal forward)

Greg Warner is CEO and Founder of MarketSmart, a revolutionary marketing software and services firm that helps nonprofits raise more for less. In 2012 Greg coined the phrase “Engagement Fundraising” to encapsulate his breakthrough fundraising formula for achieving extraordinary results. Using their own innovative strategies and technologies, MarketSmart helps fundraisers around the world zero in on the donors most ready to support their organizations and institutions with major and legacy gifts.

A probing close is yet another phrase I made up. I do that… a lot.
Basically, it’s a question you ask when you feel your prospect might possibly be ready to agree to say “Yes!” to your proposal.
Here they are:
1.  If I could make sure to take care of [whatever objection they had or obstacle they mentioned], would you be ready to go ahead with this?
2.  What’s your timeline for getting this going?
3.  What would you like to see happen next?
And my all time favorite:
4.  Now, is there anything left that’s holding you back from moving forward right now?
 

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3 responses to “4 powerful major gift "probing closes" (for moving your proposal forward)”

  1. Lezli Roberts says:

    Greg,
    I was on the webinar yesterday, How to Raise Major & Planned Gifts with Surveys, but did not receive the presentation via email. Can you send?
    Lezli Roberts

  2. Karen says:

    ‘What would you like to do?’ That was a powerful moment (for me!) with a major donor.

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