7 Great Fundraising Tips from Daniel Pink's New Book: To Sell is Human

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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.

7 great fundraising takeawaysTo say that I love this book is a gross understatement. Here are my takeaways. But you really should read this book if you hate the word “sales” but love to raise money.

#1 – Accept/Embrace the fact that you are a service person that motivates others… some call this sales (As Tom Suddes says, “you’re in sales… get over it!”)

#2 – Adopt the stance of collaborator because you’re not really selling anything— you are giving people opportunities

#3 – Adopt the stance of problem identifier/problem finder

#4 – Adopt the stance of interrogator – ask lots of questions because questions trump statements

#5 – Adopt the stance of listener

#6 – Be clear (and “Short”) when you speak

#7 – Practice telling stories

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Randy Fox
Randy Fox
8 years ago

Love Dan Pink. His ability to see the world so clearly and translate it for us lesser mortals always astonishes me. Everyone sells.

claire axelrad
8 years ago

We’ll have to fight over who loves him more! When I first heard him speak, I kept hearing him say “fundraising” every time he used the word “sales.” In nonprofits, we’re all in fundraising now. That’s why organizations need to shift towards a culture of philanthropy. No more silos.

Greg Warner
8 years ago
Reply to  claire axelrad

Ditto. Thanks Claire.

Randy Fox
Randy Fox
8 years ago

Love Dan Pink. His ability to see the world so clearly and translate it for us lesser mortals always astonishes me. Everyone sells.

claire axelrad
8 years ago

We’ll have to fight over who loves him more! When I first heard him speak, I kept hearing him say “fundraising” every time he used the word “sales.” In nonprofits, we’re all in fundraising now. That’s why organizations need to shift towards a culture of philanthropy. No more silos.

Greg Warner
8 years ago
Reply to  claire axelrad

Ditto. Thanks Claire.

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