Abstract Upsell Current Contributors Build a Habit of Giving Turn One‐time Memorial Contributors Into Regular Contributors Sales Skills Expertise Evaluate and Rejuvenate Your Top Sales Points Community Campaigns Extend Your Campaign Beyond the Business Community Donor Retention Pays Off Hold That Smile Don't Underestimate Emotion Motivating Your Phonathon Callers Point Out Refusals That Turn Into Gifts Educating Internally Key Your Employees Into Development's Mission, Mantra Scheduling Appointments Develop a Process for Setting Prospect Appointments Increasing Website Visits Get E‐newsletter Recipients to Click Through to Website Soliciting Business Support Garner Business Support With ‘WIIFM’ Approach Holiday Card Reminder Closing Technique Tried Segmenting Non‐donors By Age? Push Charitable Bequests Relationship‐building Offer Behind‐the‐Scenes Tours Keeping it Fresh Survey Reveals Need to Retool Direct Mail Appeal Community Campaign Strategies Community Campaigns Do More Than Raise Money Ideas you Can Use ‘Buy A Brick’ Covers Many Types of Projects Create a Virtual Brick Memorial Layout Wish Lists Publicize and Change Your Wish List Periodically Meeting face‐to‐face With Prospects Ask Questions That Measure Understanding, Interest Eight Ways to Nurture a Donor‐friendly Receptionist Advice On Writing Copy Involving Your Board In Fund Developmen Get Board Members to Reach Out to Business Contacts Upgrading Annual Contributors Exercise for Increasing $1,000‐plus Contributors Direct Mail Strategies Why Include a Survey With Your Appeal Letter? Donor Recognition Steps for Creating a ‘Donor Wall’ Using Direct Mail to Renew Memberships Websites of Interest Special Events Restaurant Promotion Raises $14,000 For Community Soup Kitchen Grants Management Procedures Process Helps Coordinate On‐Campus Grant Writing

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