The Socratic Fundraiser

Using Questions to Advance the Donor’s Story

By: Russell James

Narrated by: Virtual Voice

Fundraising often focuses on making "the ask." But appreciative inquiry uses questions throughout the relationship to help the donor discover their own reasons for making a transformational donation. Professor James starts with the "why" from research, theory, and experience and then moves to the "how" of exactly what questions to ask, in what order, and for what purpose. You'll gain a deeper understanding of major gift decision processes and plenty of real-world "magic" questions to try out right away.

1 Socratic fundraising theory: How questions advance the donor’s story
2 Socratic fundraising overview: A step-by-step menu of questions
3 Socratic fundraising permission: Can I ask you a question?
4 Socratic fundraising backstory: Questions that connect with the donor’s identity
5 Socratic fundraising foreshadowing: Questions that uncover a meaningful victory
6 Socratic fundraising setting: Is this the land of wealth sharing?
7 Socratic fundraising wealth scripts: Questions that lead to gifts of assets
8 Asking to ask in Socratic fundraising: Can I show you some options?
9 Socratic fundraising’s “call to adventure”: Making a compelling ask
10 Socratic fundraising after the ask: Congratulations! You got a “no.”
11 Socratic fundraising “legacy edition”: How to ask for the gift in a will without fear or anxiety
12 Socratic fundraising in bulk: Donor surveys that work