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LinkedIn Learning

Nonprofit Fundraising: Using Relationships to Drive Growth

via LinkedIn Learning


Learn how to develop and nurture donor relationships to advance your cause in today’s giving landscape.


  • What is Cause Selling?
1. Cause Selling
  • The three phases of Cause Selling
  • The Cause Selling Cycle
  • Cause Selling vs. traditional fundraising
  • You sell every day
  • Becoming a future focused fundraiser
2. Prospecting Overview
  • Finding qualified donors
  • Qualifying the prospect: The M.A.D.D.E.N. test
  • Managing prospect data
  • Managing prospect information: Prospect classification
  • Managing prospect information: Scheduling contacts
  • Managing prospect information: Automation
  • Using social media to find prospects
3. Pre-Approach
  • Pre-approach the right way
  • Donor information checklist
  • Preparing for questions every donor asks
  • Six-step telephone track
4. Approach
  • A first impression: Win or fail
  • Picking the right approach: Meaningful conversations
  • Giving prospects the gift of remembrance
  • Making a strong impression at events: Before
  • Making a strong impression at events: During
  • Making a strong impression at events: After
5. Need Discovery
  • The heart of it all
  • Questioning techniques that build trust
  • Expressive and authentic conversations
  • The art of listening
6. Presentation
  • The three truths
  • Key presentation elements
  • Successfully charting impact
  • Creating units of conviction
  • Presentation toolkit
7. Handling Objections
  • Redefining objections
  • Types of donor objections
  • Techniques for negotiating objections
  • Six-step plan
8. The Ask
  • A closing frame of mind
  • Dealing with rejection
  • When to close
  • Effective closing strategies
9. Stewardship
  • Donor retention
  • Maximizing current donors
  • Winning back donors
  • Tracking donor follow-up
  • The future of philanthropy

Taught by

Fundraising Academy


4.6 rating at LinkedIn Learning based on 20 ratings

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