Summer Institute for Alumni Relations Pre-Institute Sessions-CASE SIEFR Presentation_Art of Listening

CASE SIEFR Presentation_Art of Listening_Trish Jackson 072622 and 072722

Pdf Summary

The document titled "Getting Face-to-Face with Prospective Donors: The Art of Listening" by Patricia (Trish) Jackson discusses the importance of active listening in building relationships with prospective donors.<br /><br />The document covers various topics, including self-reflection, brain power, and the difference between hearing and listening. It emphasizes the importance of active listening, which involves using multiple senses and interpreting the information received. Active listening helps build trust, creates approachability, increases knowledge, and helps formulate strategic questions and plans.<br /><br />The document provides tips on preparing to listen, such as creating visit briefings that include quick facts, objectives, and next steps. It also suggests techniques for active listening, including relaxing, turning off devices, making eye contact, affirming active listening with verbal and non-verbal cues, asking open-ended questions, and managing biases.<br /><br />The document highlights the importance of both verbal and non-verbal communication in listening. It gives examples of different types of questions, such as open-ended, affirming, clarifying, and strategic questions, that can enhance the listening experience.<br /><br />The document also covers common barriers to active listening, including distractions, excessive talking, defensiveness, biases, and ego. It concludes with an experiential learning exercise for pairs to practice active listening.<br /><br />Lastly, the document provides additional resources, such as book recommendations and an email address for further inquiries.<br /><br />Overall, this document serves as a guide for development officers in effectively engaging with prospective donors through active listening.

Keywords

active listening

prospective donors

relationship building

self-reflection

trust building

approachability

knowledge increase

strategic questions

non-verbal communication

development officers