“It can be scary,” she wrote. “It’s also a moment when fundraisers chicken out.”
Get past that awkward moment by remembering the essential nature of these meetings. They’re necessary to gather information about a prospective donor. Gail calls them reconnaissance.
“Remember why you are phoning for a visit,” she said:
- “To cultivate the donor’s interest in your organization.
- “To determine IF the donor HAS interest in your organization.
- “To determine IF the donor even has CAPACITY to make a significant gift.
- “To cultivate future gifts.
- “To find out exactly WHAT the donor is interested in and WHY the donor is interested in your cause.”
Here are the techniques she offered in her blog:
- Saying thank you
- Asking for advice
- Getting to know the donor
- Giving more information about the cause
- Asking to talk about an idea
“There are lots of ways to make that appointment,” said wrote. “You gotta keep trying. And you gotta be cheerful. Who can refuse you then?”
Check out the blog for ideas of what to say in each of these techniques.