A Quick Refresher For Getting in the Door

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Picking up the phone and calling a donor who you've never spoken with in order to try to get a visit can be quite daunting. Here are a few tips that may improve your success rate.

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Send a letter in advance, written by your Board Chair or executive Director, that states you will be contacting them. Whether you do this or just pick up the phone, some useful phrases to reconsider include:

*We're finding for guidance/insight/feedback on how we can improve our stewardship/recognition/communication activities.
*We'd appreciate your reaction to our most recent strategic plan, etc.
*We want to share outcomes and vision with you and get your input.
*Your giving has been so consistent. We've been remiss in thanking you personally for all you've done. May I drop by for a quick visit just to thank you in person?

Don't be surprised if the donor immediately thinks you've beyond doubt called to solicit them. You may want to add that you will not be asking for a donation at this time.

If the donor refuses to see you, ask them if they are willing to acknowledge a few questions.

Examples could include:

*What has been motivating you to make donations all these years?
*What inspired you to make this gift?
*Have we done a good job in conveying to you the impact of your gift?
*What other charitable causes do you currently support? Where does our club fall in your priority of giving to charitable organizations?
*How do you select what you're going to say yes to?

Always ask permission to call or see them again.

With prolonged phone and face to face perceive with our donors we learn much, together with their motivation and values for giving, the issues or objections that forestall them from giving more, their involvement and stewardship preferences, and who are the philanthropic decision makers in their family.

By encouraging donors to share their philanthropic and financial goals, you'll learn what makes them tick and how you should amble to help them reach their charitable aims.

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