[Strategies for Success - Smart fundraising ideas from Hartsook]

August 8, 2017

Meet Before You Ask

imageEven the most experienced fundraisers set a meeting with participants before soliciting a significant gift. This pre-meeting - typically held near the solicitation meeting about an hour before - helps settle nerves and ensure everyone is "on the same page."

More importantly, when you strategize, practice and role play before you ask, you will raise more money for those you serve. At the pre-meeting, discuss the following:

Who are you talking to and why?
You obviously know who the prospect is, but take a moment now to remind your team of a few important personal facts. Why is this project important to this prospect? Share stories, conversations and research.

What is your strategy?
What are the specific strategies your team has developed that will be used to make a strong case for this request? Are you asking for a multi-year and/or an estate gift, a gift of land or an in-kind gift of goods or services? Will a naming opportunity be involved?

What is your role?
Who will lead and introduce the others? Once everyone is seated, who will begin talking? Who will tell the story or answer questions? Who will ask for the gift, and who will speak after the prospect responds? Knowing the answers to these questions will ensure the solicitation goes smoothly.

What is the next step?
One of the most important steps is following up. Always leave the next step in your hands. When you follow up when you say you will, you show your prospect that you keep your promises. And of course, send a thank you note within 24 hours.

Assuming the prospect has been researched and qualified, the relationship-building work has been done and the meeting has been set in advance to ask for their support, a pre-meeting with those who will be participating in the solicitation might be the second most important meeting you have that day.

Karin Cox, Senior Executive Vice President and Chief Creative Officer (Wilmington, N.C.) [email protected]


logoJoin Us on the Growing Philanthropy Tour

Next stops on the road to achieving Hartsook's mission of growing philanthropy by 25 percent in the next 20 years:

Kansas City
August 14, 2017

Inspired Fundraising Summit 2017
Presented by Hartsook
Roger Craver, author/editor, The Agitator
Jen Shang, Hartsook Centre for Sustainable Philanthropy
Adrian Sargeant, Hartsook Centre for Sustainable Philanthropy
Lamar Hunt, Jr., Founder of Loretto Foundation, Loretto Properties, LLC, and owner of the Missouri Mavericks
Kent Sunderland, President of The Sunderland Foundation and Vice Chairman of Ash Grove Cement Company

Durham, N.C.
August 17, 2017

2017 NC Philanthropy Conference
Estate Giving
Karin Cox
Janell Johnson

August 23-25, 2017

Top Hands
Boy Scouts of America
Ross Pfannenstiel
Jason Wood
Tammy Weinman

Oklahoma City
August 2017

Oklahoma Center for Nonprofits
Relationship Building: Where Do We Go From Here?
Adrian Sargeant

Rogers, Ark.
September 20, 2017

AFP of Northwest Arkansas
Matthew J. Beem

September 21-22, 2017

Blackbaud Executive Summit, University of London
Adrian Sargeant

Las Vegas
September 26-28, 2017

14th Annual Association of Donor Relations Professionals International Conference
Adrian Sargeant

Quincy, Ill.
October 12, 2017

Tri-State Area Fundraising Professionals Board
Janell Johnson

Scotland, U.K.
October 23-25, 2017

Alan Clayton Associates
Great Fundraising Masterclass
Adrian Sargeant

Kansas City
October 26, 2017

Nonprofit Connect
Building a Culture of Philanthropy
Karin Cox

Wichita, Kan.
November 16, 2017

AFP Greater Wichita Chapter
Supporting Sponsor: Hartsook

Scotland, U.K.
February 7-9, 2018 

Alan Clayton Associates
Great Fundraising Masterclass
Adrian Sargeant

February 28-March 3, 2018

ALDE IGNITE International Conference
Massive Fundraising
Adrian Sargeant

Past Stops on the Tour

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Strategies for Success explores smart ideas, connecting with thousands of fundraising professionals. We welcome your best practices contributions or comments. Send to Strategies for Success editor Karin Cox, [email protected]. If you'd like a free subscription to Strategies for Success or its monthly companion, eHartsook on Philanthropy, contact [email protected].

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