The secret to asking for money in person is…there is no secret! Anyone can do it and do it well. There are no special rites of initiation, no all-important books to read. The most crucial part is getting out the door and doing it.
At a Front Range Source training we held on Tuesday night, board and staff members expressed a lot of interest in how to make “the ask” in person. So, we’ve got a few thoughts to get the conversation started:
The hardest part is getting the meeting. Once someone agrees to meet with you, the hard part is over. They wouldn’t have taken your call or agreed to spend time with you if they weren’t interested in what you had to say.
There’s no substitute for experience. Go on a call with someone else who’s already familiar with solicitation. You can be a spokesperson for the organization and support the “ask” without having to take the lead.
Prepare. Any solicitation call must be carefully planned with the donor’s interests in mind. Decide who’s going to say what and think carefully about why this particular prospect will value the giving opportunity.
Listen. The most important part of any prospect interaction is listening. Giving is a personal decision. You are not there to coerce, but to make a match between the donors’ interests and the mission of your organization.
Take “no” for an answer. If a prospect is not ready to give, please don’t see it as a personal rejection. It may simply be a case of “no, not right now.” Make a plan to stay in touch and bring the prospect along gradually.
Follow up. If you’ve promised to get someone information, numbers, a contact name, a reply envelope — do it right away. And don’t forget to send a thank you note, regardless of the outcome. Surprise them – send it hand-written!
And our final thought – stay tuned for a Front Range Source workshop on personal solicitation. We’re planning to have one in November now that we know there is so much demand. We’ll practice, role-play, and initiate you into our secret society (just kidding!).
