Fundraising: Using the Face-to-Face Ask to Get Big Bucks
5382
Finance > Fundraising
Mar 1, 2007
Jacob Ackart
Fundraising: Using the Face-to-Face Ask to Get Big Bucks
Fundraising for a large campaign, like a capital or endowment campaign, usually involves asking for large amounts of money from a smaller group of donors. These big asks are important because of the size of the potential contributions and because of the limited amount of donors who can contribute. Failing to convert one ask can have significant consequences, thus it is important to use an ask technique likely to succeed. Face-to-face solicitation is that technique.
Face-to-face meetings with prospects are most effective for your fundraising efforts if two representatives of your organization meet with a single donor - ideally, the meeting will include the donor, the development director and a board member the donor knows. Meetings between a single representative and the prospect also are effective, however.
There are four components of the face to face ask: the opening; the involvement; the presentation; and the ask. During the opening, the representatives are introduced to the donor. This generally takes place weeks or before the other steps. The involvement is a conversation between the representatives and the donor about the organization, and, almost anything else the donor wants to talk about. This conversation can take place during the course of the face to face meeting or prior to it. The presentation and the ask both occur during the actual meeting. The presentation is the part where organizational representatives explain the needs of the organization, and the ask is when the prospect is asked to make the donation.
After the representatives make the ask, they should say nothing else during the course of the meeting. Make the ask once and only once. Resist the urge to follow up during the meeting; that will come after the meeting.
In order of effectiveness, the best solicitation follow ups after a personal meeting are:
* Personal letters; best with a telephone call to follow up.
* Personal phone calls; best with a follow-up letter.
* Personalized letter
* Impersonal letter
* Impersonal telephone
* Special events
If executed properly, your targets are going to feel comfortable enough with the organization and valued enough by the organization to make the large donation. The face to face ask can then be used as a foundation on which to build a long-term donor relationship, and that may help your organization even more than the single donation gained.
Face-to-face meetings with prospects are most effective for your fundraising efforts if two representatives of your organization meet with a single donor - ideally, the meeting will include the donor, the development director and a board member the donor knows. Meetings between a single representative and the prospect also are effective, however.
There are four components of the face to face ask: the opening; the involvement; the presentation; and the ask. During the opening, the representatives are introduced to the donor. This generally takes place weeks or before the other steps. The involvement is a conversation between the representatives and the donor about the organization, and, almost anything else the donor wants to talk about. This conversation can take place during the course of the face to face meeting or prior to it. The presentation and the ask both occur during the actual meeting. The presentation is the part where organizational representatives explain the needs of the organization, and the ask is when the prospect is asked to make the donation.
After the representatives make the ask, they should say nothing else during the course of the meeting. Make the ask once and only once. Resist the urge to follow up during the meeting; that will come after the meeting.
In order of effectiveness, the best solicitation follow ups after a personal meeting are:
* Personal letters; best with a telephone call to follow up.
* Personal phone calls; best with a follow-up letter.
* Personalized letter
* Impersonal letter
* Impersonal telephone
* Special events
If executed properly, your targets are going to feel comfortable enough with the organization and valued enough by the organization to make the large donation. The face to face ask can then be used as a foundation on which to build a long-term donor relationship, and that may help your organization even more than the single donation gained.
Article Source: http://www.articlerich.com
Jacob Ackart is an active volunteer who has been involved in many fundraising activities for non-profits, from small projects to black tie events. For more information and ideas for fundraising, please visit the Fundraising Ideas Center.
Write a Review
Add to My Favorite
Refer it to Friend
Report Article
Other links owned by this user
Fundraising for a large campaign, like a capital or endowment campaign, usually involves asking for large amounts of money from a smaller group of donors. These big asks are important because of the size of the potential contributions and because of the
Category:
Many group ell good a a mean to raie fund. Thi type of fundraiing i attractive to organization becaue people who buy the good get more from their money than the warm, fuzzy feeling that come from imply giving it to a good caue. Alo, it
Category:
Other links at Finance > Fundraising
Since many schools and other organizations today find themselves suffering from a chronic state of under-funding, they are increasingly forced to hold multiple fundraisers through the course of the year. Unfortunately, this can lead to a complete
Category:
Don?t you think that people are tired of dishing out money for things they don?t really need? Their child comes home from school, yet again, with boxes of ?old fashioned cookies?, or a box of assorted chocolates to sell to friends and family. It?s
Category:
Little Souls dolls are valuable and unique treasures created by children who are in need. Sales benefit those very children and part of the sales go to the Children's Hope Foundation. The concept behind the toys is as sweet and endearing as
Category:
It seems like soccer fundraising is either a season-long effort or a quick hitter that doesn't cover all your needs. Well, the good news is that there are some ways to make money quickly, or even all season long, that merit your
Category:
Only a few people are interested in launching a candle ser because few people know how to make candles. Candle making does not require a lot of money because the materials are not costly. If you wish to set up your own candle
Category:
Site Sponsor
Directory Statistics
Articles: 68214
Categories: 501
Yahoo Entertainment
