What Questions Can I Ask?
Before a visit, I like to ask myself: “What questions can I ask that will unlock the donor’s soul?” If I find the right answer to that, I’m certain of getting the gift.
Sell the Results
It’s not about the needs of the organization. The organization does not have needs. People have needs. Those you serve have issues, problems, concerns. Your organization has the answer, the response, the results. Sell the results.
You Will Become Addicted
This is going to take some discipline. Before you leave the office, or in your hotel room on a visit, or before bedtime at home, write in your Journal. I find that some of the most effective in the field keep a Journal. It’s partly personal. Partly professional.
Eschew the Email
There’s no one more effective in the field in maintaining relationships than Frank Cerutti. He’s Vice President at Prison Fellowship. “When I was a young fundraiser,” he tells me, “my boss said that he wants me to send ten handwritten notes a day to our donor base. That was ages ago. To this very day, […]
Bulk Goes to Charity
There’s an interesting story about Andrew Carnegie.
