Help People Get What They Want
You don’t have to sell the program. Your job is to help people get what they want. If you first help people get what they want— you will get more and more of what you want.
Don’t Say NO
Don’t say no for anyone. A rule I have followed with great success my entire life is: “You will be hurt more by those who would have said yes who were not asked, than by those
Challenge Gifts
Think about how you might use a Challenge Gift. Without question, they stimulate other giving.
No, Not Just Yet
No doesn’t always mean no. Sometimes it means, “Not just yet.” Or, “Not for that specific project.” Or, “Not for the amount that you asked for.”
Convey a Sense of Thriftiness
Donors want to make certain your college or university is very careful about its funds and that it operates efficiently. Talk about how scrupulous you are in squeezing the dollar.
Cultivation Is Important
Cultivation is important. I’m a great believer in regular, structured, and organized visits. You can’t sell a vision in 45 minutes. Sometimes you have to marry the girl! But ke
Ask for a Specific Amount
When you ask, request a specific amount. Don’t use a range. (I would like you to consider a gift of $10 to $20 thousand, the floor becomes the ceiling.)
Follow the BOY Rule
Because Of You. Let your donors know how important they are— that you couldn’t have done it without them. “Because of you . . .”
Attrition Is Your Enemy
It is something that should be measured monthly. If it is around 40%, you should be concerned. Over 50% to 60%, you need to worry about it. Over 60%, you have a serious problem.
Pointers for Professionals
Here are some pointers I feel are important for a professional to practice. Not just now and then. Always.
