Getting the Appointment
Getting the appointment is more difficult than getting the gift. If you get to visit with a person, you are 85% on your way to getting the gift.
I make it a practice to send a letter in advance, letting the person know I’ll be calling in a day or two to set a time for an appointment. I explain why I want to see them.
In the letter, I say something such as, “On this visit, I am not going to ask you for a gift. If you decide to give to us at a future time, that’s entirely up to you.” The reason I do this is obvious. I want the visit to be a bit more informal and informational. I don’t want the person hanging on desperately to their checkbook.