Institute for Charitable Giving

Do You Have a Strategy?

The major reason you didn’t get the gift is that you didn’t have a strategy for the meeting. But also in importance are the following:

• You talked too much, you didn’t listen enough.
• You failed to probe.
• You asked too soon, before the donor had an opportunity to ask all the necessary questions.
• You talked about what the organizations needs instead of how it delivers its service, and serves its clients.

The greatest failure, however, is that you didn’t ask for the gift.


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