Strategic Solutions. Real Results
Major Gifts Strategy requires Relationships. These develop best with listening, regular communication, and sharing impact.
"I think this could be the next Who Moved My Cheese For Fundraisers!" - Robin Ash
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In major accounts, we understood that our most successful clients were the ones that we engaged (as well as said Thank You) beyond the transaction. Here are 5 simple things I did from my time in major accounts that I believe can apply to major donors as well.
A colleague of mine explained that one had to earn the right to ask personal stuff OR for the business. You earn that right by being a professional, and engaging the person on their professional level. As a fundraiser, even if you are meeting with a donor in their home, instead of asking about a kid’s soccer picture, you ask about how they achieved their current position and what made them a success.
In this age of digital communication, it is easy to think that it is more important to be quick with a response or a thank you….I would like to share a few brief stories of how handwritten notes have impacted my career.
Now you are creating your own story of success. As you begin to measure these, then you will start to find success beyond just the dollars you bring in, you will find success in your skills. As you improve your skills, you will become more equipped to assist your colleagues in improving their skills. This will improve the success of your team. This can become a story you can share for that next opportunity.
An agenda helps everyone to be focused on a goal, and to understand your expectations as the meeting organizer. It makes the most of your meeting with your prospect and demonstrates respect for the time they are giving you.
Before you suggest that my territory is too small for some sort of plan, answer this: are there parts of your territory that routinely require you to drive 25 minutes plus from your base of operations? It is easy to think 25 minutes, one way, as not that much area, but that is actually about an hour of “windshield time”. If you go and comeback for 2 or 3 appointments in a day, that is 2-3 hours of productivity you lost (and may be making up after hours).