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.
Don’t ask about the soccer picture, Engage professionally.
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.