Face-to-Face Major Gift Solicitations
Face-to-Face Major Gift Solicitations
By: Sarah Osman
Requesting support is the process of inviting others to participate in your organization mission. Securing major gift commitments, however, hinges on relationships. Last month’s newsletter outlined how to prepare for a major gift visit. This issue will address the actual formal solicitation visit.
Whenever possible, two solicitors will team up to make a request. This may be the Ministry Director and a volunteer, the Development Director and a volunteer, or the Ministry Director and Development Director. Other staff might also be involved, depending again on the prospect’s specific interests within your mission and their relationship with particular staff and volunteer members.
Solicitors of major gifts will typically follow this format:
1. Build Rapport – begin with small talk
2. Tell the Organization’s Story – present achievements and needs. This should not be a one-way presentation, but an engaging conversation. Your story should be based upon the prospect’s interests and aspirations (that were identified when you qualified the prospect) and can highlight a specific story or program with which the prospect can relate. In addition, come prepared with any case materials – brochures, case statement, pictures, etc. to share.
3. Ask for Specific Gift – Based upon the prospect’s giving history, linkage and interest in your organization (that were identified when you qualified the prospect). “Would you please consider a gift of $____?”
4. SILENCE! – Let the prospect respond.
5. Respond to Questions and Comments – If you don’t know the answers to all their questions, that’s okay! Assure them that you will get back to them as soon as possible with an answer.
6. Close with a Detailed Plan for Follow-up – Make arrangements to follow-up personally and secure the final decision. Set a specific time and method – “I’ll give you a call next Monday to follow-up. Is this the best number to reach you?”
In addition, before you leave the appointment always ask “Is there anyone else we should talk with about our work?” If you are given any names, make sure you collect their contact information and ask for assistance in setting up an appointment.
When you’re done, make sure your document and report details of your visit to your organization. This can be in the form of a development update meeting, entering the information into your database, or sending out an update e-mail to your development team. Proper records and status reports are essential to tracking your progress.
Good Luck!