Here you are, with a challenge gift from a major funder.[caption id="attachment_3004" align="alignright" width="150" caption="Phone calls don't have to be cold calls"][/caption]
What fun! What work!
You have only $5,000 left to reach your goal, which you must reach in order to get the larger gift from your funder.
And here you sit, picking up the phone to call someone on your donor list.
Your goal is to find some wonderful folks who might be interested in helping with the challenge.
(Note, I didn't say that you were looking for money! No - you are qualifying these folks to find out if they might be potential donors.)
I'm about to reveal my Golden Formula for opening a donor's heart to my cause.
I also use this to find out what a donor is thinking about my presentation.
I use these 4 words all the time - and I get terrific benefits and feedback! I can't tell you how valuable they have been to me.
It's a very simple, single question. And it is guaranteed to evoke a response from your donor that tells you where he stands.
But more importantly, it generates the donor's own thinking about your issue.
It encourages him to ponder your presentation, to digest your material, to think about it, to react to it. It encourages him to embrace what you have just said.
Here is my key to success.
I ask this Golden Question:
"What are your impressions? . . . .
And then I shut up and listen carefully.
This question encourages the donor to think more deeply about what you've presented. She is not going to get hot and bothered about your cause just by listening to YOU do all the talking.
One of my favorite blogs (For Impact) is talking today about making fundraising calls.
I hear so many times how excited my friends are when they manage to actually get the appointment.
In their excitement, they forget about planning the details of the visit.
I remember years ago when I was a beginning fundraiser at Duke University. I was walking down the street with the VP for Development at Duke. He was going to accompany me on a fundraising visit.
I was pretty excited but also nervous because he was the head honcho. And I will never forget what he asked me: "what are your goals for this visit?"