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?”
Well, I almost swallowed my tongue! I had never given it any thought! I managed to scramble and come up with some objectives to share with him, but boy – what a jolt!
Don’t let this happen to you.
Never make a fundraising call unless you determine what you want to get out of it.
If you are clear, you’ll actually be able to achieve what you want during the conversation. If you don’t know what you want to accomplish, you can pretty much be sure that you won’t accomplish it!
The For Impact blog today talked about a particular visit, and then suggested these as possible goals:
- Qualify the prospect. (Financial capacity and interest).
- Have her help to identify the correct players in the city to get on board.
- Get her help in getting to some or all of those identified in number two.
A great start!