Annually, over 80% of funding for US nonprofits comes from individuals.
Assuming you have sent a letter requesting a meeting, suggesting a gift range, it’s time to make the call.
1. Look over the information in your database on this donor, or start building a record. This helps you personalize your calls.
2. Based on your gift range calculation and donor ranking, ask for a specific amount. This helps your donor. (See my book or blog for posts on how to use these tools.)
3. Call within a week of the arrival of your letter.
4. Remember that you’re not calling a stranger. Your donor list came from referrals, so the people you call have a connection already with your organization.
5. Get past the dialing jitters by visualizing success. The person you’re calling may be looking forward to your call.
6. Follow your donor’s lead. Ask if you’ve called at a good time and if they want to remain on your calling list.
7. Most people will be ready to make a pledge by phone. When someone answers your call or you get an answering machine identify yourself and your organization, and suggest two specific meeting times.
8. Schedule your meeting. Take notes throughout the conversation to make sure you fulfill any promises and to build your date base.
9. After a person donates, send a thank you note within 24 hours.
10. Remember, you are giving someone an opportunity to experience joy. You and this donor may work together for this cause for a lifetime. Their first gift may be $10 and last gift may be in the millions.
As always, I am hoping for your every success!