Face-to-face Fundraising

I know that some major donors have given extremely large gifts over the phone, or even in a direct-mail appeal. I’m sure you have heard those stories. But, it’s rare. Donors want you to sit down with them and ask for a significant investment. If you are at a point where it’s time to challenge your donors, the only way to get over that hump is to look a donor in the eye and ask for that gift...

Imagine if you could make great presentations. I’m not talking about merely good speeches. Instead, I’m speaking of truly memorable, meaningful, influential presentations at staff meetings, board meetings, professional conferences and gatherings of prospects and donors. Would taking your presentations to the next level help you more effectively guide your staff, inform your board, teach…

The modern world has allowed us to connect like never before. The Internet and social media have made it possible to reach people with any message you want to share. Everyone can now have an audience. However, you don’t just want any audience. You don’t want to be yet another voice in a loud and…

You don’t have to be a baseball fan to love Yogi Berra. Originator of many popular "Yogisms," including “When you come to a fork in the road, take it” and "It's déjà vu all over again,” Berra was known as much for his malapropisms as his MLB career. One of my newsletter subscribers reminded me of my favorite "Yogism" just the other day. Her organization has considered enrolling in a big-ticket, sustainable fundraising coaching program...

Throughout the 2016 campaign, two candidates have lapped the field when it comes to throwing fundraisers—former Gov. Jeb Bush and former Secretary of State Hillary Clinton. And for two politicians with a complicated history of both distancing and embracing their family names, Clinton and Bush now are calling on kin to help them raise cash…

“If you want to milk a cow, sit by its side,” said veteran major gifts fundraiser Jerold Panas in his iconic book, "Asking." Did you know, according to Panas, you’re 85 percent on your way to securing a gift if you can get your prospect to agree to a visit? But how do you get…

People talk about being in the moment. It is a very important lesson for fundraising professionals. Be alert. Be where you are. Be engaged with the people around you. It is essential in our business to do the same with prospective donors...

Major gift officers often ask Richard and me what do they need to bring with them when they solicit a donor? Many of these MGOs have crazy ideas that they have to bring elaborate and expensive pieces with them to “make the sell.” Videos, highly designed 20-page proposals, expensive gifts. We’ve seen it all. Let me tell you—you don’t need all that.

There is nothing that can replace being face to face, in person with someone. But thanks to basic technology, there are incredible ways to deepen relationships, and overcome travel and expense barriers. Today’s world is increasingly global, and organizations have supporters and friends all over. Use technology in a focused and strategic manner to connect with your best friends, potential friends and donors...

Last week, while in the checkout line of a well-known national grocery chain (the one infamous for taking all or most of your paycheck), I was asked, “How would you feel about rounding up to the next dollar for charity?” A quick glance at the register told me that the ask was for 21 cents.…