After the Ask--Three Things They Could Say

"We can suggest unique and creative ways to start your gift now without depleting your current assets."

Next Steps: Send gift funding ideas in one week; call and get back on their calendar.

• Issue: "I'm more comfortable giving a smaller amount."

Responses:

"Thank you for giving your gift a great deal of thought. We have heard this from other donors, and let me share with you how they were able to support the campaign at significant levels."

"Let's talk about your timeline needs."

Next Steps: Emphasize a flexible pledge-payment timetable; explore matching gifts; suggest an initial gift with the door open later during the campaign to make additional gifts.

In closing, Fredricks advised attendees to remember that every ask and prospect is different, but if you're organized and plan your timing right, you can handle it all and net big gifts.

"Be sure to carve out enough time after the ask so that all your hard work before the ask doesn't fizzle away when you suddenly don't have the time to follow up," Fredricks added.

Laura Fredricks can be reached at lfredricks@pace.edu

For more on the AFP Conference, visit http://conference.afpnet.org