6 Ways to Get The Most Out of a Major Donor Visit

You finally have the appointment with your major donor!

Don't strike out when you finally get in the door.

I've seen lots of people bomb when they finally get that coveted meeting. Why? Because they bore their donor. They blather on and on.

Don't let that happen to you.

Here are my top six ways to get the most out of a major donor visit:

1. Set objectives before you walk in the door.

I hope you have multiple objectives to accomplish during each visit. Be sure you decide on what they are ahead of time! If you don't know what you want to accomplish beforehand, you certainly won't accomplish as much during the visit.

Know why you are going to see Mr. Prospect, what you want to find out and what level of interest you are trying to generate.

2. Ask for advice.

I've talked a lot about advice visits here and here.

It's absolutely the best way to get in the door. Ask your donor if you can pick their brain. They'll be willing to see you if they know that they get to do the talking.

You can never go wrong by asking your donor what she thinks of this strategy, or that event, or this publication, or even your entire fundraising approach.

3. Listen, listen, listen.

If you are doing more than 50 percent of the talking during this visit, you are dead.

Your goal in this visit is to find out information about your prospect. You'll never find out anything if you do all the talking. The fundraiser's kiss of death is talking too much!

Your prospect's questions tell you everything. They tell you where her mind is taking her. They tell you what her objections are. They tell you the level of interest and enthusiasm she has for your project.