The Only 6 Things You Need to Take/Leave When Making the Ask
Then, before you leave the meeting. You can hand her this:
- 9-inches-by-12-inches folder — matte finish, not fancy. Should reinforce your organization's brand with the name of the organization and logo.
- Cover letter — a one-page letter from the president, thanking her for considering the project, specifically name the MGO in the letter, personally signed.
- Case statement — two- to four-page document, either 11-inches-by-17-inches folded front and back or 8 ½-inch-by-11-inch paper clipped together, that reiterates the case for the project. The case statement includes (background, need, solution/impact, a specific paragraph directed personally to the donor of what you are asking, financials and photos if appropriate)
- Real photos — if you have actual photos, put a few in the folder. It's very powerful for the donor to actually put them in his hands. And make them big. Not tiny, little things you can't see.
- MGO business card — make it easy for the donor to get hold of you if he has questions. But, most likely you will follow up with him.
- The overall look should be clean, not fancy and overproduced, yet professional-looking and easy to read.
That's it. This is all you need. Remember, all this should do is reinforce what you have already said face to face. Many times donors will not give you a decision right away. They need time to think and talk it over with a spouse or partner.
The great thing about this leave-behind package is that it's versatile for different types of donor visits. Not every one-on-one donor visit is to make an ask. If it's a first meeting with a prospect, you can include a piece about the organization, your mission, vision and history. You could add a piece that highlights several projects that a donor may be interested in, or even a CD of a video or photos that tell powerful stories.
If you like baseball, tennis, golf, Gregorian chant, jazz, rock, good wine and deep conversation, then you’ll like to hang out with Jeff.
If you are passionate about fundraising, Jeff will inspire you to be a true “broker of love” for your donors, helping you bring together a donor’s desire to change the world and the world’s greatest needs. Jeff believes that if nonprofits truly want to grow and obtain more net revenue for their mission, it will come through creating, building and successfully managing major-gift programs. The Connections blog will give you inspiration and practical advice to help you succeed. Jeff has more than 25 years of nonprofit fundraising experience and is senior partner of the Veritus Group.