You Need 1:1 Visits with Your Donors
When we finished this discussion we moved seamlessly to the second quarter for 15 minutes. Since I had not met him in person for a year, I provided an oral overview of what our organization had accomplished in the past year with an emphasis on people helped as a result of his contributions.
The third quarter of the visit consisted of me showing him our annual report. I talked briefly about the report and then focused on what was ahead in the next six months. This time spent was the heart of our meeting. He asked a number of questions about where we were heading and seemed pleased in our direction. He did mention why he continued to support the organization at a high level, and I reinforced questions with solid answers. I had a genuine smile throughout the lunch. I truly care about this donor and he knows it. He also knows he is giving to the institution and our personal touch is important. I made sure he can trust our organization to continue to spend his gifts in a wise and prudent manner. He has a doctorate, and I loved his deep and probing questions.
It is now 12:45 p.m. and the wrap-up phase has begun. I asked him if he had any additional questions. I thanked both he and his wife for their support. I also noted that I hoped they would continue to give and increase their gift if possible. I want to point out the purpose of this 1:1 visit was cultivation and stewardship. There will be a future time for a larger ask when I bring in others with me on the visit. As part of your monthly schedule, make time for donor visits. You need these 1:1 donor visits. The feedback makes you feel good and sharpens your future presentations. If nothing else, these visits provide a beautiful break from another thrilling internal management meeting!
Duke has extensive experience as a nonprofit practitioner, author, lecturer and consultant. He has been a contributing author to NonProfit PRO for the last 11 years. He has been a long-standing member of the Association of Fundraising Professionals where he was previously named the AFP Indiana Chapter Fundraising Executive of the Year and has held the CFRE designation for many years.
He received his doctorate degree from West Virginia University with an emphasis in education administration, master's degree from Marshall University with an emphasis in public administration and a bachelor's degree from West Virginia University with an emphasis in marketing/management. He has also completed post graduate work at the University of Louisville.
He is currently executive director of development for The Salvation Army Indiana Division in Indianapolis, Indiana. Contact Duke at firstname.lastname@example.org or 317-224-1029.