Post on 26-Mar-2018
AFP WebinarMay 26, 2016
How to Make a SUPER Successful Call on
a Major Donor Prospect
Presented by Gail Perry MBA CFRE Fired-Up Fundraising
@gailperrync
Gail Perry
• 30 years and counting!
• Blogger, coach, consultant
• Duke University and UNC-Chapel
Hill fundraising
• Author, “Fired-Up Fundraising: Turn
Board Passion into Action”
(Wiley/AFP)
• AFP Fundraiser of the Year (NC)
• International speaker and
workshop leader
• @gailperrync
Our Agenda
• Major gift strategy.
• Preparing for your visit.
• 10 tips for handling the visit.
• Power questions!
• My personal secrets and techniques that have
helped me raise hundreds of millions.
FREE WORKBOOK!
Skyrocket Your Fundraising with A
Systematic Major Gifts Program
Workbook and Discussion Guide (62 pages)
Gailperry.com/resources-afpwebinar
Let’s Take A Poll
How much major gift $$ do you think
is out there for your organization
BUT
You don’t have the time, resources or
organization to go out and get it?
Major Gift Fundamentals
3. It’s About the Relationship
The Relationship is More Important Than the
Ask
10
Steps in Major Gift Fundraising
THANK THANK THANK AGAIN
CULTIVATE ANDINVOLVE
ASK FOR SUPPORT
IDENTIFY PROSPECTS
1. Mindset
2. Research and Reconnaissance
3. Objectives
Preparing For Your Visit!Preparing for Your Visit!
Your Donor Actually May WANT to
See You!
• She really, urgently cares!
• She wants to change or save
LIVES.
• She wants to make a
difference in the world.
• She has family engaged with
your issue.
• She’s personally interested in
you and your issue.
What’s holding you back?
• Are you leaving money on the table?
• Can’t get out of the office?
• Urgently need more funding?
• Not sure what to say or do?
• Don’t feel like you are prepared?
• Feel awkward?
• Feel unorganized?
• Nervous and maybe a tiny bit afraid?
1. Look in Your Internal Donor Files
Who’s been in touch with the donor recently?
Have they made a recent gift?
Attended anything lately?
Birthdays?
Kids?
Honors?
Vacations
?
Objectives
#2. Find out where your prospect
stands.Hot buttons?
Likes or dislikes your project?
How far is he away from making a gift?
Timing? Interests?
Competition?
Family or financial pressures?
Level of interest in YOUR project?
Objectives
3. Get a next step with your prospect.
Can you call her again?
Do you have a reason to follow-up?
So . . . You Are All Prepared:
1. Positive Mindset
2. Prepared with Background Research
and Recon
3. You Are Clear on Your Objectives
Tip #1: Charm
The Receptionist
• Be charming
• Make him a friend!
• Ask her for advice
• Ask her for info
42
• You are probing
• Find out where the
prospect stands
• “Tell me more about . . . “
What are your impressions?
Use Your Advice Visit Skills
• If you want money,
ask for advice.
• If you want advice,
ask for money.
We had a call scheduled with our top major
donor the very next day after your webinar.
Thanks to you, we changed our plan with him.
We threw out our presentation and instead
asked for his advice.
He committed to match $1.5 million over five
years, starting with 200k now!!
Power Questions:
1. Asking for Advice
• Tell me what you think about. . .
• Please give me your guidance on . . .
• Can we brainstorm this idea?
• What should I do?
• How could I pull this off?
Power Questions: 2. Probing Their Interest
• I’d love to hear about your philanthropy. . .
• What drives your philanthropy?
• What causes are you most passionate about?
• I’d love to know why you are interested in our cause?
• What are your top three philanthropic priorities?
• What would it take for our organization to become one of your priorities?
Power Questions: 3. About Our Organization
• What is your opinion of our organization?
• What do you think about this big project we are considering?
• Do you support our initiative? Why or why not?
• Tell me what you think about our strategy . . .
• How do you think we can accomplish this goal?
• Do you think we can raise the money?
• Who might be interested in supporting this?
• Who else should be involved?
Tip #6: Follow social customs and
rules of business etiquette.
Be nice to everyone.
Be engaging.
Be cordial.
Be kind.
Tip #8: Drop by Drop Presentation
Share a little and
stop….
Share more and
stop.. …
Only proceed where
he is interested.
Tip #9 Never Use PowerPoint
Guaranteed to put them to sleep!
Unless . . .they are actively engaged and asking questions.
Tip #10 Get Out On Time
• Ask for a short
appointment
• Get out on time
• Then they will be willing to
see you again!
More Resources at
FiredupFundraising.com
• 3 Important Goals for Every Major Donor Visit
• The Fundraiser’s Kiss of Death: Talking too Much!
• Top 10 Trends: How Major Donors are Changing & What to Do About It
• 5 Insanely Successful Ideas for Getting the Appointment With Your Major
Gift Prospect
• My #1 Secret to Raising Major Gifts
• Mastering the Soft Skills of Fundraising: 5 Important Tips
• The Advice Visit: Easy Way to Open The Door To Your Major Gift Prospect
• Show Me the Money: How To Move From Friendraising to Fundraising
• How Major Donors are Changing and What To Do About It
• Board Members’ #1 Job: How to Be a Personal Advocate for the Cause
FREE WORKBOOK!
Skyrocket Your Fundraising with A
Systematic Major Gifts Program
Workbook and Discussion Guide (62 pages)
Gailperry.com/resources-afpwebinar