Preparing Effectively For Major Donor Meetings

Norman Olshansky, President of NFP Consulting Resources, has been a nonprofit leader, executive and consultant for over 25 years. In a recent blog post, he offered some great tips for leaders who are asking for gifts from major donors, and walks you step-by-step through the process. Here are a just a few of our favorites:

• Be prepared to share a personal experience that impressed you about the special work that the organization provides.
• As a leader of the campaign, it is important that you make your own gift prior to soliciting others.
• At least two solicitors should participate in the solicitation. It demonstrates to the prospect the importance you have put on their gift, it shows that there are others equally committed to the success of the campaign and it provides for different perspectives to be heard.
• Do not try to close too quickly. Share the vision, services, benefits, points of pride and needs of the organization.
• Once you have asked for the gift, it is time to be silent and let the prospect respond with questions or other comments.
• A handwritten thank you, from the individual who initially set up the appointment and/or was the solicitor, in addition to whatever is sent officially by the organization, is always appreciated.

You can get Norman Olshansky's entire step-by-step tips here.