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Face To Face Solicitations

Face To Face Solicitations. How to get F2F meetings September 25, 2008 Krista Boscoe. Getting F2F meetings. What we will cover today: Identifying the donor(s) Getting the F2F meeting Making the case for support at the meeting Follow up after the meeting.

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Face To Face Solicitations

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  1. Face To Face Solicitations How to get F2F meetings September 25, 2008 Krista Boscoe

  2. Getting F2F meetings What we will cover today: • Identifying the donor(s) • Getting the F2F meeting • Making the case for support at the meeting • Follow up after the meeting

  3. Creating a list of Prospective Donors • Use your data base • Include your board members • Include your volunteers • Don’t spend a lot of time creating lists – they can be updated regularly. Just get started with some names

  4. Create a Portfolio on Potential Donors • Provide giving history if known • Does donor have a passion for your organization? • Does donor have a passion for your mission? • Is donor a user of your organization? (a parent, grandparent, member)

  5. Assign a contact person • Best if Contactor knows the donor • Contactor must be persistent in getting a meeting – sometimes takes many calls • What if donors asks “why do you want to meet with me?” • What if donors says “is this a fundraising meeting?” • Get donor’s preferred contact information • Venue – go for donor’s home or office, the organization’s offices and NOT a restaurant

  6. First meeting is often for education purposes • The Team is there to get to know donors’ interests better, talk about your organization and see if a common bond can be found • The case for support – strongest NEEDS of your organization should be spelled out • This is a time to plant seeds for future support • Discuss estate planning – strongly advise that Team members have left organization in their estate plans

  7. Confirm the meeting • Important to have you or your assistant confirm the meeting 1 – 2 days before hand via email or telephone • If donor has to cancel, no problem - they feel somewhat guilty and are more open to rescheduling and meeting with you

  8. At the meeting • Confirm ahead of time if someone on the Team will take brief notes - important • Engage in friendly chit-chat to see what the donor and their family has been doing lately • Thank the donor for meeting with you • CEO gives history and mission of organization and why your organization is unique

  9. At the Meeting Cont. 5. Ask donor to talk about their connection to your organization – look for common areas of interest • Lay leader tells how and why they are involved with organization and their passion for the mission • CEO makes a case for support • CEO can give an example of a Legacy Gift and its impact on organization

  10. At the Meeting Cont. • Director of Development (DOD) or other Team member asks if donor has a will or estate plans • DOD asks donor to consider putting your organization in their estate plans • Discuss Place Marker if donor is young • If donor says “no”, ask “what would it take to have you include us in your will?”

  11. At the Meeting - concluded • Confirm follow up plans before ending the meeting • Call donor in ____ weeks (agreed time) • Call after a certain event (wedding) • Send requested information • Let donor know you will call for a follow up meeting • Often more than one meeting is needed to close a Legacy Gift – be persistent

  12. Follow up after the Meeting • Note taker type up meeting notes ASAP to be put in data base and donor’s hard file • Send personal thank you note to donor • Get back to donor with any unanswered questions or requested documentation • Steward and cultivate donor on regular basis • Set 2nd meeting based on your discussion

  13. Cultivation & Stewardship Tools • Send Rosh Hashanah cards with personal note or hand signature • Include testimonials about legacy gifts in printed materials • Promote Legacy Society donors by listing in publications

  14. Cultivation & Stewardship Tools Cont. 4. Invite Legacy Society donors to gathering of board members and CEO at least once a year • Send update notes to society donors and prospective donors talking about new gifts or what a gift has meant to organization • Tell donors that each gift makes a difference to your organization and how

  15. Take Away Notes from Today • Be a Legacy donor yourself to your organization – the process will help you with others • Take two names to start with for getting F2F meeting and make your calls ASAP • It takes 1-2 years to build up a Legacy Society so holidays great time to start • It is okay to ask for legacy gifts AND annual operating gifts at the same time

  16. Take Away Notes Cont. • Pieces for your Legacy Society fall into place over time so start now • Cultivate and Steward donors with 3-4 touches each year via mail, telephone, F2F meetings or at events

  17. Questions & Answers Thank you for attending today Call or Email with further questions: Krista Boscoe 720-449-9552 kboscoe@dcje.org

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