Nonprofit Leadership Tools for Uncertain Times e-book Set by Susan U. Raymond & Susan U & Julia I. Walker & Robert M. Sheehan

Author:Susan U. Raymond & Susan U & Julia I. Walker & Robert M. Sheehan
Language: eng
Format: epub
Publisher: Wiley
Published: 2012-01-23T00:00:00+00:00

Ask the Prospect for Guidance

In these more difficult times, there may be good reason for a prospect to drag his heels on making a gift. Sometimes the best idea is just to let the prospect guide you in setting the appropriate timing for a solicitation. Just as with the money talk, a staff member or volunteer close to the prospect should ask for her advice.

The conversation can be fairly direct, and could go something like this:

Muffy, as you know, we are in a capital campaign to build our new facility. This is very important to the future of our organization. I know you understand our needs now that you have seen some of the results of our past work. We would love to ask you to help us by making a gift. When do you think is a good time for us to call on you?

Most prospects, when faced with a direct question like this one, will give a direct answer. You should be able to ascertain the best timing for the ask from their response. If they ask for more time, give it to them. Many individuals (and foundations) are still trying to adjust to the reduced value of their assets going forward, and they need to decide how much they can afford to give. If it takes more time to move a prospect from a gift of $25,000 to a gift of $250,000, the extra time is worth it.

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