Rely on the Basics

Inform your prospects about your organization. Put them on the mailing list to receive your organization's quarterly newsletter, your annual report, and other printed materials.

Involve your prospects in the life of your organization. Take them to lunch to get acquainted, but don't ask for money at first. Ask them to tour your facilities. Have your CEO ask them to serve on an advisory committee. Elect them to your board. Ask board members to pay attention to those prospects the board members might have close rapport with. Call and ask your prospects their opinions on topics in which they have expertise. Invite a group to have lunch with the CEO in your facility, or ask the CEO to take a prospect to lunch. Pay attention to the needs of the prospects to become involved, to be recognized, and to feel as though they are making a difference.

Invite your prospects to make a gift to your organization. Show how they are making an investment in the future well-being of your constituencies. Ask high and be prepared to negotiate. Some of the gift may be made over several years and some by bequest or life insurance.

You will never be at a loss for what to do, or what to say, or what to ask for if you stick with the basics.

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