For eight years I had a development director who was a total rock star and what I would call “best of breed.”<\/p>\n
I use this phrase intentionally because she was a bit like a purebred racehorse. Put her in the starting block, fire the starting gun and she was off.<\/p>\n
She loved to ask for money for her organization. In our early days of working together, I found her a bit impatient. There were times when I felt Julie might ask while the prospect was checking her coat.<\/p>\n
So, what\u2019s the right approach? What does a perfect donor lunch look like? <\/p>\n
<\/strong>A quick anecdote: I once made an assumption that a particular prospect wasn\u2019t as generous to progressive causes as he could be (Mistake #1: judging). In a lunch with him, I basically told him he \u2018should\u2019 be more generous (Mistake #2: hubris). Later I found out that he gave millions to his alma mater. People give to all sorts of causes. Don’t be a jerk and assume that a wealthy progressive should give to your progressive cause. P.S. After that lunch, I received a $1,500 check and a note that put me right in my place. Lesson learned.<\/p>\n Here\u2019s a little trick: I go to the restaurant website and figure out what I\u2019m having before the lunch. I will be nervous at the lunch and may find myself indecisive. Donors invest in organizations with strong, decisive leaders. Also, the time I might spend perusing the menu is time better spent engaging with the donor.<\/p>\n A prospect lunch is not a monologue about your organization. It is about building a relationship. It\u2019s more like a date \u2013 getting to know one another and the fit. You are not \u201cselling\u201d. You are sharing your passion about the organization and what it does. You are attempting to ignite the prospect to share in that passion and join you in the work as a donor. <\/em><\/p>\n\n
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THE ASKING MENU<\/strong><\/h2>\n
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