Before each visit with a donor or a prospective donor, we should ask, “what do I really want to know?”
. . . about their financial capacity?
. . . about their interest in our mission or cause?
. . . about their willingness to be generous?
. . . about why they give?
. . . about their business or family?
We should identify the primary topic we’d like more clarity on in advance of the interaction. And, then, build the specific questions and prompts we could pose that will open the door to gaining that clarity.
Everyone wants to know, “how can I ask for the gift more effectively?”
It starts by asking questions that help us understand the donor better from the beginning.
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