Getting introduced to potential Donors

I would suggest that donors progressively move through a donor conduit over time.  Research suggests that is may be 18 months and 7-9 key contacts before we even see a first gift.  If the progression is moving from introduction, to communication, to involvement, to giving, to capacity building; then, how do we get introduced to potential donors?  Benevon has utilized the concept of the “point of entry” event – a small gathering that introduces a prospect to the ministry.  So, how do we fill these events?

Q: What is the most effective way to get people to come to our Point of Entry Events?

A: Identify ten people who truly love your organization, regardless of their wealth or stature in the community. Invite them each to attend a “Point of Entry event [a simple gathering with finger foods and a compelling presentation  –  and NO ask].  In a personal phone call, tell them you are looking for people to serve as Ambassadors—to invite ten more people to Points of Entry events over the next few months. Tell them you would love to have them be an Ambassador because you know of their passion for your work.

Tell them the best way to invite their guests is in person or by telephone. Be sure to tell them they will not be asked to give money at the Point of Entry. They will receive one telephone Follow-Up Call after the event to get their feedback on what they saw and experienced.

This is by far the most effective way to fill your Points of Entry.


About Gary Coiro

Nonprofit & Church Leader Nonprofit Leader and Consultant since 2004, following 15 years as a pastor. Competencies include board development, fundraising, staff development and management, strategic planning, church work, Bible teaching, and capital campaigns. Currently consulting and serving on the Church Ministries Management Team for a large multi-cultural evangelical church.
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