It has been said that people don’t care what you know until they know that you care. Before asking for a major gift, you must develop trust through a relationship that demonstrates care. After a major gift, you must retain the relationship through care, effort, attention, and commitment.
A word on Personal Cultivation Opportunities –
The best major gift officers know how to provide a personal touch through small gestures. The possibilities are endless, but a few techniques used are:
- Scheduling coffee, or a one-on-one lunch.
- Sending personal, handwritten follow-up notes after a meeting or phone conversation.
- Sending birthday cards.
- Sending notes, calls, or emails about upcoming program of special interest.
- Share “insider” information about the organization before public disclosure.
- When your organization produces something [booklet, student art, branded pens, etc.], forward the item on to your friend with a brief note and NO ASK.
- Clipping and sending an article that is known to be of interest.
- Sending a DVD or tape of a program of interest.
- Passing along complimentary tickets to cultural events; or, a gift card that was procured and maybe didn’t sell at your auction.
If you invite a prospect to take part in an event normally reserved for major donors, soon after the event is a perfect time to ask that individual to join the group — either in person, by phone, or by mail.
I found a good post on the topic – try…
What is working for you with your key donors?