If you’re like me, you’re not interested in wasting your time. That’s why I’m a big fan of actually qualifying prospects on a qualification visit! The math here is simple. Your success as a major gift officer hinges more on the cultivation and solicitation stages of the fundraising cycle. And unless you have a brand new portfolio, that’s where you want to spend the bulk of your time. So, when you have the opportunity to sit down one-on-one, … [Read more...] about Qualification Visits #3b – What to Say
qualification
Qualification Visits #3a – What to Say
Do you ever avoid talking about giving with new prospects because you’re afraid you’ll scare them away? Ever feel like you’re making a lot of friends but not raising any money? Maybe you’re wondering if all those “getting to know you” meetings will ever lead to anything. What if you could build great relationships with your prospects AND have real, purposeful, non-awkward conversations about giving? It is possible! That’s what this … [Read more...] about Qualification Visits #3a – What to Say
Qualification Visits #2 – Preparation
“Luck is what happens when preparation meets opportunity.” -Seneca Pro athletes have worn this quote a little thin recently, but it’s still one that motivates me as a fundraiser. We talk a lot about preparation here at Fearless Fundraising. Preparing for small talk, preparing for prospect outreach. It’s very much part of the Fearless formula. Why? Because nothing gives you confidence like being prepared. It helps you focus too. … [Read more...] about Qualification Visits #2 – Preparation
Fearless Qualification Visits
I’m a little embarrassed to admit it, but I've definitely had a few “qualification visits” that weren't. As in, the visit happened, but the qualification didn't. At some of them I chickened out and didn’t ask the hard questions. At others, I simply let the conversation get away from me. I left these meeting without any new information about my prospect’s capacity or interests. The result: a wasted opportunity. … [Read more...] about Fearless Qualification Visits
That Time I Threw Up During a Donor Visit
I arrived at my prospect’s office just after the close of the business day. He and I were the only ones there. We sat down and began with the usual back-and-forth of strangers getting to know one another. Now, I had felt a little queasy since lunch, but it didn't seem like a big deal. Of course, that’s where it always starts. In my experience, there are three distinct stages you pass through before throwing up: 1) I hope this doesn't get … [Read more...] about That Time I Threw Up During a Donor Visit