A FREE WHITE PAPER FROM VERITUS
The Art of Soliciting a Donor
If you are always looking for the right moment to ask for the money, you will never find it. You have to be ready, willing and able to close what you started. You have to take the risk of hearing “no.” If that happens, don’t take the rejection to heart. The person is saying no to the organization, not to you.
Once you have presented your case, ask for the money and either move toward a close, find out what the objection to giving is, and overcome it – or get your turndown and move on. Sooner or later a major gift officer will get a final answer from a donor. It will take one of four forms. The donor will say:
- Yes, to the suggested amount
- Yes, to a lesser amount
- No, not at this time
- No, don’t ever contact me again
When it comes to soliciting charitable gifts, hockey great Wayne Gretzky’s wisdom holds true: You miss 100% of the shots you don’t take. This paper will provide you with a variety of information in three specific areas of soliciting major gifts.