Step 8 - Cultivate
Get to know the donor before you Ask
Don‟t get married on the first date
Create and use a plan
Donor name: Betty Jo Smith Donor record number: 3345
Date Activity Notes
6-20-13 Called Betty Jo Thanked her for her past support. She mentioned that her
parents struggled through the Depression and she can‟t
bear the thought of anyone going hungry. I invited her for
a tour of our food bank so she can see first-hand what her
donation is making possible. She‟s coming July 10.
6-28-13 Facility tour Need to find out what her „hot button‟ is about the
organization. Need to find out her favorite program.
Mid July Lunch Want to arrange lunch with her and our Program Director
to talk more about her favorite program.
2 or 3 days
Call Follow up call to see what she thought. Start to prepare
an Ask from that conversation.
Mid August Personal visit in
Present an Ask proposal. Amount and project will depend
on her favorite program and how passionate she is about
Step 9 – Ask for the Gift
Listen for “gift noises”
Ask for support for the RIGHT thing
Ask for the RIGHT amount
The Ask Conversation
1. Warm up
3. Information – Relationship building
6. Negotiate and answer questions
Step 10 – Thank the Donor
Warm, prompt, sincere Thank You letter
Thank again in meaningful ways
Step 11 – Follow Up
Keep the donor posted about the project
Share success stories
Take them on a tour if possible
Celebrate the success!
Let your donors know
Let the community know
My gift to you
Get a free 20-minute strategy session!