This document outlines the process for conducting successful major gift donor meetings. It discusses getting organized, scheduling meetings, and conducting the meetings, with the goal of obtaining major gifts. The key steps are: 1) establishing rapport with donors, learning about their interests, and describing your organization's work; 2) providing updates and making an initial "ask"; and 3) discussing a formal proposal and obtaining a yes for a major gift. The document emphasizes calibrating the donor relationship stage and tailoring meetings to that stage.

1. ANALYZE THIS:
HOW MAJOR GIFT DONOR MEETINGS WORK
Presented by
Peter J Heller
March 17, 2016

2. Peter J Heller
peter@peterjheller.com

3. MAJOR GIFT DEFINITIONS
 From Individual Donors
 Dollar Amount Varies
 20% Donors = 80% Support
 Exist with/without Capital Campaign

4. 1. Get Organized
3 Easy Steps to Asking for Major Gifts from Individuals
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

5. 1. Get Organized
2. Schedule Your Meetings
3 Easy Steps to Asking for Major Gifts from Individuals
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

6. 1. Get Organized
2. Schedule Your Meetings
3. Meet and Ask for the Gift!
3 Easy Steps to Asking for Major Gifts from Individuals
…and repeat
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

7. 3 Concepts to Understand
Step 3: Meet and Ask for the Gift “Deep Dive”
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

8. 1. Not all major gift donor meetings have the same
purpose.
3 Concepts to Understand
Step 3: Meet and Ask for the Gift “Deep Dive”
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

9. 1. Not all major gift donor meetings have the same purpose.
2. Calibrate the Stage in your donor relationship
3 Concepts to Understand
Step 3: Meet and Ask for the Gift “Deep Dive”
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

10. 1. Not all major gift donor meetings have the same purpose.
2. Calibrate the Stage in your donor relationship
3. Match your meeting to the Stage
3 Concepts to Understand
Step 3: Meet and Ask for the Gift “Deep Dive”
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

11. QUALIFY
CULTIVATE
SOLICIT
CLOSE
STEWARD
DROP, DEFER, RE-SOLICIT
Stages of Donor Engagement
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

12. Meeting #1
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

13. 1. Establish a rapport with the potential donor
Meeting #1
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

14. 1. Establish a rapport with the potential donor
2. Learn about their interests and ideas – LISTEN!
Meeting #1
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

15. 1. Establish a rapport with the potential donor
2. Learn about their interests and ideas - LISTEN
3. Describe the exciting work being done at your
organization
Meeting #1
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

16. 1. Establish a rapport with the potential donor
2. Learn about their interests and ideas - LISTEN
3. Describe the exciting work being done at your organization
4. Explain that in the future you would like to discuss
possible support
Meeting #1
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

17. 1. Establish a rapport with the potential donor
2. Learn about their interests and ideas - LISTEN
3. Describe the exciting work being done at your organization
4. Explain that in the future you would like to discuss possible
support
5. Ask for another meeting to continue to talk
Meeting #1
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

18. Meeting #2
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

19. 1. Check in on what’s new with the potential donor
Meeting #2
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

20. 1. Check in on what’s new with the potential donor
2. Give an update on your organization
Meeting #2
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

21. 1. Check in on what’s new with the potential donor
2. Give an update on your organization
3. Make your ask
Meeting #2
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

22. 1. Check in on what’s new with the potential donor
2. Give an update on your organization
3. Make your ask
4. Establish the next step
-- A written proposal, a phone call, meeting with spouse/partner,
etc.
Meeting #2
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

23. Meeting #3
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

24. 1. Discuss your proposal
Meeting #3
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

25. 1. Discuss your proposal
2. The donor says yes.
Meeting #3
Donor Meeting Flow: 3 Ideal Meetings that Lead to a Gift
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK

26. Get our Free Tools for Major Gift Fundraising!
Go to: peterjheller.com/freetools
Peter Heller
Fundraising Consulting
Major Gift Programs, Campaigns, Feasibility Studies, Training
peter@peterjheller.com
www.peterjheller.com
Your Questions
ANALYZE THIS: HOW MAJOR GIFT DONOR MEETINGS WORK