From category archives: Enthuse

Donor Communications are a significant portion of the annual development plan to engage and cultivate donor relationships

Why Do Your Station’s Donors Give? Knowing Can Make You a Winner!

Why Do Your Station’s Donors Give? Knowing Can Make You a Winner!

The reason your donors started giving likely isn’t, and definitely shouldn’t be, the reason they give today. Do you even know why your donor started giving to your radio station? You should. Did you make a note in your database that links your donor’s first gift to a particular on-air ask, or appeal letter you sent out? You should. Do you know why they give today? You should. Why Donors Started Giving When a donor first began giving to your station it was likely at a lower ...Read more »
Your Donor Just Said NO. Why Should You Be Happy About It?

Your Donor Just Said NO. Why Should You Be Happy About It?

Sometimes a donor will say something like, "Now isn't a good time, I'm trying to get ready for our daughter's wedding". Excellent! This minor setback just opened the door to a much more personal conversation! Use Delay To Deepen Relationship You might reply: "That's wonderful, Mr. Summers. Congratulations! When is she getting married?" Try to ask 2 or 3 related questions that not only demonstrate your interest, but leads to even more information being shared by the donor like, “Will ther ...Read more »
Ready to Give Up On Trying to Meet with Your Donors?

Ready to Give Up On Trying to Meet with Your Donors?

Oh, I know it can be frustrating—even maddening. You call and call. And they won't return your call, brush you off, or just say “no thanks”. Well, trying harder may not help. But, in many cases you can significantly improve your success rate by approaching them with a different type of request. This is my fourth and final installment on how to successfully schedule in-person meetings. You can read the first three here: How to Overcome Major Donors Objections to Meeting, How ...Read more »
How to Connect with Evasive Major Donors

How to Connect with Evasive Major Donors

In my last post I listed some of the difficulties we all face when trying to schedule in-person meetings with our existing and potential major donors. (Read the responses to objections #1 & #2 in How to Overcome Major Donors Objections to Meeting.) Last time we discussed approaching the “avoiders,” the “too busy” and the “I already know everything about your ministry” people simply with a request for some of their input. Objection #3: I can give you a ...Read more »
Why You Should Stop Thanking Your Donors

Why You Should Stop Thanking Your Donors

Stop Asking for a Meeting Just to Say Thank You If saying thank you is the only reason for a requested meeting with your major donor, please save your breath and their time. In most cases their time is too valuable to meet just to hear thank you. Do they value your appreciation of their gift? You bet they do. Donors leave if they don’t feel that their gift is relevant or appreciated! However, it’s not worth the time a meeting takes just to hear you say thank you. Instead, use the ...Read more »
The Best Ways to Schedule That First Meeting

The Best Ways to Schedule That First Meeting

Someone asked me this very common question again last week: “I understand the importance of building a relationship with my major donors, but how do I go about setting up a meeting with them in the first place?” Here are six ways you can use to reach out to a new, prospective, or even existing donor—in preferential order: 1) The BEST Way—in Person By far, the best way to contact a major donor for the first time is in person—and there’s nothing more powerful ...Read more »
Stop Sabotaging Your Major Donor Meetings

Stop Sabotaging Your Major Donor Meetings

It starts before you ever pick up the phone to schedule a meeting with a major donor. Right there, between your own ears. It’s your motive for wanting the meeting in the first place. Before I go on, let me ask you, why do you want to meet with a donor? Go ahead—write out your top 2 or 3 reasons. I’ll wait. I’ve heard major gift officers say: “It’s obvious, Jeff. I want them to increase their giving to our ministry.” Or, “I want to tell them about ...Read more »

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