Get the Meeting, Get the Gift

by Brian Saber

As a Kindred Spirit I hate “no” in any context. I’m feelings-oriented and conflict averse so I’ll do anything not to hear no! Does that sound like you? However, I’ve learned over the years that I’d much rather someone say no to a meeting (which doesn’t even mean no to a gift) than say no to a gift to my face.

I’ve heard people say the goal is to get into the room no matter what and then try to convince the prospect. I don’t buy that. It’s not about convincing the prospect, rather about giving the prospect the opportunity to affect change. You are only the messenger. This is not sales.

That means you should be direct and honest about why you want to meet. Honesty and authenticity will build the relationship. A bait-and-switch doesn’t.

Let’s not forget that the asking process can be awkward for donors as well. Just because your donors are charitable doesn’t mean they want to talk about their giving with you. Many people don’t like talking about money in any context. Others are concerned they’ll be put on the spot. Some will fear coming up short and letting the organization down.

So your prospect would also prefer to say no to the meeting and avoid an awkward situation than say no to your face. How awkward to reject you face-to-face after you’ve made your wonderful case for support, right? Who would want to do that?

Who would take your time and theirs, knowing full well you plan to ask for a gift, if they aren’t interested in making one? Very few people it turns out.

Why Would Your Prospect Meet

You know why you want to meet with the prospect – that’s a no brainer – but why would your prospect meet with you?

Do you know why?

If you don’t, it’s hard to make the case for meeting. Sure, you can talk about how meaningful it is to the organization. And that counts. But if you can speak to the donor’s desires as well you’re more likely to get a meeting.

Is it because the prospect cares deeply and wants to build the relationship? This would be wonderful, but it isn’t always the case. The prospect might feel committed to the organization and willing to meet to be of help. The prospect might feel obligated to the asker to meet. Or perhaps the prospect has an issue with the organization and wants to discuss it in person; certainly good to know that in advance (but don’t think it negates asking for a gift – this is a sign someone cares).

So try to figure out why the prospect would meet so you can put your meeting request in a fuller context when you reach out. This will increase your odds of getting a meeting…and increase your odds of getting the gift.

Best of luck setting up your meetings!