#1 Selecting the wrong prospects

You can’t ask everyone on the radar screen, so you’ve got to ask those with the greatest potential. Never forget the 80/20 rule applies to donors as well – 20% will contribute 80% of the gifts, so spend 80% of your time on that 20%.

#2 Being vague when setting up the meeting

If you tell a prospect you want to pick her brain or get to know her better, you will often bring people to the table who aren’t ready to make a gift. The best way to know if someone is ready is by saying you’d like to get together to ask them for a gift. It’s also the most respectful and honest approach and will do the most to build the relationship.

#3 Winging the meeting

This is an intentional conversation and the more you think it through in advance the better the questions you will ask and the more strategic the meeting will be. You’ve asked for the meeting and you are expected to lead it.

#4 Sharing everything but the kitchen sink

Your donor won’t remember most of what you share, especially if you share everything you think is wonderful about your organization. Your donor will remember more of what he or she says, so spend your time asking questions.

#5 Not asking for a gift

This often happens because of Mistake #2. If you have clearly stated that you are meeting to discuss a gift – and you’ve confirmed this at the top of the meeting – you will ask for a gift. If the meeting hasn’t gone well and you don’t think you should ask, you should express that to your prospect rather than making that decision unilaterally.

“Your donor will remember more of what he or she says, so spend your time asking questions.”

#6 Not asking for an exact amount

If you give a range or, even worse, generically ask for a gift (read “any” gift), you are diminishing the importance of any particular level of gift. Asking for an exact amount telegraphs to the prospect that the gift is important and the organization has thought through what might be appropriate in every way.

#7 Misinterpreting “maybe” as “no”

If you’ve been clear about why you want a gift, it’s highly unlikely someone will meet with you just to say, “no – I’ll never give anything for any project at any time. “ So listen clearly and stay focused on keeping the door open and learning more.

#8 Accepting the first offer

We negotiate with people every day and we shouldn’t shy away from negotiating on a gift. Sometimes that means talking through a prospect’s sticking points. Sometimes it means offering a payment plan. Sometimes simply underscoring the importance of the original amount will make the difference.

#9 Talking rather than listening

This relates to point #4. You will learn a lot more by listening and engaging the donor in a discussion than by reciting everything that’s wonderful about your organization, much of which can be presented on paper or by perusing your website. As Jerry Panas says, “no one ever listened himself out of a gift!”

#10 Dropping the ball

You can’t drop the ball if it wasn’t in your court from the get go. If your donor says “I’ll get back to you in two weeks,” say ,“Why don’t I take that off your plate and call you at that time? Would that work?” Then don’t let that two-week date pass no matter what. And don’t be afraid to try a few times.