Donor Plan
When I shared last time, it was about efficiency. Time is our most valuable asset, and the one about which we are most careless.
Let’s take just one example of strategic fundraising:
You’ve decided to set up meetings with ten qualified prospects. Your first round of calls to your list produces one actual connection, four voicemail announcements, and five assistants willing to take a message for you. So far, this is very efficient use of your time.
Maybe you are good at getting the appointment, so as you celebrate that ONE connection, you now find yourself waiting for the call back from the other NINE! How long do you wait? How do you feel when you call the next day and get this response, “ I gave her the message?” This reply has so much ‘attitude’ that you stop calling back for another day. Time slips away. You need a donor plan.
Try this. Change the message. Instead of asking for a call back, get permission to call them back. This is easier than you think. Certainly leave your number, but do not give THEM permission to control your TIME. Now wait an hour or so and call back. If your prospect is still busy, again say that you will call back, but this time you will ask for the best time to call
With a little practice, the donor plan works. Our clients use it. I use it! The more you call back and the nicer you are, the more you are creating relationships. The gatekeepers WILL help you connect rather than having to disappoint you over and over again.
It works the same for voicemail. Your message will be that YOU will call back, even though you leave your number for information purposes.
Keep control of your agenda. Once you leave others in charge, you are wasting time as you wait for their reply. Waiting is easier, but will not get you to your goals.
Let me know how the donor plan goes. Feel free to email me if you have questions.
Written by John J. Corcoran
