One of the things you learn as a fundraiser is patience. How long do you wait before you follow up on the ask you recently made? I’m presented with this question often and the answer is, “it depends”. What did they tell you after you made the ask? Did you ask them if you can contact them in two weeks, three weeks, or before a big event? How important is their gift relative to other people who are being solicited? Is it your leadership gift for your campaign?
I tell our clients that a good measure is to always treat people how you want to be treated. Would you want to be called every week to see if a decision has been made? After hundreds of solicitations calls I do know one thing for certain – it is rare that someone who is considering a gift will pick up the phone and call you to let you know that they made a decision. As in many good relationships, you will have to pursue them. Perhaps some are even hoping you will forget that you made the ask. I continue to follow up with people I’ve asked for a gift until I get either a yes or a no. Their response, “we are still thinking about it”, can be frustrating, but don’t give up.
Last week our firm closed a six-figure gift for a client where the request had been made 18 months ago. Being patient and attentive to those “pending” requests is important. And as an organization you should always have some asks in the “pending” column.
“Those who are happiest are those who do the most for others.”
—BOOKER T. WASHINGTON
Written by Paul D’Alessandro
