Planned Giving: ‘How Old Are You and Did 
You Know You Could … ?’

While it might be counterintuitive, you probably shouldn’t try to address every possible aspect of your organization in your first meeting, or even have a ready answer to every question a prospect asks. You should always end the meeting and leave the prospect wanting more.

Some in the charitable arena go so far as to suggest never leaving the meeting without scheduling another one! You should always have a reason (other than thanking prospects for their time) to write or call, so you can continue the relationship. If you have asked the necessary questions and have listened attentively, there will generally be plenty of opportunities for follow-up. One example is an article that addresses a donor’s interests—even an interest unrelated to your organization. The New York Times looks like Swiss cheese in our houses on Sunday mornings, and we aren’t clipping coupons! The challenge will be finding a means to track these interests.