Six Steps of Capital Campaign Solicitation
3. Encouraging involvement. Ask open-ended questions that get prospects to validate the case for support in their own words. For example, when soliciting funds for a youth facility, ask prospects if they think it’s a good idea to invest more in positive programs for young people. If soliciting alumni for funds for an educational institution, you can ask what the institution meant to them when they attended it. Ask the question and then listen to what prospects say. Listen with the intent of understanding, not in anticipation of what you’ll say next. At this point, you might need to answer questions and address concerns. Be prepared to field these by providing accurate information. If a prospect has no objections or major concerns, you can skip Step Four and move on to Step Five.
- People:
- John Wiley
- Stanley Weinstein