Six Steps of Capital Campaign Solicitation
“By returning the conversation to the organization’s strongest points, fundraisers can often overcome objections. Moreover, prospects who feel they were heard and understood frequently become the organization’s strongest supporters,” Weinstein notes.
5. Asking advice. Ask prospects if there’s something they would like to see the organization do that it isn’t doing, if they have any advice on how to recruit more volunteers and if they know of other people who might be interested in supporting the campaign. Other questions Weinstein recommends are those that relate directly to the solicitation for funds, such as asking what would be the best way to approach a prospect’s company for a gift, what amount of money would be most appropriate to ask the company for, etc.
- People:
- John Wiley
- Stanley Weinstein