Six Steps of Capital Campaign Solicitation
6. Closing. Pay attention to body language to determine prospects’ feelings toward the campaign. Is the prospect leaning toward you? This might indicate a favorable response to an ask. Are his or her arms folded or in an open posture? What have they said? How did they state the case for support? Are their questions positive? After a prospect has responded positively to the campaign, ask for a multiyear commitment. One way to do this is to comment on the prospect’s understanding of the organization’s mission and goals, and to note that to continue its services it needs support. Refer to literature that lists gift levels and ask prospects the level at which they can help. Practice the closing statement prior to the visit and know in advance the gift level you will target.
- People:
- John Wiley
- Stanley Weinstein