Focus On: Major Gifts: Take A Lesson from the Old School

Taking the test
When it comes down to it, you’d be surprised how many gifts have been left on the table because leaders were afraid to ask for them. They procrastinate in making calls and in setting appointments, and when they finally get to the solicitation, they don’t put a specific gift amount on the table. The most successful fundraisers are those who continually review priority prospects and requests under consideration, and diligently pick up the phone and call each of them to set up or follow up on a visit. If they don’t have an opportunity to see the donor, they make one — and they don’t wait for the prospect to read their minds. You know the famous quote about missing 100 percent of the shots you never take: You have to ask.