Fundraising Tip: Meeting With Donors

Preparing to do a session on this at a conference had me smiling.

I have been in nonprofit fundraising for almost 20 years, and since my very first position leading a fundraising team, I have found that my favorite part of the job is meeting with donors.

I recently was able to do a presentation about meeting with donors, and while presenting, was filled with joy to be able to share how meeting with donors changes the world for you, your nonprofit, and your donor!

Here are notes I have from the presentation that I hope help you and your fundraising team (including your executive director and board!) meet with donors in the future.

First, let’s talk about fear. Fear shows up even for those who have been meeting with donors for decades. Let it go. Remember that the donor is meeting with you because they see donating to your organization as a way for them to help make the world a better place.

You already know who you want to meet with and have at least an idea of who you should meet with.

You don’t have to be perfect in meetings with donors.

A donor meeting changes the world for your nonprofit.

No is just the start of the conversation.

Have prepared questions, and allow time for your donor to speak. How are the grandkids? How was Botswana?

Remember that this is a relationship, and your time with them is meant to nurture and grow it.

Also, remember that your donor is as busy as anyone else and has chosen to spend time with you. Make it worth their while.

Set aside assumptions, biases, and fears. Just ask to meet. Your opportunity to meet with a donor is much more likely to occur if you invite them.

Who to meet with? If you have a portfolio, start there. If you have a dashboard on your CRM that includes your top donors, go there. If you are just starting in meetings with donors, run a report of your top 50 donors and all monthly donors. Consider your relationship with them, their relationship with your org, and their giving.

Why am I meeting with this particular donor? Think about this. It’s not an amount you want to ask for; it’s an attempt to grow the relationship.

Before I meet with a donor, so much has already happened. Calls, emails, video thank yous, personal notes, check-ins (how are they?), etc.

When to meet with the donor? Their schedule rules. Also, a new campaign, new leadership, huge win, or big loss.

Where to meet?!

Coffee, breakfast, lunch, your organization’s location, a mission point for your organization?

Before the meeting:

Study the data you have on the donor, even if you think you know them. This is a great reminder of why data, clean data, is important.

Know where you’re meeting. For me, I am as specific as if it’s lunch, I know what I’m ordering. If you’re veg, vegan, or GF, make sure you know what you can eat before arriving. Don’t have that conversation in front of the donor.

Think about being able to give something to the donor: a new Impact Report, a note from a program person, an updated list of who is on your board, etc.

I hope all of this is beneficial to you as you plan your next donor meeting!

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Take a risk. Be of service. Support your friends and colleagues. Be kind.