We’ve all heard the now famous Nike expression ‘just do it’. Now that you have created your advancement plan and organized yourself and your operation, it’s time to ‘just do it’. Implementation is the key to success. At some point, we have to stop talking and start doing. That time is now!
Get the annual fund letters out on time! Set the date for that special event and put the plan into motion! And then, get yourself focused on the most important element of your plan, the component of your plan that will produce the highest results for you – major gifts.
Remember that I suggested you get your support person focused on securing personal appointments with the top major gift prospects? Now is the time to kick that into gear. You won’t be successful with major gifts unless you can get in front of your prospects personally. That’s step one – get the appointment. That step reminds me of an important lesson a former colleague of mine taught me. It’s the recipe for rabbit stew – first, catch a rabbit!
I like to get prospects into the school so I start by inviting them to come to school to meet with me. Of course, if they can’t come to school, go to them. I usually avoid lunches and dinners because you can’t control the environment. If the prospect is at the top of the pyramid, the visit should include the President (or Principal, depending on your operating model). You and the President/Principal are the school’s #1 solicitation team.
Prior to the solicitation call, make sure that you and the President have established an objective for the call and planned who will say what, when. Be certain to have your case statement with you, be fully knowledgeable of the prospect’s giving history and relationship with the school and pay special attention to the talk/listen ratio. You should talk 20% of the time, the prospect 80% of the time. When it comes time to ask, make sure that you ask for a specific project and a specific number. Once the ask is out, STOP! Do not talk! Let the prospect respond and go from there. Be a good listener!
