In this series of blogs I’m looking at the similarities between professional selling and volunteer fundraising. Great salespeople know the first step is to convince the prospect to meet with you. Likewise in fundraising, getting a visit with the donor is the first step. I’m reading the book “Asking” by Jerold Panas. In chapters Seven, Eight and Nine, he outlines his process of getting a meeting. Writing to set up a phone call to set the time then calling to convince the donor to meet is the same process great salespeople use to arrange meetings with prospects.

Salespeople and Fundraisers Are Skilled At Asking People For Money
Why Send A Letter?
Panas recommends sending a letter to set the stage for a phone call to arrange a time to meet. The purpose of the letter is to prepare the donor for the phone call. Like in professional selling, the fundraiser needs to present an overwhelmingly compelling reason to meet. The letter should be personal. Take a paragraph to promote the organization in need of the donor’s money. Briefly describe why the campaign is important. And here are the most important sentences: “I promise not to ask for money during this visit. All we will discuss is the program and your good counsel and advice on what we should do next. What comes next is up to you.”…