“People don’t care how much you know until they know how much you care.”
This quote, often attributed to Theodore Roosevelt, speaks volumes about the importance of first impressions. In the world of mega gift fundraising, where relationships and trust are paramount, making a positive first impression can set the tone for a successful partnership.
Step #7: How Do I Initiate a Mega Gift Conversation with the Donor?
First impressions are crucial. Research supports that the initial encounter tends to leave a lasting impact, often shaping the entire relationship. As a fundraiser, your first conversation about a potential mega gift is not just about presenting a proposal—it’s about making a connection, showing that you genuinely care about the donor’s goals and aspirations.
Crafting the Right Question
The heart of this step lies in asking one simple, yet powerful question:
“Would you consider working with us to develop a plan that could address a significant challenge you care deeply about?”
This question does more than just initiate a conversation; it frames the opportunity as a partnership. It positions the donor as the hero, someone with the potential to make a monumental impact on a cause they are passionate about.
But here’s the key: it’s not just about asking the question—it’s about how you ask it.
Generating Excitement and Trust
The donor must feel that their involvement is crucial and that your organization is the best partner to help them achieve their vision. The framing of your question should convey two essential points:
- The donor can be the hero in solving a problem that matters deeply to them.
- Your organization shares their vision, values, and has a credible strategy to address the problem.
Here’s an example of how this might sound in practice:
“Susy, for the past several months, you’ve shared how urgent it is to solve Problem X. I know this has been a passion of yours for a while, and you’ve made it clear that now is the time to act. Would you consider working with us over the next couple of months to co-create a plan that could truly change the way our country thinks about this challenge? If we combine your passion with our capabilities, I believe we can develop a thoughtful, strategic, and targeted solution that could be a game-changer. What’s your reaction to that?”
What’s Next?
Once you’ve posed this question, the donor’s response will guide your next steps. They may say “Yes,” “No,” or “Maybe.” Understanding and navigating these responses is crucial, and will be the focus of our next discussion.
In the meantime, consider your three best prospects for a mega gift. Take the time to craft your own version of this approach, tailored to each individual donor. This exercise not only prepares you for these critical conversations but also helps you refine your strategy to make a lasting, positive impression.
