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People Raising: Newsletter Archives 3 Ways to Capture Information on Your Donors (3/1/06) If you and I are to be effective in People Raising, we need to be in the business of getting to know our donors and prospects. There are at least 3 ways you and I can capture information on our donors and prospects.1. By practicing the discipline of "Listening" I am simply amazed how much I learn about my donors as I build a relationship with them. They freely share their likes and their dislikes. They tell me what they like to give to and what they don't like to give to. They love matching funds or they simply are turned off by matching funds. They love building projects or they wouldn't give a dime to a building project. They love to give on a consistent basis each month or they prefer to give once a year in December. They talk about their careers, their families, their hobbies, their successes, their disappointments. Simply by listening, I can discover vital information that will allow me to more effectively connect with them. 2. By "Looking and observing" When I walk into a donor's home or office, I am looking to see if I can discover more about them through what I see displayed. It might be a favorite collection, a plaque or a degree that is prominently displayed. It could be a picture of some golf buddies or a picture of an airplane or sailboat that might tell me of a hobby or special interest. If you were to walk into my office, you would find pictures of travel destinations around the world, family pictures, as well as letters of commendations from the Mayor of Chicago, the governor of the state of Illinois and various United States presidents. People display these because they are important to them and it is part and parcel of who they are. Strike up a conversation on any of these interests and you will have a captive audience. 3. By "Asking" Do you want to discover when they tend to give over the course of the year? Do you want to know about their family? Their career? What they like to give to? The answer to these and other questions is only a question away on your part. If you and I are to be effective in People Raising, we need to be in the business of getting to know our donors and prospects. These 3 ways will put you on the road to more effectively building vital relationships. More practical advice from Bill Dillon, President of People Raising, is available in DVD, CD and MP3 formats. This award-wining program is designed to reduce the fear factor and time it takes to raise funds. |
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