You Made the Visit, Now What?
You had a good, first-time visit with a prospective donor. You shared a positive story about your organization and left behind a brochure. You promised you would not ask for money at the outset, and you kept that promise.

So what happens next?
Reschedule another visit by personally expressing ways that you listened and were grateful for their time. For example, "I noticed you like coffee. Can we meet at Starbucks for a cup?" or "I see you collect modern art. Why is that important to you?" Offer to bring along your CEO or a board member to the second visit. Then prepare and bring a proposal tailored to the individual's hopes and dreams. Remember that people want to invest in meaningful, positive changes in the lives of others. Be ready to answer any questions or objections, and remember to emphasize the lasting effect a gift will make on your organization and its mission.