Even though it’s tempting to ignore the signals, most of us can often tell early in the game that the donor is not going to give. So if you invest ten or fifteen hours in phone calls, visits, and lunch dates . .. .in someone who says “I don’t think so,” you just blew it!
After the hit featured conversation with Ellen Bristol about her book The Leaky Bucket on Episode 20 of the Successful Nonprofits Podcast, I knew we would have her on to discuss her next book: Fundraising the SMART WayTM. In this book she brings the principles of Total Quality Management to identification, qualification, cultivation, and solicitation of donors.
Some of the highlights from our conversation include:
- Why you should think about your time being worth $1,000 – $3,000 per hour
- Why motivation for giving is the most important criteria
- When, how, and why you should sometimes decline or fire a donor
- The only three questions you need to qualify a donors
Links:
Ellen Bristol’s Website: Bristol Strategy Group
Website: Fundraising the SMART WayTM
Book (on Amazon): Fundraising the SMART WayTM
Ellen Bristol on Facebook
Ellen Bristol on LinkedIn
Ellen Bristol on Twitter