One of the questions I’m repeatedly asked is:
Can I Ask for a Major Gift on the First Visit?
This reminds of when I was a child and I would ask for something — and my father would quickly correct my grammar — you CAN, but you MAY NOT.
As a child, I would sometimes ask something like, “Can I have a pet snake?” His immediate response was, “You CAN, but you MAY NOT!”
So, to answer the question, CAN you ask for a gift on the first visit? The answer is clearly yes!
But should you? That’s another story!
The Answer — It Depends…
Of course, the answer is more complicated than a black-or-white yes or no.
The answer is really, it depends.
Are you building a relationship, or do you have an established relationship?
If you have a long-established relationship, even though you may have never met face-to-face before, it may be appropriate to ask right away.
Are you looking for a truly major gift, or are you looking for an initial, smaller gift?
How are you defining a “major gift”? If it’s a “major gift” in the eyes of your donor, it’s unlikely they’ll make a large gift at a first meeting.
It’s much more likely they would commit to a smaller gift to test your organization out and get the relationship going. Don’t expect a truly major gift if you’re asking on a first visit.
Is this a once in a lifetime meeting, or will the person likely continue the conversation?
Sometimes you get a meeting with a community leader or a truly wealthy friend of a friend, and it’s unlikely that you’ll be meeting again anytime soon. In that case, it could be a case of “now or never.”
Is the donor asking, “How can I help?”
If the donor is ready to make a gift and has asked those four magic words — how can I help — don’t make them wait. You don’t want to come across as “unprepared” when you say something like, “I wasn’t going to ask you for a gift today, so how about we meet again next month.”
Instead, be prepared, and say “Yes, we’d love for you to help. Here are some of the things we need … $50,000 for the after-school program, $25,000 for on-site tutors, and $25,000 for new playground equipment. What did you have in mind?”
Exceptions to the Rule
As in all aspects in life, there are exceptions to every rule.
Generally, if you’re working on raising major gifts, it’s not appropriate or wise to ask on the first visit, because you’re unlikely to get a truly major gift at that time. However, there are definitely times when it’s okay to ask on the first visit.
Go with your gut!
Fundraising is about judgement in addition to rules. Go with your gut. If you’re a people person, and a good fundraiser, you won’t go wrong.
And, if you have the best intentions at heart for your organization, as well as the donor, that should come shining through as well.
Do you ask on the first visit? I’d love to know in the comments. Please help by adding your thoughts below and let’s continue the conversation.
Wholeheartedly agree here. I love it when I hear those magic words “What is your most pressing need? How can we help you the best? What do you need the most?” Of course, you need to know the type of donor they are. (You would know this if you have the relationship with them 🙂 In a way, when they ask that question, we as the Development person did not “ask”…they did. Which makes it so much more comfortable.
I had this happen the other day with a new person I had just met. I was giving them a Tour and they asked those questions. I was prepared with an answer (though at times in the past I was not). He and his group are looking into fundraising for our purpose. He also did some research and got back to me with another avenue from a manufacturer that might be able to donate to us.
I think going with your gut in the end is true too. I thought I would never ask someone I had just met. But in that rare case where they ask you what you need, it seems you are giving them what they want (appropriate to their means).
Mary, I had lunch with a donor (first visit) and they asked the same questions. I wouldn’t have asked them at this first meeting but since they did, I offered several options. Good to always have answers. Love these kind of meetings when I can share my passion about the services and programs we offer and they are excited to be a part of it too.