Getting the Low-Down on Your Prospects and Donors

As I build relationships with our ministry partners it is very important that I learn more about how they tick. Their likes, their dislikes. Here are 4 things I do to get the low-down on my prospects and donors.

Listen

The first bit of advice is to gather information by listening. I am amazed how much I learn about people by simply practicing the principle of "Listening". The more I meet with people over a period of time, the more new insights I pick up by listening.

You might ask, what could I discover? People share their likes and their dislikes. I have had people tell me what they like to give to and what they don't like to give to. They might indicate when they like to give. They often will talk about special projects they like supporting. All of this information allows us to better approach them in the future. Remember, in People Raising we are dealing with individual people with individual personalities and interests.

I will never forget the opportunity I had to teach a seminar on the east coast. As I talked about peoples' patterns of giving, this one business man interrupted and talked about how he and his wife review their projected income each January and make decisions on how they are going to give in that calendar year.

Simply by listening. I discovered that if I ever were to ask him for a gift. I had better put on my calendar to get to that individual the first of the year. Any later I will have passed up a golden opportunity. Yes, it does pay to listen.

Look

A second way to glean information is to simply practice the principle of "Looking". Whenever I walk into the home or office of a prospect or donor, I am always looking.

I am looking for family pictures or pictures that might focus on a special hobby such as skiing or a special sport such as golf.

I am looking at plaques that might identify special achievements or contributions they might have made.

The very fact that they are displayed ought to signal to you and me that they carry great value to our prospect and donor.

When it comes to conversing with that prospect, I cannot think of any better thing to talk about than those things they have prominently displayed.

Next time you walk into an office or a home of a prospect or donor, simply practice the principle of "looking"

Ask

The third tool at your disposal is very effective and it is simply the art of "Asking. If you were one of my prospects or donors and I was talking with you and I wanted to learn a little bit more about you, I might ask, for example, these types of questions:

"As you give are you the type of person that likes to give systematically, i.e. each month, or do you prefer to give more spontaneously?"

"If you were to respond by saying spontaneously, I should not be surprised if you are reluctant to make an ongoing commitment to me right away."

"What other ministries do you enjoy supporting?"

As you give to those ministries, what are the types of things you enjoy supporting?"

The questions you can ask are endless, but take the occasion to know your prospects and donors better by practicing the art of asking questions.

Read

There is a fourth way you can gather information about your prospects and donors and that is "Reading". This has far wider application when it comes to discovering more about Major Donors.

When it comes to business people that we would love to see support us or existing donors, I make it a practice to read the business section of the major newspapers and local business journals. Even as I am writing this newsletter just minutes ago I spotted two of our donors referred to in the local business journal. You better believe that I will add this information to my database and better be able to talk intelligently on their business careers.

Well, there you have it: four simple but effective tools you can add to your People Raising toolbox. Now it is up to you to use them. As you do, I will guarantee you that you will be better prepared to work smarter and more effectively with your donors and prospects.

For more practical help, check out the 6 Hour People Raising DVD Kit and Audio Kit available through our website.