The Major Donor Ask
Jan 01, 2000
1. INTRODUCE YOURSELF
Your name and your credential
a. Remind donor of when you met, and/or
b. Describe your role in the organization, and/or
c. Give the name of who referred you
2. WHY YOU'RE THERE
To give quick progress report, and ask for help
3. ORGANIZATION MISSION
In 1 sentence, GLSEN's purpose. Our reason for existing.
e.g., "GLSEN believes that every student should attend school free of harassment and discrimination."
4. RESULT
1 recent, documented success that you can explain quickly
e.g., "Last month we convinced the Springfield School Board to add sexual orientation and gender identity to its nondiscrimination policy."
5. WE WILL WIN
1 piece of evidence that you have a reasonable chance to achieve our mission
e.g., "Now we have a plan to replicate that success in every school district throughout the county."
6. ASK THEIR OPINION and then SHUT UP
Get them to talk, ask what they think
"Is this work important to you?" and "Why?" or "What was school like for you?"
This can turn into a mini-1-on-1 if they engage
They will say something, at least "Do Go On"
7. ASK FOR $ and SHUT UP again
Always give SPECIFIC amt or range
Explain how the money will be used, AND why you need it now
e.g., "For our plan to be successful, we need to raise $50,000 in next three months to hire a staff person to manage the plan. We've already raised half of that, and hope you can help us reach our goal with a donation of $1,000 - $1,500."
8. LISTEN CLOSELY TO THEIR RESPONSE
If they say YES: set up mechanism to collect
If NO: ask why? and ask for feedback on presentation
If MAYBE: don't hear No when they've said Maybe
"I'll think about it" is Not No. Ask when their thinking will be finished
"Not now" is Not No - May mean Yes Later, ask "When?"
9. THANK THEM for meeting with you, regardless of their response
Copyright Dave Fleischer. Revised by GLSEN and used with permission
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