Organizing Your Acquisition

by Jason Dick

Over the past few weeks I have had a number of conversations with new donor prospects. My goal has been to meet with a number of new people each week and begin a relationship with them. Here are a few tips and ideas to help in setting up a larger number of meetings with multiple new prospects. I’d love to hear some of your tricks of the trade.

  • Book back-to-back meetings in the same location on the same day. This allows you to cut off transportation time between meetings. I often spend as much as 15 to 30 minutes commuting between meetings.
  • Set up all of your meetings on one or two days each week. This way you have time on the other days to prepare for the meetings that you have coming up.
  • Book meetings at your organization. You can show off your facility and the prospect can see first-hand what you do.
  • Get at least one additional name of someone with whom you should talk. When your meeting starts to close, ask them if they know anyone they would recommend your talking with or if they are willing to make an introduction for you.
  • If you have a nice meeting room or space in your office, meet at your organization. This gives you an opportunity for an individual to see a little bit more about the organization first-hand. It makes the entire experience more authentic.
  • Offer to buy coffee, lunch, or a snack. This gives an incentive and in some ways is a reason for the other individual to meet you and is a great ice breaker.

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