A helpful guide for speaking with a prospective donor.A helpful guide for speaking with a prospective donor.
Individual Donor Discovery Visit
A discovery visit with a donor begins with listening. By engaging in active listening skills, the visitor will reinforce the genuine interest in learning more of this donor, her motivations for giving and her commitment to the Red Cross. It is further about building rapport and trust with a perspective and significant investor. In setting a time to visit, disclose your objectives to learn more and get feedback.
Before your appointment, mentally establish your objectives by which you will gauge the success of your visit. You may feel that sharing your experiences will give the donor ease in sharing personal information. At the conclusion of the visit, express your appreciation, be sure to send a thank you for her time and record what you have learned.
Commitment to the Red Cross
How did you first get involved with the American Red Cross?
What is your overall perception of the American Red Cross?
What, in your opinion, are the American Red Cross’s greatest strengths?
Are there aspects of the Red Cross work about which you would like to learn more?
Which services of the American Red Cross are compelling?
Motivations for charitable giving
What is your key motivator for making a substantial charitable gift? (possible prompters if the donor is seeking help.)
Support of organizations that have an impact on me or loved one
Support of well known/well run organizations
Support of nonprofits generating the greatest social impact
Support of local charities where donors can feel the difference they make
Support of charities where the donor knows the leadership
Plans for future gifts to the Red Cross
Do you see yourself considering a significant commitment to the Red Cross in the next 12 months?
What action might we take to prompt a commitment?
With whom would you recommend that I speak about supporting the American Red Cross?
Is there anything else that we haven’t talked about, that you would like to share?